Senior Account Executive

Position Overview:  

Are you looking for an Account Executive role with an uncapped growth opportunity? Follett Software is a fully-remote SaaS company that offers administrative software solutions to K-12 school districts across the country. As a Senior Account Executive (AE) selling MasterLibrary, you'll perform a vital role within our sales team introducing prospects to the MasterLibrary products and conducting product demos. You will work collaboratively with the Sales Leadership Team and cross-functional team members to develop and manage a sales strategy in your territory. This role includes prospecting, conducting demos, and closing functions. This is a fully-remote, full-time position. 

Essential duties and responsibilities include the following. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. 

• Win new business and sell MasterLibrary solutions to existing clients by leveraging the following sales activities:   

• Learn and demonstrate a fundamental understanding of MasterLibrary software, clearly articulating its capabilities and advantages to decision-makers. 

• Prospecting for new clients (outbound calling and following up with leads), making 50+ outbound calls each day. 

• Develop creative campaigns and strategies to reach target prospects and generate qualified demos. 

• Uncover and qualify new opportunities by probing for needs, understanding requirements and interpreting technical requirements of the customer or prospect. 

• Prepare and host product demonstrations, negotiate contracts, educate key decision makers on the product, etc. to progress potential clients through the buyer’s journey and sales funnel. 

• Work collaboratively with others and engage in effective team selling to work with others to manage accounts that may overlap with existing portfolios. 

• Manage the sales process by leveraging SalesForce to manage leads, update opportunities, deliver accurate forecasts . 

• Overcome objections and drive prospective customers into the sales funnel through emails and phone calls. 

• Achieve weekly/monthly/quarterly metrics (calls, meetings set, qualified opportunities generated, etc.). 

• Leverage company SalesForce as a resource and strategic sales tool and keep the CRM up to date with qualified prospect contact lists.  

• Contribute to strategic weekly sales and training meetings. 

• Other duties as assigned.  

To be considered for and to perform this job successfully, an individual must be able to perform each essential duty and responsibility satisfactorily. The requirements listed below are representative of the knowledge, skill and/or ability required.  

Qualifications include: 

• 2-5 Years of Sales Experience selling Facilities Management software with a demonstrated history of sales achievement and exceeding quota (preferred)

• Experience thriving in a metrics-driven environment with the ability to self-generate and manage pipeline through full sales cycle. 

• Detail-oriented and able to manage numerous sales involving multiple buying personas at once. 

• Self-motivated, competitive, and disciplined with the ability to set and achieve goals. 

• Self-accountable, can work both independently and within a team, and is eager for coaching and development. 

• Exceptional attention to detail, task management, and organizational skills. 

• Professional phone presence and excellent communication skills with the ability to command a conversation. 

• Prior experience with a CRM (Salesforce strongly preferred) and able to learn new technologies quickly. 

PHYSICAL REQUIREMENTS 

• Engage in frequent virtual meetings and communications, which may include handling interruptions. 

• Ability to manage tasks under time constraints, with effective time management and prioritization. 

• Prolonged sitting at a desk or workstation. 

• Sustained visual concentration on digital screens for extended periods. Ability to interact with screens at a typical working distance. 

• Occasionally adjust position for reaching or retrieving items from a desk or workspace. 

• Frequently move within a home office environment. 

• Constant use of keyboard and mouse, requiring fine motor skills for typing, navigating, and handling office materials. 

• Travel requirements: Minimal (less than 10%) 

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