Outside Sales Account Executive – MidAtlantic/Northeast

Role Overview

• 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.
• 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 3x sales pipeline.
• Establish and maintain relationships with district administrators, department heads, and other key stakeholders within potential and existing districts.
• Gain in-depth knowledge of Follett’s products and services to effectively communicate how they can meet the unique needs of our K-12 clients.
• Collaborate with clients to understand their specific requirements and provide tailored solutions that address their challenges.
• Negotiate pricing, terms, and contracts with clients to close deals, ensuring that both parties are satisfied with the agreements.
• Stay up-to-date with K-12 market trends, and competitors to identify new business opportunities and maintain a competitive edge.
• Maintain accurate and up-to-date records of sales activities, client interactions, and sales progress using CRM (Customer Relationship Management) software.
• Collaborate with our Marketing, Success and Sales Development teams to expand pipeline and increase velocity.

Requirements

• 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

Benefits

• 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.