Follett Software

Inside Sales Account Executive

Follett Software

full-time

Posted on:

Location Type: Remote

Location: United States

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Tech Stack

SFDC

About the role

  • 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.

Requirements

  • High school diploma or equivalent required; 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, with at least 1 year as a top-performing representative consistently exceeding quota.
  • Demonstrated track record of meeting and surpassing revenue targets, with strong closing skills and the ability to effectively manage deals through the entire sales cycle.
  • Highly competitive, self-motivated, and results-driven, with a clear understanding of how consistent activity levels translate into pipeline growth and revenue generation.
  • Strong verbal and written communication skills, with the ability to engage, influence, and build trust with a variety of 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, with the ability to manage multiple opportunities, maintain accurate records, and prioritize effectively in a fast-paced environment.
  • Resilient and adaptable, with a positive attitude, strong accountability, and a growth mindset; open to feedback, coaching, and continuous professional development.
  • 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, including activity levels, pipeline generation, and revenue targets.
  • Strong time management and organizational skills, with the ability to balance inbound and outbound sales efforts effectively.
  • Team-oriented mindset with the ability to collaborate cross-functionally while also operating independently to achieve individual goals.
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.
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
full-cycle salesconsultative salesclosing skillspipeline managementsales forecastingprospecting strategieslead qualificationrevenue generationKPI managementsales strategy refinement
Soft Skills
self-motivatedresults-drivenstrong communicationorganizational skillsdetail-orientedresilientadaptableteam-orientedgrowth mindsettime management
Certifications
bachelor’s degreehigh school diploma or equivalent