Sales Manager

About the Role Franki is looking for a Sales Manager to lead and develop our growing SMB sales team. This is a player-coach role responsible for driving revenue growth, coaching Account Executives to peak performance, and helping scale a high-performing sales organization. You’ll lead a team of field and inside sales Account Executives focused on bringing restaurants onto the Franki platform. The ideal candidate is a hands-on sales leader who knows how to build pipeline, improve conversion rates, develop talent, and create accountability while maintaining a positive, high-performance culture. If you’re energized by coaching teams, exceeding revenue goals, and building repeatable sales processes in a fast-paced startup environment, we’d love to hear from you. Note: Candidates residing in our preferred locations will be given first consideration; Texas or California. What you’ll do: Lead, coach, and develop a team of Account Executives responsible for acquiring new restaurant partners across Franki’s SMB segment. Own team quota attainment and revenue performance, ensuring consistent execution against monthly and quarterly goals. Act as a player-coach by supporting strategic deals, helping remove obstacles, and participating in key sales opportunities when needed. Conduct regular 1:1s, call coaching sessions, pipeline reviews, and deal inspections to improve team performance and conversion rates. Build and maintain a culture of accountability, execution, and continuous improvement across the sales organization. Monitor team performance metrics including pipeline coverage, activity levels, conversion rates, and quota attainment. Drive forecasting accuracy and maintain visibility into pipeline health through disciplined CRM management. Establish and reinforce best practices across prospecting, discovery, demo execution, and closing. Partner with Recruiting to interview, hire, onboard, and ramp new Account Executives. Collaborate with Marketing, Product, and Customer Success teams to improve messaging, customer experience, and go-to-market effectiveness. Provide market feedback, customer insights, and competitive intelligence to help shape sales strategy and product development. You’re a good fit if you have… 3+ years of sales leadership or sales management experience leading quota-carrying teams. 5+ years of experience in B2B sales, SMB sales, or hospitality-focused sales environments. A proven track record of leading teams that consistently achieve or exceed quota. Experience coaching Account Executives through the full sales cycle, from prospecting through close. Strong pipeline management and forecasting experience. Experience using Salesforce or similar CRM platforms. Excellent communication, coaching, and leadership skills. Ability to thrive in a fast-paced, high-growth startup environment. Willingness to travel up to 25% for team meetings, market visits, conferences, and events. Bonus points if you have… Experience selling to restaurants, hospitality businesses, or local merchants. Experience leading both inside sales and field sales teams. Built or scaled sales teams within a startup or high-growth technology company. Experience implementing sales processes, playbooks, and performance management frameworks. Familiarity with sales enablement, reporting, and revenue operations tools. _ Why Join Franki… _ Own a high-impact function within a growing startup Help shape how the brand connects with users, creators, and restaurant partners Move fast, test ideas, and lead with creativity Join a collaborative, ambitious team that values autonomy and original thinking Competitive compensation and 100% covered healthcare, dental, and vision benefits for employees _ Perks & Benefits _ Remote work: Our team works remotely across the US but primarily PST time zone; we travel together several times a year for company kick-offs and mid-year meetings. PTO: 15 days per year, plus additional PTO between Christmas and the end of the year (25th Dec - 31st Dec). Additionally, we recognize 11 public holidays per year. Medical, Dental & Vision : We cover 100% of Medical, Vision, and Dental insurance costs for employees. 401(k) Equipment: Computer & technology equipment applicable to your role. Monthly Stipend: To help cover some home office expenses_._ _ The pay range for this role is: _ 90,000.00-110,000.00USD per year Base Salary with a 150,000 OTE (Remote (United States)) #J-18808-Ljbffr