SMB Account Executive - New Logo in Herndon, Virginia at FranConnect, LLC

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.

Where AI-First Innovation Meets People-First 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.

We are looking for someone who embraces change, operates with agility, and is comfortable navigating ambiguity while contributing to a high-growth, evolving sales organization. The ideal candidate has a proven track record of successful high-volume outbound prospecting, pipeline generation, and hitting quota in a fast-paced SaaS sales environment. This role requires someone who thrives on winning new business, building pipeline through proactive outreach, and selling value-driven solutions that solve real customer challenges.

As an SMB Account Executive, you will be responsible for managing the full sales cycle—from prospecting and discovery through negotiation and close—while partnering closely with internal teams to deliver an exceptional customer experience.

New Logo Acquisition & Prospecting

• 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.

Sales Execution

• 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.

Customer & Industry Engagement

• 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.

Collaboration & Operational Excellence

• 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.

Required 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

#LI-EK1