Follett Software

Account Executive

• 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.
• 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.
• 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.
• 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.
• 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.
• 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.

Inside Sales Account Executive

Accounts Payable

• Manage and maintain the accounts payable inbox, ensuring timely review and response to vendor and internal inquiries
• Review, code, and process vendor invoices accurately in NetSuite
• Validate invoice approvals in accordance with delegation of authority and internal control policies
• Ensure proper documentation and compliance with company policies and procedures
• Process domestic and international payments (ACH, wire transfers, limited checks, etc.)
• Coordinate with vendors regarding payment terms, currency, and banking requirements, as necessary
• Understand and apply multi-entity and multi-currency considerations when recording and processing transactions
• Reconcile vendor statements and resolve discrepancies in a timely manner
• Maintain organized electronic records and ensure audit readiness
• Support internal and external audits by providing requested documentation
• Continuously identify opportunities to improve AP processes and controls
• Other duties as assigned

Accounts Payable Analyst

Accounting Manager

• Lead revenue recognition activities in compliance with ASC 606 and applicable GAAP guidance.
• Establish and maintain annual Standalone Selling Price (SSP) pricing frameworks.
• Record and review quarterly revenue adjustments, including open item calculations.
• Draft technical accounting white papers and develop new revenue policies as needed.
• Review credit impacts and assess the need for credit reserves in accordance with accounting standards.
• Conduct detailed RFP and contract reviews to ensure revenue treatment is accurate, complete, and compliant.
• Perform monthly reconciliation and reporting of consolidated revenue from Oracle to the General Ledger.
• Ensure completeness and accuracy of revenue reporting through analytical reviews and variance analysis.
• Support quarterly and annual close processes related to revenue.
• Evaluate contract terms to determine appropriate revenue recognition treatment.
• Assist with annual external audits, providing documentation and supporting analysis.
• Establish and enhance internal audit processes related to revenue compliance.
• Maintain up-to-date, end-to-end revenue process documentation, including controls and workflows.
• Integrate newly acquired entities into established revenue processes, User Acceptance Testing (UAT) for new SKUs/products, ensuring production environments align with tested configurations.
• Identify opportunities for automation, efficiency, and strengthened compliance within revenue operations.
• Other duties as assigned

Inside Sales Account Executive

Accounts Payable Analyst

Revenue Accounting Manager