POSITION SUMMARY 

The Renewal Operations Analyst supports Customer Success and Renewals by managing day-to-day renewal operations, including backup execution support, handling renewal and pricing escalations, and driving process improvements. This role delivers reporting, analysis, and cross-functional coordination to improve renewal performance and decision-making. 

Working closely with senior leadership, the analyst provides insights on renewal forecasting, pricing, and performance against goals, using tools such as Salesforce, Salesforce CPQ, Oracle, and Microsoft Office. The role requires strong analytical skills, independent judgment, and the ability to handle sensitive financial and operational information with discretion. 

POSITION SCOPE 

Operational Support 

• Contribute to renewal process improvements across all supported products. 
• Collaborate with cross-functional teams including Sales, Customer Success, Customer Service, Finance, and Operations. 
• Support renewal operations by ensuring data accuracy, process consistency, and operational efficiency. 
• Provide day-to-day support for renewal requests, renewal updates, pricing changes, escalations, and customer-related concerns. 
• Maintain accurate renewal records and help drive consistency across renewal workflows and system updates. 

Salesforce and Salesforce CPQ Support 

• Support the Renewals and Customer Success teams in Salesforce CPQ activities related to renewal quoting, amendments, pricing updates, and contract renewal workflows. 
• Assist with renewal quote creation and updates in Salesforce CPQ, ensuring accurate pricing, product configurations, and renewal data. 
• Help manage and troubleshoot renewal-related issues in Salesforce and Salesforce CPQ. 
• Partner with internal teams to improve adoption and effectiveness of Salesforce CPQ renewal processes. 

Reporting and Analysis 

• Build, maintain, and analyze Salesforce and Oracle reports and dashboards supporting renewals, including pipeline tracking, upcoming and lapsed renewals, pricing trends, renewal performance, and forecasting. 
• Support CPQ renewal reporting by tracking quote status, renewal timing, pricing changes, and outcomes to provide visibility into the renewal lifecycle. 
• Analyze renewal, pricing, and team performance data to identify trends, performance gaps, and opportunities for process improvement, and translate insights into actionable recommendations for segment managers and leadership. 
• Ensure reporting accuracy and data integrity by monitoring data quality, reconciling discrepancies across systems, and flagging inconsistencies. 
• Partner with senior leadership on business-critical reporting, operational priorities, and strategic analysis, including renewal forecasting, goal tracking, and overall business performance. 
• Handle sensitive financial and operational data with a high level of discretion, including variable compensation, salaries, earnings, pricing strategies, and leadership-level performance reporting, ensuring confidentiality at all times. 

Renewal and Pricing Support 

• Work closely with the Customer Success team to ensure renewal quoting and pricing needs are met in a timely and accurate manner. 
• Assist with customer renewal pricing updates, pricing reviews, and escalation support. 
• Help coordinate internal review of non-standard pricing requests and customer renewal concerns. 
• Support pricing discussions related to renewal incentives, exception requests, and other business decisions that require sound judgment, confidentiality, and a clear understanding of business impact. 
• Provide operational support for both standard and exception-based renewal motions. 

Customer and Team Support 

• Provide additional support to Customer Success Managers related to renewal questions, reporting needs, issue resolution, and data management. 
• Communicate clearly and effectively with both internal and external customers. 
• Work independently while managing multiple priorities and maintaining strong attention to detail. 

Other tasks and duties as assigned. 

QUALIFICATIONS 

• Bachelor’s degree in Business, Finance, Operations, or a related field, or equivalent work experience. 
• 2–4 years of experience in sales operations, customer success operations, renewals support, or a related function. 
• Experience in renewal management, revenue operations, or quote-to-cash support in a SaaS or technology environment. 
• Hands-on experience with Salesforce, including CRM data management, reporting, and dashboards. 
• Experience with Salesforce CPQ, supporting renewals, quoting, amendments, pricing workflows, and related reporting/analysis. 
• Familiarity with Oracle and related operational/reporting processes is preferred. 
• Strong proficiency with Excel and Microsoft Office tools. 
• Demonstrated ability to handle confidential financial, compensation, and business performance information with discretion. 
• Ability to exercise independent judgment and make sound decisions when interpreting data, supporting pricing discussions, and managing sensitive business information. 
• Excellent communication and collaboration skills, with the ability to work effectively across departments. 
• Strong attention to detail, organization, and ownership of work. 
• Ability to identify process improvement opportunities and support operational excellence. 

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: Minimal (less than 10%)

POSITION SUMMARY 

The Inside Sales Account Executive 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. 

POSITION SCOPE 

Drive Sales Growth:

• Generate new business and expand existing accounts within an assigned territory, focusing on software and solution-based sales.
• Own the full sales cycle from prospecting through close, consistently achieving or exceeding quota targets.

Sales Execution & Activity Management:

• Effectively manage daily and weekly activities (e.g., call blocks, outreach cadence) to drive pipeline growth and deal progression.
• Meet or exceed defined activity metrics and performance KPIs set by sales leadership.
• Maintain accurate and consistent sales forecasts (weekly, monthly, quarterly) to support business planning.

CRM & Sales Tools Utilization:

• Leverage Salesforce and sales enablement tools (e.g., Highspot, Consensus) to manage pipeline, track performance, and improve sales efficiency.
• Execute structured prospecting strategies, including outbound outreach, lead follow-up, and qualification.

