Inside Sales Account Executive

POSITION SUMMARY

As an Inside Sales Account Executive, you willleverageinbound and outbound communications-via phone, virtual meetings, and email-to drive the sale of our expanding portfolio of technology solutions. Each Senior ISR is accountable for individual monthly, quarterly, and annual quotas, strategically targeting both recurring and one-time revenue goals set by Follett Software. Join the industry's most respected and forward-thinking SaaS leader within the booming EdTech market. As we experience unprecedented growth, we seek seasoned sales professionals with proven SaaSexpertiseto be integral members of our high-performing sales team.

POSITION SCOPE

Strategic Sales Leadership:

• Lead in securing new business and deepening existing client relationships within a defined territory, focusing on high-impact, long-term accounts.

• Oversee the entire sales cycle from prospecting to closing with a focus on consistently surpassing revenue targets, mentoring junior reps on advanced sales techniques.

Advanced Sales Process Management:

• Execute time management and prioritization at an expert level,optimizingdaily workflows and aligning activities with strategic goals to drive efficiency across the sales cycle.

• Regularly provide detailed sales forecasts and strategic insights to senior management, ensuring data-driven resource allocation and informed decision-making.

High-Impact Resource and CRM Utilization:

• Serve as a subject matter expert on Salesforce.com and other sales enablement tools (e.g.,Highspot, Consensus), guiding peers in maximizing these tools for data insights, pipeline management, and process improvements.

• Generate high-value opportunities through structured prospecting and account development efforts,leveragingdata to engage, qualify, and prioritize key accounts.

Client Engagement and Solution Presentation:

• Conduct in-depth product and solution presentations tailored to client needs, delivering value-driven proposals that emphasize return on investment and long-term benefits.

• Identifyand act on cross-selling and up-selling opportunities, using advanced consultative sales techniques to positionadditionalsolutions.

Territory and Pipeline Optimization:

• Develop and implement strategic territory plans, focusing on segmentation, persona targeting, and prioritization of high-potential accounts for optimized sales growth.

• Regularly analyze market trends and adjust territory strategies to align with changing customer demands and emerging opportunities.

Other duties and tasks as assigned

QUALIFICATIONS

Required Qualifications:

• 5+ years of experience in a high-achievement sales environment, with a minimum of two years in a senior-level role or in managing significant accounts.

• A history of meeting and exceeding quotas, with experience in high-complexity deal closures and relationship building.

• Extensive Sales Experience, includingdemonstratedtrack recordof achieving and exceeding high sales targets with a deep understanding of the correlation between strategic activity and successful outcomes.

• Experience in guiding or mentoring junior sales representatives, with a collaborative approach to team success.

• Advanced verbal and written communication skills with the ability to lead complex conversations across multiple buyer personas and levels.

• Ability to handle and prioritize multiple high-value opportunities and demands within a complex sales environment.

• Proficient in Salesforce.com and skilled in sales enablement tools (Highspot, Consensus), with an aptitude for using data to inform and refine sales approaches.

• Naturally driven, resilient, and solutions-oriented with a strong accountability ethos.

• Proactive and adaptable to changing sales dynamics, witha strong desirefor ongoing professional development and growth.

WORK ENVIRONMENT

• This role is remote and only open to candidates currentlylocatedin 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.

PHYSICAL REQUIREMENTS

• Engage in frequent virtual meetings and communications, which mayinclude handlinginterruptions.

• Ability to manage tasks under time constraints, with effective time management and prioritization.

• Prolonged sitting at a desk or workstation.

• Sustained visual concentration on digital screens for extended periods. Ability to interact with screens at a typical working distance.

• Occasionally adjust position for reaching or retrieving items from a desk or workspace.

• Occasional bending, twisting, or reaching for items on shelves or within a workstation.

• Frequently move within a home office environment.

• Constant use of keyboard and mouse, requiring fine motor skills for typing, navigating, and handling office materials.

• Frequent repetitive hand movements related to typing and mouse use.

• Travel requirements: Minimal (less than 10%)

• Lifting requirements: (choose one) Occasionally lift or carry items related to work setup,generally under10lbs