SMB Account Executive

FranConnect is the leading franchise and multi-unit management software provider. For 20 years, the FranConnect platform has served as the sales, operations, and marketing backbone for over 1500 brands worldwide. Nine of the Franchise Times Top 10 Fastest-Growing franchise businesses rely on FranConnect to drive growth, improve profitability, and streamline operational performance. FranConnect customers span all sizes, growth phases, and industries and they grow 44% faster on average than the broader franchising market. Backed by private-equity investor Serent Capital, FranConnect is headquartered in Herndon, Virginia, with global offices in Australia, India, Colombia and Canada. For more information on FranConnect, visit www.franconnect.com.

As a key member of the FranConnect sales team, the SMB Account Executive will play a critical role in growing our market share of emerging/small franchise brands. You must have a "hunter" mentality and be willing to put in the work necessary to generate your own leads and pipeline. We are seeking proven, quota-carrying software sales performers. We are looking for someone who prefers to sell value, not just technology.

Primary Duties & Responsibilities

• Achieve monthly, quarterly, and annual volume and revenue targets by understanding product solutions, pricing packages, and go-to-market strategy to sell to customer base.
• Work assigned territory to build robust pipeline in order to achieve quota. This requires prospecting and outreach to potential new business.
• Conduct effective discovery meetings and product demos to understand customer requirements and pain points and translate them into compelling solutions that create value for the customer.
• Learn how to develop and execute customer cultivation strategies for target territory.
• Act as a corporate sales liaison between customers and FranConnect.
• Attend trade shows, conferences, and other industry events to get in front of the customer base and to grow your understanding of the franchising industry and what our customers need.
• Use SalesForce to organize prospecting activities and keep track of sales tasks and milestones.
• Develop and maintain strong customer business relationships throughout the entire buying cycle.
• Attend all daily, weekly, and/or monthly sales meetings as applicable.
• Participate in any other departmental or cross-departmental projects or assignments as needed.

Requirements

Who do we want to talk to?

Candidates who have worked for B2B SaaS/product companies in a full sales cycle capacity and who consistently has achieved on quota metrics. To be successful in this role, you need to have experience selling a tech product or platform that provides value to the business by solving multiple pain points (business value selling). We need someone who is eager to be successful and who demonstrates capabilities to "do what it takes" to get the job done.

• 1-3 years of relevant full sales cycle selling experience in a B2B environment
• Proven track record of hitting monthly/quarterly/annual quota (this should be advertised on your resume)
• Can produce at least 70% of your own pipeline/leads through prospecting
• Experience selling throughout the business chain from lower-to-executive levels
• Entrepreneurial-spirit who aims to over-achieve and challenges the status quo
• Experience with consultative sales approach
• Goal-oriented and problem-solving abilities
• Undergraduate degree required, or equivalent in experience