Client Engagement & Solution Selling:

• Conduct virtual discovery calls, product demonstrations, and tailored presentations that align solutions to customer needs.
• Apply a consultative sales approach to identify customer challenges and position appropriate solutions.
• Identify and drive upsell and cross-sell opportunities within existing accounts.

Territory & Pipeline Development:

• Build and execute a strategic territory plan focused on target accounts, industries, and buyer personas.
• Continuously develop and maintain a healthy pipeline by prioritizing high-value opportunities.

Collaboration & Continuous Improvement:

• Partner cross-functionally with marketing, customer success, and product teams to enhance the customer experience and drive revenue growth.
• Continuously refine sales strategies based on feedback, data insights, and market trends.

Other duties and tasks as assigned

QUALIFICATIONS 

• High school diploma or equivalent required; bachelor’s degree in Business, Marketing, Communications, Education, or a related field strongly preferred.
• 2–5 years of full-cycle sales experience, preferably in a SaaS or technology-driven environment, with at least 1 year as a top-performing representative consistently exceeding quota.
• Demonstrated track record of meeting and surpassing revenue targets, with strong closing skills and the ability to effectively manage deals through the entire sales cycle.
• Highly competitive, self-motivated, and results-driven, with a clear understanding of how consistent activity levels translate into pipeline growth and revenue generation.
• Strong verbal and written communication skills, with the ability to engage, influence, and build trust with a variety of stakeholders and buyer personas.
• Proven ability to conduct discovery, identify customer pain points, and position solutions through a consultative sales approach.
• Highly organized and detail-oriented, with the ability to manage multiple opportunities, maintain accurate records, and prioritize effectively in a fast-paced environment.
• Resilient and adaptable, with a positive attitude, strong accountability, and a growth mindset; open to feedback, coaching, and continuous professional development.
• Experience using Salesforce.com (or similar CRM) required or strongly preferred; familiarity with sales engagement and enablement tools (e.g., Highspot, Consensus, Outreach, Salesloft) is a plus.
• Comfortable working in a metrics-driven environment with clear KPIs, including activity levels, pipeline generation, and revenue targets.
• Strong time management and organizational skills, with the ability to balance inbound and outbound sales efforts effectively.
• Team-oriented mindset with the ability to collaborate cross-functionally while also operating independently to achieve individual goals.

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: Minimal (less than 10%)  

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%)  

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%)  

POSITION SUMMARY 

The Inside Sales Account Executive (Territory- NC, SC, DE) 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.

POSITION SCOPE 

Drive Sales Growth:

• Generate new business and expand existing accounts within an assigned territory, focusing on software and solution-based sales.
• Own the full sales cycle from prospecting through close, consistently achieving or exceeding quota targets.

Sales Execution & Activity Management:

• Effectively manage daily and weekly activities (e.g., call blocks, outreach cadence) to drive pipeline growth and deal progression.
• Meet or exceed defined activity metrics and performance KPIs set by sales leadership.
• Maintain accurate and consistent sales forecasts (weekly, monthly, quarterly) to support business planning.

CRM & Sales Tools Utilization:

• Leverage Salesforce and sales enablement tools (e.g., Highspot, Consensus) to manage pipeline, track performance, and improve sales efficiency.
• Execute structured prospecting strategies, including outbound outreach, lead follow-up, and qualification.

Client Engagement & Solution Selling:

• Conduct virtual discovery calls, product demonstrations, and tailored presentations that align solutions to customer needs.
• Apply a consultative sales approach to identify customer challenges and position appropriate solutions.
• Identify and drive upsell and cross-sell opportunities within existing accounts.

Territory & Pipeline Development:

• Build and execute a strategic territory plan focused on target accounts, industries, and buyer personas.
• Continuously develop and maintain a healthy pipeline by prioritizing high-value opportunities.

Collaboration & Continuous Improvement:

• Partner cross-functionally with marketing, customer success, and product teams to enhance the customer experience and drive revenue growth.
• Continuously refine sales strategies based on feedback, data insights, and market trends.

Other duties and tasks as assigned

QUALIFICATIONS 

• High school diploma or equivalent required; bachelor’s degree in Business, Marketing, Communications, Education, or a related field strongly preferred.
• 2–5 years of full-cycle sales experience, preferably in a SaaS or technology-driven environment, with at least 1 year as a top-performing representative consistently exceeding quota.
• Demonstrated track record of meeting and surpassing revenue targets, with strong closing skills and the ability to effectively manage deals through the entire sales cycle.
• Highly competitive, self-motivated, and results-driven, with a clear understanding of how consistent activity levels translate into pipeline growth and revenue generation.
• Strong verbal and written communication skills, with the ability to engage, influence, and build trust with a variety of stakeholders and buyer personas.
• Proven ability to conduct discovery, identify customer pain points, and position solutions through a consultative sales approach.
• Highly organized and detail-oriented, with the ability to manage multiple opportunities, maintain accurate records, and prioritize effectively in a fast-paced environment.
• Resilient and adaptable, with a positive attitude, strong accountability, and a growth mindset; open to feedback, coaching, and continuous professional development.
• Experience using Salesforce.com (or similar CRM) required or strongly preferred; familiarity with sales engagement and enablement tools (e.g., Highspot, Consensus, Outreach, Salesloft) is a plus.
• Comfortable working in a metrics-driven environment with clear KPIs, including activity levels, pipeline generation, and revenue targets.
• Strong time management and organizational skills, with the ability to balance inbound and outbound sales efforts effectively.
• Team-oriented mindset with the ability to collaborate cross-functionally while also operating independently to achieve individual goals.

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: Minimal (less than 10%)