Outside Sales Account Executive - MidAtlantic​/Northeast Remote

Outside Sales Account Executive - Mid Atlantic/Northeast

Remote - USA

Everything we do is for educators. We’re partnering with them to advance a bold vision for education that boosts district performance and student success. At Follett Software, we empower educators across roles with technology that streamlines processes and manages information and resources to improve their schools, increase student success, and drive the future of education. We believe that by empowering educators to amplify their impact on students’ lives, we can change the world.

Our goal and mission is to drive the future of education. We are inspired by educators to deliver transformative technology. Our innovative, connected solutions simplify challenges and offer a seamless and intuitive experience.

We are in search of an Outside Sales Representative to expand our market presence in North America, specifically in CT, DC, MA, MD, NC, and VA. Working face to face and virtually, your primary focus will be to establish and maintain relationships with customers including district/state Superintendents, Chief Technology officers, Library Directors, Directors of Curriculum and Instruction, business officials and other district administrators and staff.

Successful candidates will have a proven track record of building strong pipelines, executing up-sell and cross-sell selling strategies, and rapidly closing business. Our ideal candidates are self‑motivated, apply a consultative approach, have strong execution skills, are focused, responsible, accountable, and have a proven history of exceeding sales quotas in excess of $1M annually.

• Sales Strategy: develop and execute a comprehensive sales strategy to target and acquire district‑level customers. This may involve cold calling, prospecting, networking, and leveraging existing market relationships.
• Revenue Growth: meet or exceed sales quotas and targets by consistently securing new district‑level customers and upselling/expanding existing customers.
• Pipeline Development: build and maintain 3x sales pipeline.
• Client Engagement: establish and maintain relationships with district administrators, department heads, and other key stakeholders within potential and existing districts. Understand their business objectives and pain points. Travel to customer locations as needed, attend trade shows, and conferences.
• Product Knowledge: gain in‑depth knowledge of Follett’s products and services to effectively communicate how they can meet the unique needs of our K‑12 clients. Provide product demonstrations and presentations as needed.
• Customized Solutions: collaborate with clients to understand their specific requirements and provide tailored solutions that address their challenges. This may involve working closely with other teams such as product development or customer support.
• Negotiation and Contracting: negotiate pricing, terms, and contracts with clients to close deals, ensuring that both parties are satisfied with the agreements.
• Market Research: stay up‑to‑date with K‑12 market trends, and competitors to identify new business opportunities and maintain a competitive edge.
• Reporting: maintain accurate and up‑to‑date records of sales activities, client interactions, and sales progress using CRM (Customer Relationship Management) software. Provide regular reports to management.
• Collaboration:
  
  collaborate with our Marketing, Success and Sales Development teams to expand pipeline and increase velocity.
• Other tasks and duties as assigned.

• Bachelor’s degree in Business, Marketing, Education, or a related field;
  EdTech or software sales certifications are a plus.
• 3-5 years in B2B or SaaS outside sales, with a focus on EdTech solutions; strong background in navigating sales cycles, managing client relationships, and exceeding quotas.
• Experience selling multiple EdTech SaaS solutions and engaging IT buyer personas.
• Proven track record of consistently meeting and exceeding sales targets.
• Exceptional verbal and written communication skills, with a customer‑centric approach to relationship building, retention, and expansion.
• Motivated, ethical,…