Position OverviewFranConnect 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.
New Logo Acquisition & Prospecting - 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.
Sales Execution - 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.
Customer & Industry Engagement - 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.
Collaboration & Operational Excellence - 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.
Requirements
Required Experience - 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
Preferred Experience - 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
#LI-EK1
