VP, New Logo Sales

FranConnect

VP of Sales leading new logo sales for Mid-Market and SMB at FranConnect. Drive pipeline growth with a focus on AI integration and team development.

Posted 6/19/2026full-timeHerndon • Virginia • 🇺🇸 United StatesLead💰 $250,000 - $350,000 per yearWebsite

About the role

Key responsibilities & impact

Lead and close Mid-Market and SMB new logo pipeline in active motion.
Drive weekly forecast accuracy in Salesforce with deal-level precision, not just pipeline hygiene.
Own the full sales cycle management including middle funnel of prospecting and outbound targeting for mid-market and SMB organizations.
Maintain 3-4x pipeline coverage across your segment through disciplined qualification and stage progression.
Run structured weekly 1:1s focused on skill development, deal strategy, and accountability, not just status updates.
Coach to a defined methodology (Value Selling or equivalent) with consistent field reinforcement.
Identify rep-level gaps and work with Sales Enablement to close them with precision, not generic training.
Implement and enforce a forecast cadence that gives the CRO and CFO real commit visibility, not sandbagged ranges.
Partner closely with Marketing on inbound lead quality, MQL feedback loops, and segment-specific campaign needs.

Requirements

What you’ll need

10+ years in B2B SaaS sales, ideally in environments with complex sales cycles, multi-stakeholder buying process, and consultative selling.
5+ years of sales leadership experience, with direct management of AEs carrying $300K to $800K individual quotas.
Experience successfully leading teams through growth and organizational transformation periods, with the ability to rebuild sales process and operating rhythms.
Proven success selling to C-Suite or one level below in complex B2B SaaS deals, with average sales cycles of 90 to 150 days.
Deep command of a structured sales methodology (MEDDIC, Value Selling, SPIN, or equivalent) and the ability to coach it in the field, not just in theory.
Demonstrated forecast discipline, with the ability to call commit versus upside with accuracy and explain the reasoning behind every number.
Experience in a PE-backed or high-growth company where speed, accountability, and limited resources are the norm.

Benefits

Comp & perks

Flexible work arrangements
Professional development opportunities
Paid time off
Health insurance

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

B2B SaaS salessales leadershipsales methodologyforecast accuracypipeline managementconsultative sellingsales process rebuildingsales cycle managementdeal strategysales enablement

Soft Skills

coachingskill developmentaccountabilitycommunicationstrategic thinkingteam leadershipadaptabilitycollaborationproblem-solvingrelationship building