FranConnect
Senior Director, Account Management
FranConnect, Herndon, Virginia, United States, 22070
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.This role requires you to be in-office 3 days per week (Tuesday, Wednesday and Thursday) - HQ based in Herndon, VA.Overview of the Role
FranConnect is a leading provider of franchise management software and services, empowering franchisors to grow, manage, and optimize their franchise operations. We are seeking a
Senior Director of Account Management
to lead our Enterprise and Mid-market Account Managers. Reporting directly to the CRO, this critical role will focus on enhancing the performance of our Account Management team, driving revenue growth within current accounts through upsell/cross-sell, and fostering strong client relationships. You will play a pivotal role in our organization's growth and success. This leadership position is responsible for collaborating across functions, building effective processes for our Account Management sales team, and unlocking untapped revenue opportunities within our existing client base.Principal Duties and Responsibilities
Leadership and Team Development:
Lead, mentor, and inspire a team of Enterprise and Mid-market Account Managers.Set clear goals and expectations, providing coaching and feedback for their professional development.Foster a collaborative and high-performance team culture.Process Development:
Work cross-functionally to develop and implement effective sales and account management processes.Streamline workflows to enhance efficiency and productivity.Ensure best practices are followed in the Account Management team.Revenue Generation:
Identify and capitalize on revenue growth opportunities within the existing client base.Develop and execute strategies to upsell and cross-sell FranConnect's products and services.Drive account expansion and customer retention.Collaboration with Customer Success:
Partner with the Customer Success team to ensure a seamless customer experience.Share insights and feedback from the Account Management team to improve customer satisfaction.Client Relationship Management:
Build and maintain strong, long-lasting relationships with key clients.Act as a trusted advisor to clients, understanding their unique needs and delivering solutions.Qualification Requirements
This role requires you to be onsite in the Herndon HQ office 2-3 days per week, consistently, and there will be some travel required to be out at conferences and face-to-face with customers. Please only apply if you are willing and able to manage both of these expectations.Functional Experience:
4+ years of direct B2B Enterprise Account Management.4+ years of leadership experience at high-growth-stage technology companies.Proven success in complex/consultative sales motions selling into multiple constituents.Experience selling into restaurants, hospitality, and/or franchise technology is a plus.Builds Culture of Operational Excellence:
A customer-centric sales leader.Understanding of how to optimize sales performance, funnel conversion, and forecasted growth.Ability to chart a compelling, growth-oriented strategy to expand the business into new segments.Experience defining the go-to-market (GTM) strategy, including segmenting, positioning, marketing approach, pricing, and go-to-market motions.Experience in improving strategic go-to-market operations, processes, and systems.Proven history of developing processes for acquiring net new customers.Demonstrated experience in identifying and directing resources to areas of opportunity.High-Performance Leadership:
Experience in hiring, onboarding, and developing top-tier talent.A history of motivating and enabling teams to deliver through coaching and development.Experience in holding teams accountable for delivering on expectations.A history of assessing existing talent and taking appropriate actions.Ability to paint a clear vision and inspire teams to achieve and exceed goals consistently.A track record of disciplined execution through detailed planning and rigorous processes.Metrics-Driven Management Style:
Exceptionally data and metrics-driven.Experience in structuring, tracking, and improving key performance indicators (KPIs) and metrics.Experience in establishing a process/cadence for regular reporting on sales performance and forecasted growth, leveraging CRM, and other sales intelligence tools.Ability to create a repeatable process for onboarding and managing team members of varying experience.Experience in building and driving performance metrics globally.Outstanding Communication and Leadership Skills:
A direct and effective communicator with the ability to articulate a clear vision and value proposition to customers, partners, and the team.A history of inspiring confidence in leadership, investors, and the team that will drive success.Ability to thrive in a fast-paced and collaborative environment, with a proven ability to adapt.A history of building effective and strong internal and external relationships.A partnership orientation with a history of working across business functions to drive company-wide results and success.High IQ and EQ with proven intellectual agility.
