Follett Software

• 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. • Build and maintain 3x sales pipeline. • 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.  • 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.  • Negotiate pricing, terms, and contracts with clients to close deals, ensuring that both parties are satisfied with the agreements.  • Stay up-to-date with K-12 market trends, and competitors to identify new business opportunities and maintain a competitive edge.  • 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.  • Collaborate with our Marketing, Success and Sales Development teams to expand pipeline and increase velocity.  • Other tasks and duties as assigned.

• Collect quantitative and qualitative data from marketing campaigns. • Perform market analysis and research on competitors, trends, and audience insights. • Support the marketing team in daily administrative and operational tasks. • Assist with promotional activities across social media, email, digital marketing, and related channels. • Prepare presentations, reports, and supporting materials for internal and external use. • Complete data-entry and content-related tasks such as lead reporting, blog creation, and website updates. • Manage and update company databases and customer relationship management systems (CRM). • Help organize and support marketing events, webinars, and other campaign activities. • Collaborate with the marketing and communications teams to support campaign execution from planning through launch and follow-up. • Contribute creative ideas to improve campaign performance, strengthen brand presence, and expand marketing reach. • Learn and apply new tools, systems, and concepts such as Google Analytics, Excel pivot tables, BeePro email tools, AI tools, and other emerging marketing technologies. • Maintain strong attention to detail, organization, and follow-through across multiple assignments. • Demonstrate curiosity, initiative, and a willingness to ask questions, seek feedback, and grow through new or unfamiliar challenges. • Model the company’s desired intern attributes, including: • Growth mindset and continuous improvement • Pragmatic problem-solving • Grit, resourcefulness, and adaptability • Accountability, reliability, and dependability • Team-first collaboration • Passion and enthusiasm for work, customers, and education • Strong verbal and written communication skills • Other duties as assigned

• Own Hubspot marketing workflows, analytics and insights while partnering closely with Sales Ops • Build, maintain, and optimize Hubspot workflows automations, reports and dashboards for marketing performance • Partner with SalesOps to create full-funnel Salesforce reports & dashboards ensuring accurate attribution • Synthesize data across all marketing channels to conduct marketing mix analysis to inform key decisions • Define KPIs, metric hierarchies, and standardized reporting structures • Own marketing reporting for QBRs, board meetings, and monthly executive updates • Establish monthly and quarterly performance cadences supported by standardized templates and clear, insight-driven narratives • Investigate trends, provide context, and deliver clear narratives and recommendations. • Automate recurring reports to eliminate manual workflows • Leverage AI tools to enhance data analysis, accelerate insights, and explore forecasting capabilities • Partner with marketing leadership and/or Sales Ops to scope how marketing initiatives will be operationalized and measured across Hubspot and Salesforce • Optimize use of Hubspot marketing automation platform and channel integrations • Serve as the Marketing liaison to Sales Ops, providing business requirements for key marketing initiatives • Own marketing data quality across all marketing-owned data sources • Execute on contact and account enrichment initiatives leveraging 3rd party partners • Implement and troubleshoot data integrations between third-party tools and HubSpot or other marketing systems • Other duties as assigned.

• Serve as a primary People Partner to leaders in Product & Technology, Marketing, and Finance, connecting org goals to clear people plans. • Advise on org design, headcount planning, team structure, and change management. • Anticipate and surface themes, risks, and opportunities early proposing options and helping leaders make thoughtful people-centered decisions. • Build trusted relationships with managers and employees across levels; be a go-to partner for candid, solutions-focused conversations. • Influence decisions through asking questions, identifying tradeoffs, and offering clear recommendations—not just citing policy. • Coach managers and employees through complex situations (role changes, behavior issues, team dynamics). • Navigate conflict and tension in a way that preserves trust and keeps work moving forward. • Bring the perspective of your client groups into People team decisions and company-wide initiatives. • Lead your client groups through core People cycles (performance, calibration, compensation, engagement, recognition) with clear timelines and expectations. • Translate company-wide programs into simple, practical guidance for your leaders and teams. • Spot process gaps or friction and partner with cross-functional teams to improve, simplify, or automate. • Support managers in setting clear expectations, giving effective feedback, and addressing performance issues in a timely, fair way. • Help identify and develop top talent and successors for critical roles. • Use people metrics to highlight trends and inform leader decisions. • Champion Follett Software’s values and drive a culture of clarity, inclusion, accountability, and recognition within your client groups. • Use technology and AI tools to increase your own efficiency and improve communication and access to information. • This role evolves as the business does; responsibilities may shift as team and company needs change.

• 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. • 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. • 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. • 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. • 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. • 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.

