SMB Account Executive - New Logo

FranConnect, LLC•Herndon, VA

About The Position

FranConnect is seeking a highly motivated SMB Account Executive to drive new logo acquisition within the emerging franchise brand segment. This is a true hunter role focused on identifying, engaging, and closing new business opportunities with founder-led and growing franchise organizations with roughly between 20 and 50 locations/business units. We are looking for someone who embraces change, operates with agility, and is comfortable navigating ambiguity while contributing to a high-growth, evolving sales organization. The ideal candidate has a proven track record of successful high-volume outbound prospecting, pipeline generation, and hitting quota in a fast-paced SaaS sales environment. This role requires someone who thrives on winning new business, building pipeline through proactive outreach, and selling value-driven solutions that solve real customer challenges. As an SMB Account Executive, you will be responsible for managing the full sales cycle—from prospecting and discovery through negotiation and close—while partnering closely with internal teams to deliver an exceptional customer experience.

Requirements

3+ years of full-cycle B2B SaaS sales experience
Proven track record of meeting or exceeding quota consistently
Experience generating pipeline through outbound prospecting
Growth mindset with a willingness to learn new technologies, tools, and processes, including AI-enabled solutions
Comfortable operating in a high-growth, evolving environment with shifting priorities and continuous improvement initiatives
Experience with value-selling to SMB or emerging growth organizations
Demonstrated ability to manage multiple opportunities simultaneously in a fast-paced environment
Experience using structured sales methodologies such as SPICED, MEDDICC, Challenger, or similar frameworks.
Experience using Salesforce or similar CRM platforms
Strong written, verbal, and presentation communication skills

Nice To Haves

Franchise, multi-unit, or restaurant technology experience
Experience selling operational, development, or system-of-record software solutions
Experience selling across multiple stakeholders and executive personas

Responsibilities

Own new logo growth within the SMB and emerging franchise segment.
Prospect named SMB and growing franchise brands through high-volume outbound activity.
Generate a minimum of 70% of pipeline through outbound prospecting and strategic territory development.
Build and maintain a robust 3X pipeline to consistently achieve monthly, quarterly, and annual revenue targets such as discovery meetings held, new opportunities created, MRR bookings/quota attainment, and product-specific bookings.
Conduct outreach through calls, email, LinkedIn, networking, and industry events.
Identify, qualify, and advance opportunities with founder-led and emerging franchise organizations.
Maintain disciplined pipeline management, forecasting, and account hygiene within Salesforce.
Manage the full sales cycle by leveraging AI-enabled tools and modern sales technologies to improve prospective effectiveness, personalize outreach, accelerate pipeline generation, and drive sales productivity.
Conduct effective discovery meetings to uncover customer pain points, operational challenges, and growth objectives.
Deliver compelling product demonstrations focused on business value and operational outcomes.
Develop business cases that align FranConnect solutions with prospect priorities.
Negotiate commercial terms and successfully close new business opportunities.
Educate prospects on franchise operational best practices and the importance of a system-of-record platform.
Build trusted relationships with stakeholders ranging from operators and franchise development leaders to founders and executives.
Stay informed on franchise industry trends, customer needs, and competitive dynamics.
Represent FranConnect at trade shows, conferences, and industry networking events.
Partner cross-functionally with Marketing, Sales Development, Solutions Consulting, Customer Success, and Leadership teams.
Contribute ideas and best practices for improving sales efficiency and customer engagement through innovative tools, automation, and AI-enabled workflows.
Participate actively in team meetings, sales enablement programs, and coaching sessions.
Continuously refine messaging, prospecting approaches, and sales strategies to improve performance.