Follett Software

• The Senior Director, Software Development is responsible for leading the engineering organization for Follett Software’s library portfolio. • This role brings together engineering leadership across multiple library products and shared platform capabilities. • The Senior Director provides strategic and operational leadership across the full software development lifecycle. • They will lead development managers and engineers responsible for delivering secure, scalable, and reliable software. • This leader partners closely with Product, Design, QA, Cloud Engineering, Technical Support, and customer-facing teams to translate business priorities into engineering execution. • They drive technical strategy and architectural modernization while balancing product innovation, platform stability, customer commitments, and operational excellence across all the library suite.

Role Description The Senior Product Manager, Titlewave owns the B2C ecommerce experience and conversion strategy for Titlewave, Follett Software's educator-focused digital marketplace serving teachers and librarians across K-12 districts. This role leads product strategy and execution focused on optimizing customer journeys, driving purchasing decisions, and delivering solutions that balance the needs of educators with the strategic priorities of our content partners. The PM will leverage data, experimentation, and customer research to continuously improve conversion rates, reduce friction in the buying experience, and ensure Titlewave's marketplace model creates meaningful value for both educators and content providers. The Senior Product Manager works closely with Engineering, Design, Customer Success, Sales, Marketing, and leadership to build customer empathy into every decision, maintain product pragmatism, and ensure Titlewave delivers academic rigor and value that directly impacts educator adoption and purchasing behavior. Position Scope - Own the end-to-end ecommerce product experience, from discovery and search through checkout and post-purchase, including vision, roadmap, prioritization, execution, and learning. - Design and run experiments to optimize conversion metrics, reduce friction in the purchase journey, and drive measurable improvements in educator adoption and spending. - Balance the competing needs of two primary customers: educators who need accessible, high-quality content for their classrooms, and content partners whose business and strategic growth depend on Follett's marketplace. - Partner closely with Engineering, Design, and Data to translate strategy into actionable requirements, A/B test hypotheses, and rapidly iterate based on user behavior and business impact. - Conduct ongoing customer research and gather market insights to understand educator needs, pain points in content discovery and purchasing, and barriers to adoption. - Define and communicate product strategy, roadmap direction, and success criteria in a way that aligns teams around educator value and sustainable business growth. - Use analytics and experimentation to evaluate product performance, identify opportunities for conversion improvement, and make data-informed prioritization decisions. - Collaborate with Customer Success, Support, Sales, and Marketing to understand educator feedback, refine messaging around value and academic rigor, and ensure strong product-market alignment. - Identify dependencies, risks, and tradeoffs early, particularly where educator needs and content partner interests diverge, and work pragmatically across functions to resolve conflicts. - Represent the product and strategy clearly to internal stakeholders through roadmap updates, experiment results, performance insights, and business recommendations. - Stay informed on K-12 trends, educator challenges, content distribution models, competitive dynamics, and emerging technology to maintain product relevance and marketplace competitiveness. - Other responsibilities as assigned. Qualifications - Bachelor's degree in business, technology, education, or a related field; equivalent experience may be considered. MBA or similar advanced business or product training is a plus. - 5+ years of product management experience in ecommerce, SaaS, EdTech or other digital marketplaces with a track record of optimizing conversion and driving revenue growth. - Demonstrated expertise in running A/B tests, designing experiments, and leveraging quantitative analysis to inform product decisions and measure business impact. - Strong understanding of ecommerce fundamentals, including user psychology, conversion funnel optimization, pricing strategy, and marketplace dynamics. - Ability to balance competing stakeholder needs with pragmatism—experience navigating tension between different customer segments or business models is highly valuable. - Deep customer empathy with a proven ability to understand and articulate user pain points, translate them into product insights, and build solutions that resonate with educators. - Excellent strategic thinking and problem-solving skills, with the ability to balance long-term vision with near-term execution and experimentation velocity. - Proven success working cross-functionally and building alignment among Product, Engineering, Design, Data, and go-to-market stakeholders on shared goals. - Excellent written and verbal communication skills, including the ability to influence stakeholders at multiple levels and present findings compellingly. - Experience using data and analytics to assess product performance, identify conversion bottlenecks, and support evidence-based decision-making. - Familiarity with Agile product development practices and modern product management tools is preferred. - Experience in K-12 education, EdTech, library services, instructional materials, or adjacent spaces is strongly preferred. - Direct experience building or optimizing marketplace platforms, managing multi-sided supply and demand, or working on ecommerce products is a significant plus. 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%). Benefits - Fully remote work, giving you the flexibility to do your best work from anywhere in the continental U.S. (unless otherwise noted). - Subsidized healthcare plans, including orthodontic coverage, with HSA option that includes employer matching. - Company-paid disability and life insurance, with the option to enhance coverage through voluntary plans. - Robust Paid Time Off, including Flex PTO for salaried roles, paid parental leave, company holidays, and paid volunteer service time. - Retirement savings with employer match, vesting every pay period. - Flexible Spending Accounts for healthcare and dependent care. - Optional supplemental coverages, such as accident, hospital, and critical illness insurance, identity theft and credit monitoring, and legal protection services. - Meaningful recognition and tangible rewards that celebrate achievements, fuel motivation, and recognize both individual and team success.

