Inside Sales Account Executive

Role Overview

The Inside Sales Account Executive position optimizes inbound/outbound telephone, virtual meetings/presentations, and e-mail contact to sell technology solutions. Each Inside AE is accountable for individual monthly, quarterly, and annual quotas, strategically targeting both recurring and one-time revenue goals set by Follett Software.

What You Will Do

Drive sales growth, manage daily and weekly activities, maintain accurate and consistent sales forecasts, leverage Salesforce and sales enablement tools, conduct virtual discovery calls, product demonstrations, and tailored presentations, and identify and drive upsell and cross-sell opportunities within existing accounts.

Why It Might Be a Fit

We seek seasoned sales professionals with proven SaaS expertise to be integral members of our high-performing sales team. The ideal candidate will have a 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.

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

• Dental insurance
• Vision insurance
• Health insurance
• Paid time off
• Retirement plan
• Learning budget
• Parental leave
• Wellness program
• Remote work flexibility
• Stipends
• Bonus/commission