Sales Account Manager

Backstage Library Works provides guaranteed, personal solutions to assist libraries and archives with preserving, organizing, and describing collections to enhance discovery and user access.

SALARY SCALE: $51,168 – $75,400, depending on qualifications and experience, plus team and individual commission incentives.

LOCATION: Bethlehem, PA;
Provo, UT; or Remote

START DATE: ASAP

Backstage Library Works is hiring a Sales Account Manager for accounts in a designated multi-state territory to be determined based on your location and balanced with the other representatives on our team.

We are looking for a goal-oriented business-to-business (B2B), business-to-government (B2G), and business-to-education (B2E) salesperson, an individual who can assist customers in traversing the complicated details of their projects, large or small – a unique person indeed!

You will be part of a sales team that is creative, collaborative, and collegial. We seek a candidate who can work independently, once trained, and who has a team spirit. Experience working with academic and public libraries is strongly preferred.

This is largely a remote role with significant travel requirements. You should live in the continental United States and within reasonable driving distance from a major airport. If you live near a Backstage office, you will work a hybrid schedule, spending one day per week at the office.

• Create and follow detailed business plans to attain established sales goals and quotas. Plus, the ability to recognize and be flexible if market trends demand a change in plan.
• Manage the entire sales cycle from relationship development with clients and prospective clients to secure the contract.
• Unearth new sales opportunities through networking and prospecting and turn them into long term partnerships.
• Present product solutions to prospective clients, communicate back to product team to solidify project needs, quote, follow up and close business.
• Provide professional after-sales support to enhance the customers’ dedication by sharing information about new products.
• Respond to Requests-for-Proposal, Quotes, and Information (RFP/RFQ/RFI) with persuasive product solutions and pricing to win the business.
• Identify and champion project initiatives across company groups.
  Provo, Utah & Bethlehem, Pennsylvania | |
• Remain in frequent communication with your clients in your territory to understand their needs which require extensive written, verbal, and virtual communication skills.
• Respond to project issues with resolutions that are a “win, win” aimed at customer satisfaction and the preservation of the company’s reputation.
• Represent Backstage as an exhibitor at conference events such as ALA Annual, the Innovative Users Group, and the Society of American Archivists.
• Negotiate agreements and keep records of sales and data in Salesforce.
• Keep sales forecast up to date.
• Travel at minimum 25% of the time (more at peak conference times) to visit key clients and target prospects.

• Knowledge of the library industry.
• History of 2 or more years meeting or exceeding target sales quotas.
• Proven experience as a B2B sales representative, or in a related role.
• Knowledge of market research, sales and negotiating principles.
• Advanced knowledge of MS Office; knowledge of CRM software (e.g., Salesforce).
• Excellent communication/presentation skills and ability to build relationships.
• Organizational and time management.
• Enthusiastic and passionate about serving libraries, museums, and archival institutions.
• Bachelor’s degree in business, sales, or marketing, or in a field relevant to libraries, museums, and archives. MLIS preferred. Relevant experience will be considered in lieu of a degree.

Benefits include health, dental, and vision insurance, 401(k) matching, and annual profit sharing.

Please submit a resume and cover letter/email to Jaye Hess, Vice President, Sales & Marketing,

Employment decisions are made without regard to race, color, religion, national or ethnic origin, sex, sexual orientation, gender identity or expression, age, disability, protected veteran status or other characteristics protected by law.