• This position leads the definition and design of intuitive, accessible, and outcome-driven product experiences across Follett Software’s portfolio, setting the bar for design quality, modeling strong product design practice, and influencing how the team approaches discovery, framing, and delivery. • The Senior Product Designer is a core part of the product trio and partners closely with Product Managers and Engineers to understand educator workflows, frame the right problems, and deliver solutions that are valuable to customers, usable in the real world, feasible to build, and effective for the business. • As a senior contributor, this designer also helps shape design team standards, mentors designers, and brings strategic perspective to complex, ambiguous problems across the portfolio. • This role carries elevated product design accountability. The Senior Product Designer is expected to shape discovery, workflows, interaction models, usability, and experience quality from concept through launch, while influencing how the broader team approaches design quality, tradeoffs, and decision-making. • Success in this role requires sophisticated judgment, deep collaboration, comfort with ambiguity, and a pragmatic mindset that values speed, learning, and iteration over perfection. • This role also contributes to modern AI-enabled product work, including trust patterns, fallback behavior, prompt-aware experiences, and the responsible use of AI tools to accelerate research, synthesis, prototyping, and design iteration while maintaining strong human accountability.

• Own the product operating cadence across the portfolio, including planning rhythms, roadmap reviews, launch readiness, business reviews, and status communication that keep teams aligned without slowing them down. • Build and maintain prioritization, intake, and decision frameworks that help product leaders evaluate tradeoffs clearly and consistently across suites, strategic initiatives, and shared platform dependencies. • Own and improve the product management tooling strategy across the portfolio, including the systems, workflows, documentation, and data hygiene that make planning, prioritization, reporting, and cross-functional coordination trustworthy, scalable, and useful to product leadership and the CPTO. • Partner with Product Managers, Product Designers, Engineers, and Program Managers to reduce operational friction, improve clarity of ownership, and create repeatable ways of working from discovery through launch and post-launch review. • Own product launch readiness practices, including cross-functional coordination with Marketing, Sales, Customer Success, Support, and Enablement so launches are well-scoped, well-communicated, and operationally ready. • Build and maintain a living view of the competitive landscape, including established competitors, adjacent entrants, and AI-native challengers, and convert that signal into battlecards, win/loss themes, and actionable recommendations. • Run structured win/loss and churn synthesis in partnership with go-to-market teams and translate recurring patterns into product, pricing, packaging, positioning, and roadmap inputs. • Turn product usage data, customer feedback, support trends, market research, and field input into decision-ready insight on adoption, engagement, retention risk, and feature impact. • Partner with teams working across Pendo, Gong, Salesforce, NPS, CRM, and related systems to define the right metrics, improve signal quality, and create self-serve dashboards and health views for product leadership. • Stand up and evolve automated product-health monitoring that helps the organization identify emerging issues, adoption gaps, and opportunities earlier. • Create and maintain the templates, repositories, playbooks, workflow standards, and tooling conventions that allow the product organization to scale without each team rebuilding its own operating model. • Support AI-enabled product and operational workflows by defining where automation helps, where human review is required, and what good evidence looks like before AI-generated analysis informs decisions. • Other duties as assigned.

