Follett Software is dedicated to empowering educators with transformative technology aimed at enhancing educational outcomes. The Outside Sales Account Executive will focus on expanding market presence in North America, building relationships with key educational stakeholders, and driving sales growth through effective strategies and client engagement.

Responsibilities:

Develop and execute a comprehensive sales strategy to target and acquire district-level customers
Meet or exceed sales quotas and targets by consistently securing new district-level customers and upselling/expanding existing customers
Build and maintain 3x sales pipeline
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
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
Collaborate with clients to understand their specific requirements and provide tailored solutions that address their challenges
Negotiate pricing, terms, and contracts with clients to close deals, ensuring that both parties are satisfied with the agreements
Stay up-to-date with K-12 market trends, and competitors to identify new business opportunities and maintain a competitive edge
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
Collaborate with our Marketing, Success and Sales Development teams to expand pipeline and increase velocity
Other tasks and duties as assigned

Requirements:

Bachelor's degree in Business, Marketing, Education, or a related field
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, detail-oriented, adaptable, and entrepreneurial, with a collaborative team mindset and a passion for solving customer challenges
This role is remote and only open to candidates currently located in the United States and able to work without sponsorship
It requires a suitable space that provides a private and quiet workplace
Work hours and schedules are set to accommodate the requirements of the position and the needs of the organization and may be adjusted as needed
Perform tasks in a home office environment with frequent virtual meetings, communications, and interruptions, requiring effective time management and prioritization
Prolonged sitting with sustained visual focus on digital screens, requiring the ability to interact at a typical working distance
Frequent use of keyboard and mouse, involving repetitive hand movements and fine motor skills for typing, navigating, and handling materials
Occasionally adjust position or move within the workspace to reach, retrieve, or access items, involving bending, twisting, or reaching, and occasionally lifting or carrying items weighing up to 10 pounds
Travel requirements: Heavy (greater than 50%)
EdTech or software sales certifications are a plus
Residence in sales territory preferred

Need Account Executives / Sales Executives - Indianapolis, IN

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