Outside Sales Account Executive – MidAtlantic/Northeast

Follett Software

Outside Sales Representative tasked with expanding Follett's market presence in North America. Building relationships with key educational stakeholders and exceeding sales quotas in education technology sector.

Posted 5/4/2026full-timeRemote • Connecticut, District of Columbia, Maryland, Massachusetts, North Carolina, Virginia • 🇺🇸 United StatesMid-LevelSeniorWebsite

About the role

Key responsibilities & impact

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

What you’ll need

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

Comp & perks

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.

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

B2B salesSaaS salessales strategy developmentsales pipeline managementnegotiationcustomer relationship managementquota achievementEdTech solutionssales cycle navigationclient engagement

Soft Skills

communication skillsrelationship buildingcustomer-centric approachdetail-orientedadaptabilityentrepreneurial mindsetcollaborationmotivationproblem-solvingethical conduct

Certifications

Bachelor’s degreeEdTech certificationssoftware sales certifications