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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.This role requires you to be in-office 3 days per week (Tuesday, Wednesday and Thursday) - HQ based in Herndon, VA.Overview of the Role
FranConnect is a leading provider of franchise management software and services, empowering franchisors to grow, manage, and optimize their franchise operations. We are seeking a
Senior Director of Account Management
to lead our Enterprise and Mid-market Account Managers. Reporting directly to the CRO, this critical role will focus on enhancing the performance of our Account Management team, driving revenue growth within current accounts through upsell/cross-sell, and fostering strong client relationships. You will play a pivotal role in our organization's growth and success. This leadership position is responsible for collaborating across functions, building effective processes for our Account Management sales team, and unlocking untapped revenue opportunities within our existing client base.Principal Duties and Responsibilities
Leadership and Team Development:
Lead, mentor, and inspire a team of Enterprise and Mid-market Account Managers.Set clear goals and expectations, providing coaching and feedback for their professional development.Foster a collaborative and high-performance team culture.Process Development:
Work cross-functionally to develop and implement effective sales and account management processes.Streamline workflows to enhance efficiency and productivity.Ensure best practices are followed in the Account Management team.Revenue Generation:
Identify and capitalize on revenue growth opportunities within the existing client base.Develop and execute strategies to upsell and cross-sell FranConnect's products and services.Drive account expansion and customer retention.Collaboration with Customer Success:
Partner with the Customer Success team to ensure a seamless customer experience.Share insights and feedback from the Account Management team to improve customer satisfaction.Client Relationship Management:
Build and maintain strong, long-lasting relationships with key clients.Act as a trusted advisor to clients, understanding their unique needs and delivering solutions.Qualification Requirements
This role requires you to be onsite in the Herndon HQ office 2-3 days per week, consistently, and there will be some travel required to be out at conferences and face-to-face with customers. Please only apply if you are willing and able to manage both of these expectations.Functional Experience:
4+ years of direct B2B Enterprise Account Management.4+ years of leadership experience at high-growth-stage technology companies.Proven success in complex/consultative sales motions selling into multiple constituents.Experience selling into restaurants, hospitality, and/or franchise technology is a plus.Builds Culture of Operational Excellence:
A customer-centric sales leader.Understanding of how to optimize sales performance, funnel conversion, and forecasted growth.Ability to chart a compelling, growth-oriented strategy to expand the business into new segments.Experience defining the go-to-market (GTM) strategy, including segmenting, positioning, marketing approach, pricing, and go-to-market motions.Experience in improving strategic go-to-market operations, processes, and systems.Proven history of developing processes for acquiring net new customers.Demonstrated experience in identifying and directing resources to areas of opportunity.High-Performance Leadership:
Experience in hiring, onboarding, and developing top-tier talent.A history of motivating and enabling teams to deliver through coaching and development.Experience in holding teams accountable for delivering on expectations.A history of assessing existing talent and taking appropriate actions.Ability to paint a clear vision and inspire teams to achieve and exceed goals consistently.A track record of disciplined execution through detailed planning and rigorous processes.Metrics-Driven Management Style:
Exceptionally data and metrics-driven.Experience in structuring, tracking, and improving key performance indicators (KPIs) and metrics.Experience in establishing a process/cadence for regular reporting on sales performance and forecasted growth, leveraging CRM, and other sales intelligence tools.Ability to create a repeatable process for onboarding and managing team members of varying experience.Experience in building and driving performance metrics globally.Outstanding Communication and Leadership Skills:
A direct and effective communicator with the ability to articulate a clear vision and value proposition to customers, partners, and the team.A history of inspiring confidence in leadership, investors, and the team that will drive success.Ability to thrive in a fast-paced and collaborative environment, with a proven ability to adapt.A history of building effective and strong internal and external relationships.A partnership orientation with a history of working across business functions to drive company-wide results and success.High IQ and EQ with proven intellectual agility.
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