Inside Sales Account Executive - IN, SD, ND

About the role

The Inside Sales Account Executive position is part of Follett Software's sales team, which aims to drive the future of education through technology. This role focuses on selling software and solution-based products to educational institutions.

Responsibilities

• Optimize inbound/outbound telephone, virtual meetings/presentations, and e-mail contact to sell technology solutions.
• Strategically target both recurring and one-time revenue goals set by Follett Software.
• Manage the full sales cycle from prospecting through close, consistently achieving or exceeding quota targets.
• Leverage Salesforce and sales enablement tools to manage pipeline, track performance, and improve sales efficiency.
• Conduct virtual discovery calls, product demonstrations, and tailored presentations that align solutions to customer needs.
• 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.
• Collaborate with marketing, customer success, and product teams to enhance the customer experience and drive revenue growth.
• Refine sales strategies based on feedback, data insights, and market trends.

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.

Qualifications

• 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.

Benefits

Follett Software offers a comprehensive benefits package designed to support the health, financial security, and well-being of our employees. This includes:

• Health insurance options
• Paid time off
• Flexible spending accounts
• Retirement savings plans
• Professional development opportunities
• Employee wellness programs

Schedule

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.

Physical Requirements

• 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%)