SMB Account Executive – New Logo

FranConnect

SMB Account Executive acquiring new logos in the franchise sector at FranConnect. Engaging and closing business opportunities through high-volume outbound activities.

Posted 6/2/2026full-timeHerndon • Virginia • 🇺🇸 United StatesMid-LevelSeniorWebsite

About the role

Key responsibilities & impact

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.

Requirements

What you’ll need

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.

Benefits

Comp & perks

Health insurance
401(k) matching
Flexible work hours
Paid time off
Remote work options

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

B2B salesoutbound prospectingpipeline generationvalue-sellingsales methodologiesSPICEDMEDDICCChallengerCRMSalesforce

Soft Skills

growth mindsetcommunication skillsrelationship buildingnegotiationtime managementadaptabilityteam collaborationproblem-solvingpresentation skillscustomer engagement