POSITION SUMMARY 

We are in search of an Outside Sales Representative to expand our market presence in North America, specifically in CT, DC, MA, MD, NC ,and VA. Working face to face and virtually, your primary focus will be to establish and maintain 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.    

Successful candidates will have a proven track record of building strong pipelines, executing up-sell and cross-sell selling strategies, and rapidly closing business. Our ideal candidates are self-motivated, apply a consultative approach, have strong execution skills, are focused, responsible, accountable, and have a proven history of exceeding sales quotas in excess of $1M annually.  

POSITION SCOPE 

• Sales Strategy: Develop and execute a comprehensive sales strategy to target and acquire district-level customers. This may involve cold calling, prospecting, networking, and leveraging existing market relationships. 
• Revenue Growth: Meet or exceed sales quotas and targets by consistently securing new district-level customers and upselling/expanding existing customers. 
• Pipeline Development: Build and maintain 3x sales pipeline. 
• Client Engagement: Establish and maintain relationships with district administrators, department heads, and other key stakeholders within potential and existing districts. Understand their business objectives and pain points. Travel to customer locations as needed, attend trade shows, and conferences. 
• Product Knowledge: Gain in-depth knowledge of Follett’s products and services to effectively communicate how they can meet the unique needs of our K-12 clients. Provide product demonstrations and presentations as needed. 
• Customized Solutions: Collaborate with clients to understand their specific requirements and provide tailored solutions that address their challenges. This may involve working closely with other teams such as product development or customer support. 
• Negotiation and Contracting: Negotiate pricing, terms, and contracts with clients to close deals, ensuring that both parties are satisfied with the agreements. 
• Market Research: Stay up-to-date with K-12 market trends, and competitors to identify new business opportunities and maintain a competitive edge. 
• Reporting: Maintain accurate and up-to-date records of sales activities, client interactions, and sales progress using CRM (Customer Relationship Management) software. Provide regular reports to management. 
• Collaboration: Collaborate with our Marketing, Success and Sales Development teams to expand pipeline and increase velocity. 
• Other tasks and duties as assigned. 

QUALIFICATIONS 

• Bachelor’s degree in Business, Marketing, Education, or a related field; EdTech or software sales certifications are a plus.
• 3-5 years in B2B or SaaS outside sales, with a focus on EdTech solutions; strong background in navigating sales cycles, managing client relationships, and exceeding quotas.
• Experience selling multiple EdTech SaaS solutions and engaging IT buyer personas.
• Proven track record of consistently meeting and exceeding sales targets.
• Exceptional verbal and written communication skills, with a customer-centric approach to relationship building, retention, and expansion.
• Motivated, ethical, detail-oriented, adaptable, and entrepreneurial, with a collaborative team mindset and a passion for solving customer challenges. 
• Residence in sales territory preferred 

WORK ENVIRONMENT 

• This role is remote and only open to candidates currently located in the United States and able to work without sponsorship.   
• It requires a suitable space that provides a private and quiet workplace.   
• Work hours and schedules are set to accommodate the requirements of the position and the needs of the organization and may be adjusted as needed.  

PHYSICAL REQUIREMENTS 

• Perform tasks in a home office environment with frequent virtual meetings, communications, and interruptions, requiring effective time management and prioritization.  
• Prolonged sitting with sustained visual focus on digital screens, requiring the ability to interact at a typical working distance.  
• Frequent use of keyboard and mouse, involving repetitive hand movements and fine motor skills for typing, navigating, and handling materials.  
• Occasionally adjust position or move within the workspace to reach, retrieve, or access items, involving bending, twisting, or reaching, and occasionally lifting or carrying items weighing up to 10 pounds. 
• Travel requirements: Heavy (greater than 50%)