Inside Sales Account Executive - NC, SC, DE

Follett Software is dedicated to empowering educators with technology to enhance student success. The Inside Sales Account Executive will be responsible for optimizing sales through inbound/outbound communication and achieving revenue goals while collaborating with cross-functional teams.

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