Outside Sales Account Executive - MidAtlantic/Northeast

Follett Software is dedicated to empowering educators with technology that enhances district performance and student success. The Outside Sales Account Executive will focus on expanding market presence in North America by establishing relationships with district-level customers, executing sales strategies, and meeting sales quotas.

Responsibilities:

• 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
• Understand their business objectives and pain points
• Travel to customer locations as needed, attend trade shows, and conferences
• 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
• Provide product demonstrations and presentations as needed
• 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
• Provide regular reports to management
• Collaborate with our Marketing, Success and Sales Development teams to expand pipeline and increase velocity
• Other tasks and duties as assigned

Requirements:

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