[Hiring] Inside Sales Account Executive @Follett Software

Role Description

The Inside Sales Account Executive position optimizes inbound/outbound telephone, virtual meetings/presentations, and e-mail contact to sell our ever-growing technology solutions. Each ISR is accountable for individual monthly, quarterly, and annual quotas, strategically targeting both recurring and one-time revenue goals set by Follett Software.

• Drive Sales Growth:
  • 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.
• Sales Execution & Activity Management:
  • 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.
• CRM & Sales Tools Utilization:
  • 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.
• Client Engagement & Solution Selling:
  • 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.
• Territory & Pipeline Development:
  • 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.
• Collaboration & Continuous Improvement:
  • 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

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.

Work Environment

• 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%)