Expression of Interest: Outside Sales Consultant/Account Executive

Follett Software develops technology solutions that empower educators, streamline school processes, and support student success. The Outside Sales Consultant/Account Executive will target and acquire K-12 district customers, grow revenue, manage sales pipelines, and build relationships with education stakeholders. The role also involves product demonstrations, customized solutions, contract negotiation, market research, CRM reporting, and collaboration with marketing and sales teams.

Responsibilities:

• Develop and execute a comprehensive sales strategy to target and acquire district-level customers. This may involve cold calling, prospecting, networking, and leveraging existing market relationships
• 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. This may involve working closely with other teams such as product development or customer support
• 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
• 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%)

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
• currently located in the United States and able to work without sponsorship
• EdTech or software sales certifications are a plus
• Residence in sales territory preferred