Account Executive - SMB

FranklinCovey Co.; United States; Remote; USD 115,000 - 140,000; Full time

Benefits offered by this job

Medical insurance

Dental insurance

Vision insurance

HSAs

401(k)

Paid time off

Holiday pay

Employee stock purchase program

Job summary

FranklinCovey Co. is seeking an SMB Account Executive to drive new business development with small and medium businesses (less than 500 employees) across the contiguous United States.

The role targets lead generation, sales process management, and closing deals to meet revenue targets. The ideal candidate has 3+ years in SMB account management, a proven track record of hitting sales targets, and strong communication, negotiation, and presentation skills.

Qualifications

• Bachelor’s or advanced degree in Business Administration, Marketing, or a directly related field.
• 1+ years of B2B sales experience.
• 3+ years of experience focused on acquiring and managing SMB accounts.
• Proven track record of meeting or exceeding sales targets and closing deals within SMB.
• Strong understanding of sales processes, methodologies, and best practices.
• Excellent communication, negotiation, and presentation skills.
• Ability to build and maintain relationships with key decision-makers.
• Experience in subscription, SaaS, professional services, or learning and development.
• Proficiency with CRM software (e.g., Salesforce) and sales analytics tools.
• Strong problem-solving skills with strategic mindset; able to adapt to market conditions.
• Demonstrated success in managing multiple accounts and projects; able to work independently and in a team.

Responsibilities

• Lead Generation: identify and target SMB clients through networking, referrals, and market research.
• Sales Process Management: drive the entire sales cycle from initial contact to closing.
• Client Engagement: develop and nurture relationships with decision-makers.
• Solution Presentation: demonstrate value through presentations and proposals.
• Market Intelligence: stay informed on industry trends and opportunities.
• Collaboration: work with marketing, product, and support teams for seamless delivery.
• Reporting and Documentation: maintain CRM records and forecasts for management.

Skills

B2B sales

SMB accounts

Negotiation

Presentation

CRM Salesforce

Sales analytics

Strategic thinking

Account management

Education

Bachelor’s degree in Business Administration or Marketing

Tools

Salesforce

Job description

We give strategy the human edge™.
FranklinCovey (NYSE: FC) is the world’s most trusted leadership and organizational performance partner that gives strategy the human edge. We help organizations achieve the breakthrough results that matter most. Using proven, principle-centered frameworks and practices, we build high-trust leaders, teams and cultures and help clients translate strategy into consistent execution. For more than 40 years, we have tested this approach with thousands of clients from Fortune 100 companies to educational and government institutions, providing professional services across 160 countries.

Title: Small & Medium Business (SMB) Account Executive
Payroll Title: SMB Account Executive
Division & Department: Enterprise Sales
Status: Full-Time Exempt
Reports to: Enterprise Sales Manager
Location: Remote – Anywhere in the contiguous United States
Compensation: Anticipate compensation for this position is an OTE of $115-140k* split 50/50 between base/commission.
Date Posted: 11/10/2026**

Job Summary
The Small & Medium Business (SMB) Account Executive is responsible for driving new business development with small & medium business accounts—organizations with less than 500 employees. This role focuses on identifying potential clients, managing the sales process, and closing deals to meet and exceed revenue targets. The SMB Account Executive will play a critical role in expanding our client base and establishing long-term relationships with key decision-makers in growing companies.

Essential Job Functions

• Lead Generation: Identify and target potential SMB clients through various lead generation strategies, including networking, referrals, and market research.
• Sales Process Management: Drive the entire sales cycle from initial contact through to closing, ensuring alignment with client needs and company objectives.
• Client Engagement: Develop and nurture relationships with key stakeholders and decision-makers within SMB accounts to understand their needs and present tailored solutions.
• Solution Presentation: Demonstrate the value of our products or services through effective presentations and proposals, addressing client-specific challenges and opportunities.
• Market Intelligence: Stay informed about industry trends, competitive landscape, and emerging opportunities to enhance sales strategies and approach.
• Collaboration: Work closely with internal teams, such as marketing, product management, and customer support, to ensure a seamless client experience and effective solution delivery.
• Reporting and Documentation: Maintain accurate records of sales activities, pipeline status, and forecasts using CRM systems, providing regular updates and insights to management.

Basic Qualifications

• Bachelor’s or advanced degree in Business Administration, Marketing, or a directly related field
• 1+ years of B2B sales experience

Preferred Skills & Experience

• 3+ years of experience focused on acquiring and managing SMB accounts
• Proven track record of meeting or exceeding sales targets and closing deals within the SMB segment
• Strong understanding of sales processes, methodologies, and best practices
• Excellent communication, negotiation, and presentation skills
• Ability to build and maintain strong relationships with key decision-makers
• Experience in subscription, SaaS, professional services, or learning and development
• Proficiency with CRM software (e.g., Salesforce) and sales analytics tools
• Strong problem-solving skills with a strategic mindset and the ability to adapt to evolving market conditions
• Demonstrated success in managing multiple accounts and projects simultaneouslyAbility to work independently and as part of a team in a fast-paced environment

Benefits include medical, dental, and vision insurance, HSA, employee stock purchasing program, 401(k), paid time off, holiday pay, and more. Please visit https://franklincoveybenefits.com/ for details.

*Actual offer may be outside of this range and will be determined by education, experience, knowledge, skills, and abilities, as well as geographic location, internal equity and alignment with market data.

FranklinCovey is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to sex, race, color, religion, national origin, disability, protected Veteran status, age, or any other characteristic protected by law. Please visit https://www.franklincovey.com/careers/notices-and-provisions/ for our full Equal Employment Opportunity policies and Nondiscrimination Provision.