Inside Sales Account Executive - IN, SD, ND

Follett Software is dedicated to empowering educators with innovative technology solutions to enhance district performance and student success. The Inside Sales Account Executive will be responsible for driving sales growth by generating new business, managing the sales cycle, and engaging clients through consultative selling. This role plays a vital part in achieving revenue goals within the rapidly expanding EdTech market.

Responsibilities:

• Generate new business and expand existing accounts within an assigned territory, focusing on software and solution-based sales
• Own the full sales cycle from prospecting through close, consistently achieving or exceeding quota targets
• Effectively manage daily and weekly activities (e.g., call blocks, outreach cadence) to drive pipeline growth and deal progression
• Meet or exceed defined activity metrics and performance KPIs set by sales leadership
• Maintain accurate and consistent sales forecasts (weekly, monthly, quarterly) to support business planning
• Leverage Salesforce and sales enablement tools (e.g., Highspot, Consensus) to manage pipeline, track performance, and improve sales efficiency
• Execute structured prospecting strategies, including outbound outreach, lead follow-up, and qualification
• Conduct virtual discovery calls, product demonstrations, and tailored presentations that align solutions to customer needs
• Apply a consultative sales approach to identify customer challenges and position appropriate solutions
• Identify and drive upsell and cross-sell opportunities within existing accounts
• Build and execute a strategic territory plan focused on target accounts, industries, and buyer personas
• Continuously develop and maintain a healthy pipeline by prioritizing high-value opportunities
• Partner cross-functionally with marketing, customer success, and product teams to enhance the customer experience and drive revenue growth
• Continuously refine sales strategies based on feedback, data insights, and market trends
• Other duties and tasks as assigned

Requirements:

• High school diploma or equivalent required; bachelor's degree in Business, Marketing, Communications, Education, or a related field strongly preferred
• 2–5 years of full-cycle sales experience, preferably in a SaaS or technology-driven environment, with at least 1 year as a top-performing representative consistently exceeding quota
• Demonstrated track record of meeting and surpassing revenue targets, with strong closing skills and the ability to effectively manage deals through the entire sales cycle
• Highly competitive, self-motivated, and results-driven, with a clear understanding of how consistent activity levels translate into pipeline growth and revenue generation
• Strong verbal and written communication skills, with the ability to engage, influence, and build trust with a variety of stakeholders and buyer personas
• Proven ability to conduct discovery, identify customer pain points, and position solutions through a consultative sales approach
• Highly organized and detail-oriented, with the ability to manage multiple opportunities, maintain accurate records, and prioritize effectively in a fast-paced environment
• Resilient and adaptable, with a positive attitude, strong accountability, and a growth mindset; open to feedback, coaching, and continuous professional development
• Experience using Salesforce.com (or similar CRM) required or strongly preferred; familiarity with sales engagement and enablement tools (e.g., Highspot, Consensus, Outreach, Salesloft) is a plus
• Comfortable working in a metrics-driven environment with clear KPIs, including activity levels, pipeline generation, and revenue targets
• Strong time management and organizational skills, with the ability to balance inbound and outbound sales efforts effectively
• Team-oriented mindset with the ability to collaborate cross-functionally while also operating independently to achieve individual goals