Inside Sales Representative (West Coast)

Position Overview: 

The Inside Sales Representative (ISR) position optimizes inbound/outbound telephone, virtual meetings/presentations, and e-mail contact to sell our ever-growing technology solutions. Each ISR is accountable for individual monthly, quarterly, and annual quotas, strategically targeting both recurring and one-time revenue goals set by Follett Software. Join the industry’s most respected and forward-thinking SaaS leader within the booming EdTech market. As we experience unprecedented growth, we seek seasoned sales professionals with proven SaaS expertise to be integral members of our high-performing sales team. 

Responsibilities:

• Drive Sales Growth: 
  • 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. 

• Sales Process and Activity Management: 
  • 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. 

• Resource and CRM Utilization: 
  • 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. 

• Engage and Present to Clients: 
  • 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. 

• Territory Planning and Pipeline Building: 
  • 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 

Qualifications:

Desired Skill Set: 

• 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; familiarity with sales enablement tools (e.g., Highspot, Consensus) is a plus.

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