Inside Sales Account Executive - Mountain or Pacific Time Zone

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 Inside AE 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.

Responsibilities

Generate new business and expand existing accounts within an assigned territory; own the full sales cycle from prospecting through close; manage daily and weekly activities to drive pipeline growth and deal progression; meet or exceed activity metrics and performance KPIs; maintain accurate sales forecasts; leverage Salesforce and sales enablement tools to manage pipeline and track performance; execute structured prospecting strategies including outbound outreach, lead follow-up, and qualification; conduct virtual discovery calls, product demonstrations, and tailored presentations; apply a consultative sales approach to identify customer challenges and position solutions; identify and drive upsell and cross-sell opportunities; build and execute a strategic territory plan; develop and maintain a healthy pipeline; collaborate cross-functionally with marketing, customer success, and product teams; refine sales strategies based on feedback, data insights, and market trends

Requirements

High school diploma or equivalent; 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; at least 1 year as a top-performing representative consistently exceeding quota; demonstrated track record of meeting and surpassing revenue targets; strong closing skills; ability to effectively manage deals through the entire sales cycle; highly competitive, self-motivated, and results-driven; strong verbal and written communication skills; ability to engage, influence, and build trust with 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; resilient and adaptable; 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; strong time management and organizational skills; team-oriented mindset

Nice to have

Bachelor’s degree in Business, Marketing, Communications, Education, or a related field; familiarity with sales engagement and enablement tools (e.g., Highspot, Consensus, Outreach, Salesloft)