Mid-Market Account Executive

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 1500 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. For more information on FranConnect, visit www.franconnect.com.

Overview of Job Function:

FranConnect is rapidly growing! We are looking for mid-market sales reps to go after new logos. YOU MUST be hungry and eager to be successful in a fast-paced environment! This role has a consultative selling approach driven by a sales cycle that ranges between 60 to 120 days depending on the size of the brand. You must prospect in this role, and develop your own pipeline. Our team is comprised of go-getters and problem solvers who want to sell VALUE through business solutions; not just technology.

Local candidates must be willing to come into the HQ office in Herndon, VA 3 days per week (Tuesday, Wednesday and Thursday). Remote candidates must be willing to travel to the HQ office, conferences, and client sites as required (up to 20% travel).

Principal Duties and Essential Responsibilities

• Achieve monthly, quarterly, and annual volume and revenue targets by understanding product solutions, pricing packages, and go-to-market strategy to sell to customer base.
• Work assigned territory to build robust pipeline in order to achieve quota. This requires prospecting and outreach to potential new business.
• Conduct effective discovery meetings and product demos to understand customer requirements and pain points and translate them into compelling solutions that create value for the customer.
• Learn how to develop and execute customer cultivation strategies for target territory.
• Act as a corporate sales liaison between customers and FranConnect.
• Attend trade shows, conferences, and other industry events to get in front of the customer base and to grow your understanding of the franchising industry and what our customers need.
• Use SalesForce to organize prospecting activities and keep track of sales tasks and milestones.
• Develop and maintain strong customer business relationships throughout the entire buying cycle.
• Attend all daily, weekly, and/or monthly sales meetings as applicable.
• Participate in any other departmental or cross-departmental projects or assignments as needed.

Who do we want to talk to?

Candidates who have worked for at least 2 different SaaS/product companies in a B2B sales capacity, and whose selling experience in these environments includes selling a tech product or platform that provides value to the business by solving multiple pain points (business value selling). We need someone who is eager to be successful and who demonstrates capabilities to "do what it takes" to get the job done.

• 5+ years of relevant full sales cycle selling experience
• Must have sold into a customer base considered mid-market or enterprise
• Proven track record of hitting monthly/quarterly/annual quota (this should be advertised on your resume)
• Can produce at least 70% of your own pipeline/leads through prospecting Experience selling throughout the business chain from lower-to-executive levels
• Entrepreneurial-spirit who aims to over-achieve and challenges the status quo
• Experience with consultative sales approach
• Goal-oriented and problem-solving abilities
• Undergraduate degree required, or equivalent in experience