Inside Sales Account Executive

Follett Software provides technology solutions that help educators streamline processes, manage information and resources, and improve student success. The Inside Sales Account Executive will generate and expand software and solution-based sales within the LA and MO territory, managing the full sales cycle, pipeline, forecasts, customer engagement, and quota attainment.

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
• 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: Minimal (less than 10%)

Requirements:

• High school diploma or equivalent required
• 2–5 years of full-cycle sales experience
• 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
• 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
• only open to candidates currently located in the United States and able to work without sponsorship
• bachelor's degree in Business, Marketing, Communications, Education, or a related field strongly preferred
• preferably in a SaaS or technology-driven environment
• Experience using Salesforce.com (or similar CRM) strongly preferred
• familiarity with sales engagement and enablement tools (e.g., Highspot, Consensus, Outreach, Salesloft) is a plus