POSITION SUMMARY

As a Senior ISR, you will leverage inbound and outbound communications—via phone, virtual meetings, and email—to drive the sale of our expanding portfolio of technology solutions. Each Senior 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.

DUTIES AND RESPONSIBILITIES

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

Strategic Sales Leadership:

• Lead in securing new business and deepening existing client relationships within a defined territory, focusing on high-impact, long-term accounts.

• Oversee the entire sales cycle from prospecting to closing with a focus on consistently surpassing revenue targets, mentoring junior reps on advanced sales techniques.

Advanced Sales Process Management:

• Execute time management and prioritization at an expert level, optimizing daily workflows and aligning activities with strategic goals to drive efficiency across the sales cycle.

• Regularly provide detailed sales forecasts and strategic insights to senior management, ensuring data-driven resource allocation and informed decision-making.

High-Impact Resource and CRM Utilization:

• Serve as a subject matter expert on Salesforce.com and other sales enablement tools (e.g., Highspot, Consensus), guiding peers in maximizing these tools for data insights, pipeline management, and process improvements.

• Generate high-value opportunities through structured prospecting and account development efforts, leveraging data to engage, qualify, and prioritize key accounts.

Client Engagement and Solution Presentation:

• Conduct in-depth product and solution presentations tailored to client needs, delivering value-driven proposals that emphasize return on investment and long-term benefits.

• Identify and act on cross-selling and up-selling opportunities, using advanced consultative sales techniques to position additional solutions.

Territory and Pipeline Optimization:

• Develop and implement strategic territory plans, focusing on segmentation, persona targeting, and prioritization of high-potential accounts for optimized sales growth.

• Regularly analyze market trends and adjust territory strategies to align with changing customer demands and emerging opportunities.

LEVEL QUALIFICATIONS

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.

Sales Experience:

• 5+ years of experience in a high-achievement sales environment, with a minimum of two years in a senior-level role or in managing significant accounts.

• A history of meeting and exceeding quotas, with experience in high-complexity deal closures and relationship building.

Proven Sales Expertise:

• Demonstrated track record of achieving and exceeding high sales targets with a deep understanding of the correlation between strategic activity and successful outcomes.

• Experience in guiding or mentoring junior sales representatives, with a collaborative approach to team success.

Exceptional Communication and Influence:

• Advanced verbal and written communication skills with the ability to lead complex conversations across multiple buyer personas and levels.

• Ability to handle and prioritize multiple high-value opportunities and demands within a complex sales environment.

Mastery of Sales Tools and Processes:

• Proficient in Salesforce.com and skilled in sales enablement tools (Highspot, Consensus), with an aptitude for using data to inform and refine sales approaches.

• Extensive Sales Experience:

Advanced Personal Competencies:

• Naturally driven, resilient, and solutions-oriented with a strong accountability ethos.

• Proactive and adaptable to changing sales dynamics, with a strong desire for ongoing professional development and growth.

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

• 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.

• Occasional bending, twisting, or reaching for items on shelves or within a workstation.

• Frequently move within a home office environment.

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

• Frequent repetitive hand movements related to typing and mouse use.

• Travel requirements: (choose one) None, Minimal (less than 10%), Moderate (10%-50%), Heavy (greater than 50%).

• Lifting requirements: (choose one) Occasionally lift or carry items related to work setup, generally under 10 lbs, Rarely lift or carry items between 11-20 lbs, if necessary.