Inside Sales Account Executive

Follett Software

. Generate new business and expand existing accounts within an assigned territory, focusing on software and solution-based sales .

Posted 9/30/2026full-timeRemote • United StatesJuniorMid-LevelWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in full-cycle sales, including prospecting, closing, and managing a sales pipeline. Proficient in utilizing Salesforce and sales enablement tools to achieve and exceed revenue targets while employing a consultative sales approach.

Highest-signal resume keywords

Full-Cycle Sales ExperienceSalesforce.com ProficiencyConsultative Sales ApproachStrong Closing SkillsMetrics-Driven Performance

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales ForecastingLead QualificationPipeline ManagementRevenue Target AchievementDiscovery Call ExecutionProduct DemonstrationUpsell and Cross-Sell StrategiesSales Strategy RefinementKPI ManagementTerritory Planning

Soft Skills

Strong Verbal CommunicationStrong Written CommunicationInfluencing SkillsTrust BuildingTime Management

Tools & Technologies

SalesforceHighspotConsensusOutreachSalesloft

Industry Keywords

SaaS SalesTechnology-Driven EnvironmentBusiness DevelopmentCustomer ExperienceSales Enablement

Tech Stack

Tools & technologies

SFDC

About the role

Key responsibilities & impact

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

Requirements

What you’ll need

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
At least 1 year as a top-performing representative consistently exceeding quota
Demonstrated track record of meeting and surpassing revenue targets
Strong closing skills and ability to manage deals through the entire sales cycle
Strong verbal and written communication skills
Ability to engage, influence, and build trust with varied stakeholders and buyer personas
Ability to conduct discovery, identify customer pain points, and position solutions consultatively
Ability to manage multiple opportunities, maintain accurate records, and prioritize effectively
Resilient and adaptable; open to feedback, coaching, and continuous professional development
Experience using Salesforce.com or a similar CRM required or strongly preferred
Familiarity with Highspot, Consensus, Outreach, or Salesloft is a plus
Comfortable working in a metrics-driven environment with KPIs
Strong time management and organizational skills
Ability to balance inbound and outbound sales efforts
Team-oriented and able to collaborate cross-functionally while operating independently
Must currently be located in the United States and able to work without sponsorship
Ability to work in a private, quiet home-office environment
Ability to perform prolonged sitting and sustained visual focus on digital screens
Ability to use keyboard and mouse frequently
Ability to occasionally bend, twist, reach, lift, or carry items up to 10 pounds
Minimal travel requirement, less than 10%

Benefits

Comp & perks

Remote work arrangement
Suitable space for a private and quiet workplace
Work hours and schedules may be adjusted as needed
Equal employment opportunities
Reasonable accommodations for individuals with disabilities and disabled veterans