Outside Sales Consultant, Account Executive

Follett Software

Seek an Outside Sales Consultant to expand market presence in North America for Follett Software. Establish and maintain relationships with district administrators and stakeholders.

Posted 5/5/2026full-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.
Successful candidates will have a proven track record of building strong pipelines, executing up-sell and cross-sell selling strategies, and rapidly closing business.
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.
Collaborate with clients to understand their specific requirements and provide tailored solutions that address their challenges. This may involve working closely with other teams such as product development or customer support.
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

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 pipeline managementup-sell strategiescross-sell strategiesnegotiationCRM softwaresales reportingclient relationship managementEdTech solutions

Soft Skills

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

Certifications

Bachelor’s degree in BusinessBachelor’s degree in MarketingBachelor’s degree in EducationEdTech sales certificationsoftware sales certification