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.

Overview of Job Function

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.

Preference will go to local candidates who are willing and able to come into the Herndon, HQ office 3 days per week (Tuesday, Wednesday, and Thursday).

Principal Duties and Essential Responsibilities

• Achieve monthly, quarterly, and annual volume and revenue targets by understanding product solutions, pricing packages, and go-to-market strategy to sell to client 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 client cultivation strategies for target territory.
• Act as a corporate sales liaison between clients and FranConnect.
• Attend trade shows, conferences, and other professional development events to learn 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 buy cycle.
• Attend all daily, weekly, and/or monthly sales meetings as applicable.

Requirements

Who do we want to talk to?

You are gritty, nimble, and relentless in your pursuit of success, consistently demonstrating adaptability in a fast-paced environment. You understand the importance of selling value over features, focusing on delivering meaningful solutions that align with client needs. Passionate about winning, you combine strategic thinking with a proactive approach to build strong relationships, identify opportunities, and drive impactful outcomes. This is a role for someone eager to make a difference and succeed in a competitive landscape. Experience in a B2B SaaS/product company is essential to your success.

• At least 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