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Inside Sales Representative (West Coast)

Remote - USA

Company Overview: 

Everything we do is for educators. We’re partnering with them to advance a bold vision for education that boosts district performance and student success. At Follett Software, we empower educators across roles with technology that streamlines processes and manages information and resources to improve their schools, increase student success, and drive the future of education. We believe that by empowering educators to amplify their impact on students’ lives, we can change the world. Our goal and mission is to drive the future of education. We are inspired by educators to deliver transformative technology. Our innovative, connected solutions simplify challenges and offer a seamless and intuitive experience.

 

 

Position Overview: 

The Inside Sales Representative (ISR) position optimizes inbound/outbound telephone, virtual meetings/presentations, and e-mail contact to sell our ever-growing technology solutions. Each ISR is accountable for individual monthly, quarterly, and annual quotas, strategically targeting both recurring and one-time revenue goals set by Follett Software. Join the industry’s most respected and forward-thinking SaaS leader within the booming EdTech market. As we experience unprecedented growth, we seek seasoned sales professionals with proven SaaS expertise to be integral members of our high-performing sales team. 

Responsibilities:

  • Drive Sales Growth: 
    • Win new business and expand solution sales within an established territory. 
    • Manage the full sales process, from prospecting to closing, consistently meeting or exceeding quota. 
  • Sales Process and Activity Management: 
    • Use structured time management skills to prioritize daily activities (Call blocks, etc.), enhancing productivity and pipeline progression. 
    • Set and meet daily activity goals as outlined by sales leadership. 
    • Accurately forecast weekly, monthly, and quarterly sales for consistent tracking and resource alignment. 
  • Resource and CRM Utilization: 
    • Actively use Salesforce.com and sales enablement tools (e.g., Highspot, Consensus) to streamline processes and leverage CRM insights strategically. 
    • Conduct daily prospecting activities, generating opportunities through structured processes and leveraging tools for lead engagement and qualification. 
  • Engage and Present to Clients: 
    • Conduct product demonstrations and needs-based presentations through virtual meetings, showcasing product value and alignment with client needs. 
    • Identify cross-selling and up-selling opportunities through solution-focused consultative sales approaches. 
  • Territory Planning and Pipeline Building: 
    • Develop and implement an adaptable territory plan, focusing on high-probability targets and personas to optimize sales within the assigned area. 
    • Segment and prioritize prospects by portfolio value to maximize engagement and sales conversion. 
  • Other duties as assigned 

Qualifications:

Desired Skill Set: 

 

  • High school diploma or equivalent required; bachelor’s degree in Business, Marketing, Communications, or Education preferred.
  • 2–5 years of full-cycle sales experience, including at least 1 year as a top-performing representative consistently exceeding sales goals.
  • Proven history of achieving and surpassing quota with demonstrated success in closing deals.
  • Competitive, self-motivated, and driven, with a strong connection between high activity levels and successful outcomes.
  • Excellent verbal and written communication skills, with the ability to lead persuasive conversations across varied buyer personas.
  • Highly organized and detail-oriented; capable of managing multiple opportunities and client requirements simultaneously.
  • Resilient, optimistic, and accountable, with a genuine enthusiasm for a career in sales and a willingness to embrace coaching and professional development.
  • Experience using Salesforce.com required or strongly preferred; familiarity with sales enablement tools (e.g., Highspot, Consensus) is a plus.

 

#REMOTE #LI-CH1

EEO

Follett Software provides equal employment opportunities to applicants and employees without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, or disability. We are committed to providing reasonable accommodations to, among others, individuals with disabilities and disabled veterans. If you are interested in applying for employment and need assistance or an accommodation in the application process due to a disability, please contact us by email and let us know the nature of your request and your contact information. 

 Email:  recruiting@follettsoftware.com

CCPA Notice for California Residents: https://follettsoftware.com/wp-content/uploads/2024/10/Notice-to-California-Applicants.pdf

 

 

 

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