Account Manager (MM/ENT)

FranConnect•Herndon, VA

60d

About The Position

As an Account Manager focused on account growth and expansion, you will own a defined portfolio of existing customers and be responsible for driving growth through upsell, cross-sell, and expansion of product adoption. Your mission: deepen customer relationships, uncover needs, and align clients with the broader FranConnect product stack to maximize their performance and ROI. This role is perfect for a consultative seller who loves identifying opportunities, understands how to map product value to customer goals, and thrives in a customer-facing, revenue-driving environment. You’ll partner closely with Customer Success, Support, and Product teams to deliver a world-class customer experience while growing your book of business. If you bring a winner’s mentality , love building and deepening customer relationships, and are motivated by meaningful account growth goals, this is your opportunity to join an industry leader and make a meaningful impact.

Requirements

Account Management and/or Customer Success experience in SaaS is REQUIRED - please do not apply if you have not held a quota specific to account expansion targets.
A heavy prospector who thrives in outreach-driven roles and isn’t afraid to do the grunt work to ensure an account is healthy before engaging in upselling dialogue.
Competitive, hungry, and motivated by hitting (and beating) your goals (we are looking for quota attainment metrics on your resume).
Has an Entrepreneurial-spirit.
Excited about AI and are comfortable using it and talking about it.
Prefers selling value vs. selling a product.
Eager to be successful and demonstrates capabilities to "do what it takes" to get the job done.
4+ years of relevant account manager and/or customer success experience, specifically in B2B SaaS environments.
Proven experience growing and managing mid-market or enterprise accounts, with a track record of driving expansion within an existing customer portfolio.
Can produce at least 70% of your own pipeline/leads through prospecting.
Experience selling a multi-modular / multi-product tech stack that solves more than one pain point.
Experience selling throughout the business chain from lower-to-executive levels.
Experience with consultative sales approach and can speak to sales methodologies used in past roles.
Goal-oriented and problem-solving abilities.
Undergraduate degree required, or equivalent in experience.

Responsibilities

Manage an assigned portfolio of mid-market or enterprise customers across a range of franchise verticals to drive upsell and cross-sell opportunities and achieve monthly, quarterly, and annual growth targets.
Conduct quarterly business reviews, and other regular cadence check-ins to understand customer goals, identify gaps, and align relevant solutions.
Build multi-threaded relationships with decision-makers and influencers, establishing yourself as a trusted advisor and strategic partner to the customer base.
Collaborate with Customer Success Managers to create strategic account plans to drive value-add engagements and customer adoption.
Maintain a deep understanding of FranConnect products, industry knowledge, and franchising trends to provide thought leadership and drive overall partnership success.
Advocate for product enhancements that align with customer needs and coordinate internal cross-functional stakeholder involvement.
Maintain accurate and clean Salesforce hygiene to ensure proper forecasting, organize prospecting activities and keep track of sales tasks and milestones.
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.
Attend all daily, weekly, and/or monthly sales meetings as applicable.
Participate in any other departmental or cross-departmental projects or assignments as needed.
Travel required (up to 30%) - customer site meetings, conferences, and or/travel to company events/HQ office if hired as a remote employee.