Outside Sales Account Executive – MidAtlantic/Northeast

This is a fully remote position, open to applicants in Connecticut, +5 more states.

📋 Description

• We are seeking an Outside Sales Representative to enhance our market presence in North America, particularly in CT, DC, MA, MD, NC, and VA.

• Your primary focus will be to establish and nurture 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, through face-to-face and virtual interactions.

• Develop and implement a comprehensive sales strategy aimed at targeting and acquiring district-level customers.

• Consistently achieve or surpass sales quotas and targets by securing new district-level customers and upselling or expanding existing accounts.

• Build and sustain a robust 3x sales pipeline.

• Cultivate and maintain relationships with district administrators, department heads, and other key stakeholders within both potential and existing districts.

• Acquire in-depth knowledge of Follett’s products and services to effectively communicate how they can address the unique needs of our K-12 clients.

• Collaborate with clients to understand their specific requirements and offer tailored solutions that resolve their challenges.

• Negotiate pricing, terms, and contracts with clients to finalize deals, ensuring mutual satisfaction with the agreements.

• Stay informed on K-12 market trends and competitor activities to identify new business opportunities and maintain a competitive edge.

• Keep accurate and current records of sales activities, client interactions, and sales progress using CRM (Customer Relationship Management) software.

• Work in conjunction with our Marketing, Success, and Sales Development teams to expand the pipeline and increase sales velocity.

⛳️ Requirements

• Bachelor’s degree in Business, Marketing, Education, or a related field; EdTech or software sales certifications are advantageous.

• 3-5 years of experience in B2B or SaaS outside sales, focusing on EdTech solutions; a strong background in navigating sales cycles, managing client relationships, and exceeding quotas is essential.

• Experience in selling multiple EdTech SaaS solutions and engaging with IT buyer personas.

• A proven history of consistently meeting or surpassing sales targets.

• Outstanding verbal and written communication skills, with a customer-centric approach to building relationships, retention, and expansion.

• Motivated, ethical, detail-oriented, adaptable, and entrepreneurial, with a collaborative team mentality and a passion for addressing customer challenges.

• Preference for candidates residing within the sales territory.

🏝️ Benefits

• This position is remote and available only to candidates currently located in the United States who are able to work without sponsorship.

• A suitable space that provides a private and quiet workplace is required.

• Work hours and schedules are designed to meet the needs of the position and the organization, and may be adjusted as necessary.