Account Director
Kigo
Leadfull-time$100k–$130k / yearMinnesota, Washington · 🇺🇸 United States
Posted: 22 minutes agoSource: recruiting.paylocity.com
Senior Account Executive – Franchisor Strategic Accounts
VikingCloud
full-time
Posted on:
Location Type: Remote
Location: Remote • 🇺🇸 United States
Visit company websiteJob Level
Senior
Tech Stack
Cyber SecuritySFDC
About the role
- Own and drive new logo acquisition and expansion within franchisor “hub” accounts across defined verticals and territories
- Develop and execute a strategic territory plan targeting large franchisors with scalable cybersecurity and PCI compliance needs
- Leverage existing relationships with franchisors and multi-site enterprise accounts to build pipeline and influence key decision-makers
- Lead high-impact sales cycles using consultative, value-based selling methodologies including MEDDICC and strategic selling
- Navigate complex buying processes with multiple stakeholders (CIOs, CISOs, CTOs, Compliance, and Franchise Operations)
- Collaborate with internal teams (Solutions Engineering, Product, Legal, Marketing) to craft compelling proposals and close high-value deals
- Deliver accurate forecasts and consistently meet or exceed ARR and quota commitments
- Use Salesforce.com for pipeline management, activity tracking, and sales reporting
- Report to VP of Sales; travel up to 35% as needed
Requirements
- 10+ years of experience in enterprise sales, with a strong focus on new business development in compliance, cybersecurity, and/or managed security services (MSSP)
- Existing book of business or warm relationships within target verticals/franchisor organizations
- Experience working with or selling into PCI-regulated industries
- Familiarity with cybersecurity frameworks (e.g., NIST, ISO, HIPAA) and managed detection/response solutions
- Demonstrated success in selling into franchisor organizations (Quick Service Restaurants, Retail, Hospitality, Automotive Aftermarket, Convenience Stores / Fuel Chains, Healthcare)
- Deep understanding of franchise models and multi-site enterprise challenges
- Strong working knowledge of value-based selling, consultative sales, and MEDDICC
- Exceptional communication and executive presence; comfortable engaging C-level buyers and influencers
- Proven track record of meeting or exceeding annual recurring revenue (ARR) quotas and forecast commitments
- Proficient in Salesforce.com CRM and sales engagement platforms
- Self-motivated, highly accountable, able to work independently in a fast-paced, performance-driven environment
- Bachelor’s degree or equivalent experience preferred
- Willingness to travel up to 35%
Benefits
- Competitive base salary + uncapped commission
- Health, dental, and vision benefits
- 401(k) with company match
- Generous PTO and holiday plan
- Career advancement in a growing, global compliance and cybersecurity company
- Remote-friendly, flexible work environment
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
enterprise salesnew business developmentcompliancecybersecuritymanaged security servicesPCI compliancevalue-based sellingconsultative salesMEDDICCsales forecasting
Soft skills
communicationexecutive presencerelationship buildingself-motivatedaccountabilityindependencecollaborationinfluencenegotiationproblem-solving
