Mid-Market Account Executive (New Logo Core Franchising)

Description

Who is FranConnect?

FranConnect is the leading enterprise software provider for franchise and multi-location businesses. For 25+ years, the FranConnect AI-powered platform has served as the backbone for sales, operations, and marketing for over 1,500 brands and one million locations worldwide. Iconic brands such as Bojangles, Capriotti’s, Gold’s Gym, Neighborly, and Papa John's rely on FranConnect to expand locations, streamline unit operations, enhance collaboration, and improve profitability. 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

Why You Should Join Us

At FranConnect, we believe that great companies are built on great cultures. Our team is passionate, collaborative, and driven by a shared mission: to empower franchise and multi-location businesses with the tools they need to thrive. We foster an environment where innovation, transparency, and continuous learning are at the core of everything we do. Employee growth and well-being matter to us, and we take pride in cultivating a workplace where every voice is heard, ideas are valued, and contributions make a real impact. Joining FranConnect means being part of a company that not only values its people but also plays a crucial role in shaping the future of franchising and multi-location businesses. If you’re looking for a place where you can grow, contribute meaningfully, and be part of something bigger, we’d love to have you on our team!

Overview of the Role

Are you an unstoppable prospector with a fire to win and the drive to outwork the competition? We’re looking for a new logo Account Executive who thrives in the hunt — someone eager, gritty, and relentlessly focused on opening doors and closing deals. In this role, you will own a defined territory aligned to a specific franchise vertical, partnering with mid-market franchise brands (75 to 399 locations) within that space. Your book of business will include a TAM of approximately 90 to 190 accounts, enabling you to drive focus, build deep expertise, and maximize impact within the assigned vertical.

You’ll engage founders, C-suite leaders, and franchise development executives, positioning FranConnect as a trusted partner to help future-proof operations and accelerate growth. Success in this role requires a balance of strategic thinking and disciplined execution, with the ability to educate prospects on the value of an integrated, AI-first SaaS solution that delivers measurable business outcomes.

If you bring a winner’s mentality , love building pipeline from the ground up, and are energized by proving what’s possible month after month, this is your opportunity to join an industry leader and make a meaningful impact.

Primary Responsibilities

• Own the full sales cycle from outbound prospecting to deal closure, achieving monthly, quarterly, and annual revenue targets.
• Work assigned territory to build robust pipeline 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.
• Gain understanding of full product stack, pricing packages, and go-to-market strategy to sell to customer base.
• Act as a corporate sales liaison between customers and other internal stakeholders across the business.
• 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.
• Maintain accurate and clean SalesForce hygiene to ensure proper forecasting, 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.

Requirements

What we are looking for (minimum qualifications)

If you have a “do what it takes” to get the job done attitude and can answer “yes” to all of the below qualifications, we want to meet you!

• 4+ years of B2B SaaS selling experience REQUIRED - please do not apply if you have not successfully achieved quota targets in a SaaS environment. Your resume should include quota attainment data, and you must be able to speak to your sales quota achievement during the interview process.
• You have experience selling a complex multi-modular “source of truth” software product.
• A heavy prospector who thrives in outreach-driven roles and isn’t afraid to build your own leads – you are responsible for your quota, and may receive inbound leads through marketing efforts, but your mindset is you are responsible for your pipeline.
• Comfortable owning a room, driving the conversation, listening to the customer, and selling value, not just software.
• Competitive, hungry, and motivated by hitting (and beating) your goals.
• Has an entrepreneurial spirit.
• You are excited about AI and are comfortable using it and talking about it.
• Experience with consultative sales approach and can speak to sales methodologies used in past roles.
• Goal-oriented and problem-solving abilities.
• Undergraduate degree required, or equivalent in experience.

Compensation Overview

• Target Base Salary Range: $110,000 - $115,000 USD
• Variable Bonus: Sales Commission Plan

The compensation details listed represents a good-faith target range for this role. Actual pay at time of offer may vary based on a combination of factors including business needs, experience, skills, education, or location.

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