Follett Software

Account Executive

• 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
• Achieve or exceed individual monthly, quarterly, and annual quotas
• Manage daily and weekly sales activities, including call blocks and outreach cadence
• Meet defined activity metrics and performance KPIs
• Maintain accurate weekly, monthly, and quarterly sales forecasts
• Use Salesforce and sales enablement tools such as Highspot and Consensus to manage pipeline and track performance
• Execute outbound outreach, lead follow-up, and qualification
• Conduct virtual discovery calls, product demonstrations, and tailored presentations
• Apply a consultative sales approach to identify customer challenges and position solutions
• Identify and drive upsell and cross-sell opportunities within existing accounts
• Build and execute strategic territory plans for target accounts, industries, and buyer personas
• Develop and maintain a healthy pipeline by prioritizing high-value opportunities
• Collaborate with marketing, customer success, and product teams to improve customer experience and revenue growth
• Refine sales strategies using feedback, data insights, and market trends
• Perform other duties and tasks as assigned

Inside Sales Account Executive