SMB Account Executive

Description:

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

We are looking for a proactive sales rep who has experience driving a full sales cycle, and if that has been in a SaaS environment, that is even better! This team goes after both new logos and upselling current accounts in our SMB market. YOU MUST be proactive, 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 20 to 45 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.

Preference will go to local candidates who are willing and able to come into the Herndon, HQ office 3 days per week (Tuesday, Wednesday, and Thursday).

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 client 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 client cultivation strategies for target territory.
• Act as a corporate sales liaison between clients and FranConnect.
• Attend trade shows, conferences, and other professional development events to learn 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 buy cycle.
• Attend all daily, weekly, and/or monthly sales meetings as applicable.

Requirements:

• 1-3 years of full sales cycle selling experience; must have experience working for a SaaS company in a previous role, either as a BDR/SDR or as a seller.
• Proven track record of hitting monthly/quarterly/annual quota (this should be shown 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 stakeholders, selling to multiple personas at one time
• 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