• Executes short and long-term sales strategies for named accounts in geographical area of responsibility. • Actively partners with marketing to develop and execute on campaigns and other key initiatives. • Has a thorough understanding of customer buying cycles and market trends by state and local designations and applies to sales strategy as appropriate. • Engaged and self-driven contributor who prospects, identifies, and engages new customers. Grows new business opportunities across multiple products and services. • Supports in the development and cultivation of key customer relationships with key decision makers in respective geographical area of responsibility. • Generates customer interest and attendance in company sponsored events. Examples include conferences, trade shows, executive briefings, and other educational events. • Qualifies new business opportunities. • Maintains customer account, contact, lead, and other customer data in CRM. • Performs other related duties as assigned. • Demonstrates a high level of accountability towards team goals. • Adept at solving complex problems. • Communicates clearly, concisely, and confidently to a variety of audiences. Adjusts to customer needs and questions as needed to quickly adapt to their needs. Effectively influences others. • Represents the Sales organization on cross-functional teams as needed. • Constantly seeks out ways to learn from others, grow and develop as a strong member of the team.

• Win new business and sell additional solutions into existing clients in your designated, established territory. • Manage the entire sales process from prospecting to close. • Provide accurate sales forecasts (weekly/monthly/qtrly) to managers. • Leverage company CRM (Salesforce.com) as a resource and strategic sales tool. • Prospect daily to generate your own opportunities and build a pipeline including but not limited to: Provide product and service presentations/demonstrations via Phone & virtual meetings and presentations. • Uncover and qualify new opportunities by probing for needs, understanding requirements and interpreting technical requirements of the customer or prospect. • Actively identify cross-selling, up-selling, and lead generation opportunities. • Develop an engaging, effective and flexible territory plan and strategy within assigned responsibility. • Meet daily activity goals set by FSS technology sales management. • Exceed your assigned quota.

• Oversee accounting for global payroll, including wages, bonuses, commissions, payroll taxes, and related liabilities. • Ensure accurate accounting for international payroll providers and multi-country payroll processes. • Manage accounting for global employee benefits programs, including health, retirement, and statutory benefits. • Oversee accounting for employee expense reimbursements and credit card activity across regions. • Manage and review accrued PTO calculations and related liabilities by jurisdiction. • Review and approve journal entries related to global employee-related costs. • Own and reconcile all balance sheet accounts associated with payroll, benefits, reimbursements, and PTO accruals. • Perform variance analysis and investigate fluctuations in global employee-related expenses. • Lead month-end close activities for all employee-related cost areas. • Ensure timely and accurate financial reporting in accordance with GAAP. • Prepare supporting schedules and documentation for management reporting. • Partner with FP&A to ensure alignment between accounting results and workforce reporting. • Support audit requests and provide detailed documentation as needed. • Evaluate existing payroll and employee cost accounting processes for efficiency and risk. • Identify opportunities for automation, integration, and improved controls within ERP and payroll systems. • Standardize and document procedures to enhance consistency and scalability. • Partner with Payroll, HR, and IT to improve data flow between systems. • Implement improvements that shorten close timelines and reduce manual work. • Strengthen internal controls around employee-related expense accounting. • Serve as the primary accounting liaison to Payroll and HR. • Provide guidance on accounting implications of compensation changes, benefit updates, and policy changes. • Support special projects, including system upgrades and integrations.

• 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. • Develop and execute a comprehensive sales strategy to target and acquire district-level customers. • Meet or exceed sales quotas and targets by consistently securing new district-level customers and upselling/expanding existing customers. • Build and maintain 3x sales pipeline. • Establish and maintain relationships with district administrators, department heads, and other key stakeholders within potential and existing districts. • 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. • Collaborate with clients to understand their specific requirements and provide tailored solutions that address their challenges. • Negotiate pricing, terms, and contracts with clients to close deals, ensuring that both parties are satisfied with the agreements. • Stay up-to-date with K-12 market trends, and competitors to identify new business opportunities and maintain a competitive edge. • Maintain accurate and up-to-date records of sales activities, client interactions, and sales progress using CRM (Customer Relationship Management) software. • Collaborate with our Marketing, Success and Sales Development teams to expand pipeline and increase velocity.

• Manage and maintain the accounts payable inbox, ensuring timely review and response to vendor and internal inquiries • Review, code, and process vendor invoices accurately in NetSuite • Validate invoice approvals in accordance with delegation of authority and internal control policies • Ensure proper documentation and compliance with company policies and procedures • Process domestic and international payments (ACH, wire transfers, limited checks, etc.) • Coordinate with vendors regarding payment terms, currency, and banking requirements, as necessary • Understand and apply multi-entity and multi-currency considerations when recording and processing transactions • Reconcile vendor statements and resolve discrepancies in a timely manner • Maintain organized electronic records and ensure audit readiness • Support internal and external audits by providing requested documentation • Continuously identify opportunities to improve AP processes and controls • Other duties as assigned