FranConnect

Strategic Enterprise Account Executive

FranConnect

full-time

Posted on:

Location Type: Hybrid

Location: Herndon • Virginia • United States

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About the role

  • 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

Requirements

  • 5+ years of successful SaaS sales experience
  • 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
Benefits
  • Employee growth and well-being matter to us
  • We take pride in cultivating a workplace where every voice is heard
  • Ideas are valued and contributions make a real impact
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
SaaS salesquota attainmentpipeline generationenterprise sales processconsultative discoveryterritory planningaccount segmentationaccount managementforecastingCRM hygiene
Soft Skills
relationship buildingconsultative sellingstrategic thinkingcommunicationleadershiporganizational skillsnegotiationproblem-solvingstakeholder managementactivity cadence management