• Lead revenue recognition activities in compliance with ASC 606 and applicable GAAP guidance. • Establish and maintain annual Standalone Selling Price (SSP) pricing frameworks. • Record and review quarterly revenue adjustments, including open item calculations. • Draft technical accounting white papers and develop new revenue policies as needed. • Review credit impacts and assess the need for credit reserves in accordance with accounting standards. • Conduct detailed RFP and contract reviews to ensure revenue treatment is accurate, complete, and compliant. • Perform monthly reconciliation and reporting of consolidated revenue from Oracle to the General Ledger. • Ensure completeness and accuracy of revenue reporting through analytical reviews and variance analysis. • Support quarterly and annual close processes related to revenue. • Evaluate contract terms to determine appropriate revenue recognition treatment. • Assist with annual external audits, providing documentation and supporting analysis. • Establish and enhance internal audit processes related to revenue compliance. • Maintain up-to-date, end-to-end revenue process documentation, including controls and workflows. • Integrate newly acquired entities into established revenue processes, User Acceptance Testing (UAT) for new SKUs/products, ensuring production environments align with tested configurations. • Identify opportunities for automation, efficiency, and strengthened compliance within revenue operations. • Other duties as assigned

Role Description The Sales Development Representative (SDR) plays a critical role in generating new leads and building sales pipeline across Follett Software’s full portfolio of solutions. This position is responsible for proactively engaging prospective customers through a high volume of outbound activity, including cold calling, email outreach, and high-level discovery conversations. The primary objective of the SDR is to qualify interest, uncover business needs, and schedule high-quality sales meetings that can progress into viable sales opportunities for the broader sales organization. SDRs serve as the first point of contact for many prospects and are essential to creating a strong first impression of Follett Software. Qualifications - Associate’s Degree or equivalent and relevant work experience. - 2+ years of experience in a sales development role or similar role; experience in K-12 would be considered an advantage. - Familiarity with CRM tools is a plus. - Possess strong problem-solving abilities, able to address customer needs and adapt to challenges in a solution-oriented manner. - Communicates clearly, concisely, and confidently to a variety of audiences, with the ability to adjust messaging depending on customer needs. - Possess good organizational and time management skills, with the ability to manage multiple tasks and priorities. - Strong interpersonal skills with the ability to build rapport with prospects. Requirements - Executes both short and long-term sales strategies for assigned accounts within the designated geographical area. - Collaborate with marketing to design and implement targeted campaigns and other key initiatives. - Leverage a thorough understanding of customer buying cycles and market trends by state and local designations and applies to sales strategy as appropriate. - Proactively prospect and engage potential new customers, identifying new business opportunities across multiple products and services. - Cultivate the development of key customer relationships with key decision makers in respective geographical area of responsibility. - Generates customer interest and drives attendance at company-sponsored events, including conferences, trade shows, executive briefings, and other educational events. - Evaluate and qualify new business opportunities to ensure alignment with company goals. - Maintains accurate and up-to-date customer account, contact, lead, and other customer data in CRM. - Exhibits a high level of accountability towards achieving team goals. - Represents the Sales organization on cross-functional teams as needed. - Actively seeks professional growth opportunities, learning from others, and contributes to the development of a high performing team. - Other duties and tasks as assigned. Benefits - 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%).

Role Description 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 Inside AE 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: - 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%).

• 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.