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Follett Software · 2 hours ago

Senior Inside Sales Representative

United States

Full-time

Remote

Mid, Senior Level

2+ years exp

Follett Software is dedicated to empowering educators with innovative technology solutions to enhance student success. The Senior Inside Sales Representative will be responsible for driving sales growth, managing the sales process, and engaging with clients to showcase product value.

Higher Education

No H1B

Responsibilities

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

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

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

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

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

Qualification

Sales experienceSalesforce.comSaaS expertiseCommunication skillsTime managementResilienceDetail-orientedSelf-motivatedOrganizational skills

Required

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

Preferred

Familiarity with sales enablement tools (e.g., Highspot, Consensus) is a plus

Benefits

Fully remote work, giving you the flexibility to do your best work from anywhere in the continental U.S. (unless otherwise noted)

Subsidized healthcare plans, including orthodontic coverage, with HSA option that includes employer matching

Company-paid disability and life insurance, with the option to enhance coverage through voluntary plans

Robust Paid Time Off, including Flex PTO for salaried roles, paid parental leave, company holidays, and paid volunteer service time

Retirement savings with employer match, vesting every pay period

Flexible Spending Accounts for healthcare and dependent care

Optional supplemental coverages, such as accident, hospital, and critical illness insurance, identity theft and credit monitoring, and legal protection services

Meaningful recognition and tangible rewards that celebrate achievements, fuel motivation, and recognize both individual and team success