Account Executive

Strategic Account Executive

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.

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!

FranConnect is seeking a Strategic Account Executive to lead complex, enterprise-level sales initiatives focused on our largest and most strategic customers. This is a senior-level role designed for a proven enterprise seller who can both hunt new logos and expand existing accounts, navigate multi-stakeholder buying committees, and sell a mission-critical system of record.

This role requires a strong executive presence, intellectual curiosity, and the ability to think several moves ahead both in customer strategy and in market dynamics. You will partner closely with internal stakeholders to orchestrate deals, build long-term customer value, and drive meaningful revenue impact.

Primary Responsibilities

Territory Strategy & Go-To-Market Execution

• Develop and execute a territory go-to-market strategy, including account segmentation, prioritization, and outreach plans.
• Build and maintain comprehensive account plans for named enterprise accounts.
• Research customer business models, market trends, and competitive landscapes.
• Map executive stakeholders and buying committees within each account.

Pipeline Generation & Prospecting

• Proactively hunt new enterprise opportunities while farming existing strategic accounts.
• Own pipeline generation targets, ensuring sufficient coverage to support quota attainment.
• Consistently deliver against defined pipeline and quota targets.

Sales Strategy, Discovery & Deal Advancement

• Own and execute a structured, repeatable enterprise sales process from discovery through close, aligning internal stakeholders throughout the complex cycle.
• Lead deep, consultative discovery to uncover customer pain points and strategic objectives.
• Create and manage mutual action plans aligned with customer decision processes.
• Plan and lead well-structured sales meetings, including defined objectives, agendas, stakeholder roles, and next steps, while maintaining a consistent activity cadence aligned to pipeline and revenue goals.

Executive Relationship Development

• Build trusted relationships with C-level and senior executive buyers.
• Secure and maintain executive sponsorship within active deals.
• Position FranConnect as a long-term strategic partner, not just a vendor.

Forecasting & Internal Deal Orchestration

• Own forecasting rigor and accuracy, providing clear visibility into deal health, risks, and timing.
• Maintain accurate CRM hygiene and forecast integrity.
• Coordinate cross-functional internal teams (Sales Engineering, Product, Leadership).

Attributes for Success

• Achiever mentality: Competitive, self-starting, and results-driven
• Resilience & ownership: Comfortable with long, complex sales cycles
• Strategic thinker: Forward-looking, analytical, and market-aware
• Consultative seller: Strong listener with a problem-solving mindset
• Executive presence: Confident communicator at the senior leadership level
• Team-oriented: Partners effectively across internal teams
• Growth mindset: Curious, adaptable, and continuously improving
• Numbers: Consistent attainment of quarterly pipeline generation targets and quarterly/annual revenue quota.

Challenges You'll Navigate

• Long and complex enterprise sales cycle.
• Multi-stakeholder alignment and consensus building.
• Time investment required to build and mature pipeline.

What You'll Need (Qualifications)

• 5+ years of successful SaaS sales experience, including:
• Proven track record of meeting or exceeding quota in enterprise or strategic selling environment
• Proven success selling enterprise or strategic deals with $100K$300K ARR
• Experience selling a system of record or multi-module enterprise technology
• Experience owning both hunting and farming responsibilities
• Experience selling to C-suite buyers and navigating financial, legal, and procurement approvals
• Experience designing and executing territory plans that balance new logo acquisition and expansion within strategic accounts.
• Familiarity with enterprise sales methodologies (e.g., MEDDPICC) and modern sales tools (e.g., CRM, Gong, Outreach)
• Bachelor's degree or equivalent professional experience

Preferred Qualifications (Nice to haves)

• Experience in VC- or PE-backed technology companies
• Background selling at companies similar in scale to FranConnect
• Experience selling into the franchise market and/or multi-location/corporate-owned brands
• Local to the Washington, DC metro area