SMB Account Executive - New Logo

FranConnect; Herndon (VA); On-site; USD 80,000 - 120,000; Full time

Job summary

FranConnect, located in Herndon, Virginia, is hiring an SMB Account Executive to spearhead new business acquisition in the franchise sector. This role requires strong B2B SaaS sales skills and a proactive approach to outbound prospecting.

The ideal candidate will possess a growth mindset and a track record of exceeding sales targets, along with the ability to manage the complete sales cycle. Successful applicants will benefit from FranConnect's advanced tools and a supportive culture focused on innovation and customer success.

Qualifications

• 3+ years of full-cycle B2B SaaS sales experience.
• Proven track record of meeting or exceeding quota consistently.
• Experience managing multiple opportunities simultaneously.

Responsibilities

• Own new logo growth within the SMB and emerging franchise segment.
• Generate a minimum of 70% of pipeline through outbound prospecting.
• Conduct effective discovery meetings to uncover customer pain points.

Skills

B2B SaaS sales experience

Pipeline generation through outbound prospecting

Salesforce proficiency

Strong communication skills

Job description

About FranConnect

FranConnect is the leading franchise and multi‑unit management software provider. For 20 years, the FranConnect platform has served as the sales, operations, and marketing backbone for over 1,500 brands worldwide. Nine of the Franchise Times Top 10 Fastest‑Growing franchise businesses rely on FranConnect to drive growth, improve profitability, and streamline operational performance. FranConnect customers span all sizes, growth phases, and industries and they grow 44% faster on average than the broader franchising market. Backed by private‑equity investor Serent Capital, FranConnect is headquartered in Herndon, Virginia, with global offices in Australia, India, Colombia and Canada.

Our Culture

At FranConnect, we believe great companies are built on great cultures — and that future success belongs to organizations willing to take meaningful risks, innovate, and evolve. We’re building a workplace where people are empowered to grow, contribute meaningfully, and embrace the future of work. As part of our AI‑first mindset, we encourage employees to stay curious, explore emerging technologies, think creatively, and use AI to work smarter, move faster, and drive greater value.

Position Overview

FranConnect is seeking a highly motivated SMB Account Executive to drive new logo acquisition within the emerging franchise brand segment. This is a true hunter role focused on identifying, engaging, and closing new business opportunities with founder‑led and growing franchise organizations with roughly between 20 and 50 locations/business units. You will manage the full sales cycle—from prospecting and discovery through negotiation and close—while partnering closely with internal teams to deliver an exceptional customer experience.

Key Responsibilities

• 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

Experience

• 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

Preferred Experience

• Franchise, multi‑unit, or restaurant technology experience
• Experience selling operational, development, or system‑of‑record software solutions
• Experience selling across multiple stakeholders and executive personas