Strategic Enterprise Account Executive

FranConnect, LLC•Herndon, VA

About The Position

FranConnect is seeking a Strategic Account Executive to lead complex, enterprise-level sales initiatives focused on our largest and most strategic customers. This is a senior-level role designed for a proven enterprise seller who can both hunt new logos and expand existing accounts, navigate multi-stakeholder buying committees, and sell a mission-critical system of record. This role requires a strong executive presence, intellectual curiosity, and the ability to think several moves ahead — both in customer strategy and in market dynamics. You will partner closely with internal stakeholders to orchestrate deals, build long-term customer value, and drive meaningful revenue impact.

Requirements

5+ years of successful SaaS sales experience, including:
Proven track record of meeting or exceeding quota in enterprise or strategic selling environment
Proven success selling enterprise or strategic deals with $100K–$300K ARR
Experience selling a system of record or multi-module enterprise technology
Experience owning both hunting and farming responsibilities
Experience selling to C-suite buyers and navigating financial, legal, and procurement approvals
Experience designing and executing territory plans that balance new logo acquisition and expansion within strategic accounts.
Familiarity with enterprise sales methodologies (e.g., MEDDPICC) and modern sales tools (e.g., CRM, Gong, Outreach)
Bachelor’s degree or equivalent professional experience
Achiever mentality: Competitive, self-starting, and results-driven
Resilience & ownership: Comfortable with long, complex sales cycles
Strategic thinker: Forward-looking, analytical, and market-aware
Consultative seller: Strong listener with a problem-solving mindset
Executive presence: Confident communicator at the senior leadership level
Team-oriented: Partners effectively across internal teams
Growth mindset: Curious, adaptable, and continuously improving
Numbers: Consistent attainment of quarterly pipeline generation targets and quarterly/annual revenue quota.

Nice To Haves

Experience in VC- or PE-backed technology companies
Background selling at companies similar in scale to FranConnect
Experience selling into the franchise market and/or multi-location/corporate-owned brands
Local to the Washington, DC metro area

Responsibilities

Develop and execute a territory go-to-market strategy, including account segmentation, prioritization, and outreach plans.
Build and maintain comprehensive account plans for named enterprise accounts.
Research customer business models, market trends, and competitive landscapes.
Map executive stakeholders and buying committees within each account.
Proactively hunt new enterprise opportunities while farming existing strategic accounts.
Own pipeline generation targets, ensuring sufficient coverage to support quota attainment.
Consistently deliver against defined pipeline and quota targets.
Own and execute a structured, repeatable enterprise sales process from discovery through close, aligning internal stakeholders throughout the complex cycle.
Lead deep, consultative discovery to uncover customer pain points and strategic objectives.
Create and manage mutual action plans aligned with customer decision processes.
Plan and lead well-structured sales meetings, including defined objectives, agendas, stakeholder roles, and next steps, while maintaining a consistent activity cadence aligned to pipeline and revenue goals.
Build trusted relationships with C-level and senior executive buyers.
Secure and maintain executive sponsorship within active deals.
Position FranConnect as a long-term strategic partner, not just a vendor.
Own forecasting rigor and accuracy, providing clear visibility into deal health, risks, and timing.
Maintain accurate CRM hygiene and forecast integrity.
Coordinate cross-functional internal teams (Sales Engineering, Product, Leadership).