[Hiring] Outside Sales Consultant/Account Executive @Follett Software

Role Description

We are in search of an Outside Sales Representative to expand our market presence in North America, specifically in CT, DC, MA, MD, NC, and VA. Working face to face and virtually, your primary focus will be to establish and maintain relationships with customers including:

• District/state Superintendents
• Chief Technology Officers
• Library Directors
• Directors of Curriculum and Instruction
• Business officials and other district administrators and staff

Successful candidates will have a proven track record of:

• Building strong pipelines
• Executing up-sell and cross-sell selling strategies
• Rapidly closing business

Our ideal candidates are self-motivated, apply a consultative approach, have strong execution skills, are focused, responsible, accountable, and have a proven history of exceeding sales quotas in excess of $1M annually.

Qualifications

• Bachelor’s degree in Business, Marketing, Education, or a related field; EdTech or software sales certifications are a plus.
• 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.
• Residence in sales territory preferred.

Requirements

• Develop and execute a comprehensive sales strategy to target and acquire district-level customers.
• Meet or exceed sales quotas and targets by consistently securing new district-level customers and upselling/expanding existing customers.
• Build and maintain a 3x sales pipeline.
• Establish and maintain relationships with district administrators, department heads, and other key stakeholders.
• Gain in-depth knowledge of Follett’s products and services.
• Collaborate with clients to provide tailored solutions.
• Negotiate pricing, terms, and contracts with clients.
• Stay up-to-date with K-12 market trends and competitors.
• Maintain accurate records of sales activities using CRM software.
• Collaborate with Marketing, Success, and Sales Development teams.
• Other tasks and duties as assigned.

Benefits

• This role is remote and only open to candidates currently located in the United States and able to work without sponsorship.
• 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 may be adjusted as needed.

Physical Requirements

• Perform tasks in a home office environment with frequent virtual meetings.
• Prolonged sitting with sustained visual focus on digital screens.
• Frequent use of keyboard and mouse, involving repetitive hand movements.
• Occasionally adjust position or move within the workspace.
• Travel requirements: Heavy (greater than 50%).