Mid Market Account Executive

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 www.franconnect.com.

Why 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

As a Mid-Market Account Executive, you will be responsible for driving new business by managing the full sales cycle for our multi-modular AI-first SaaS product stack. This role focuses on prospecting and engaging mid-market organizations, uncovering business needs, and positioning our solutions to address critical challenges across multiple functions. You will lead consultative sales conversations, deliver tailored product demonstrations, build strong relationships with key decision-makers, and negotiate deals. Success in this role requires a balance of strategic thinking and tactical execution, with the ability to educate prospects on the value of an integrated AI-first SaaS solution that drives measurable business outcomes for new customers.

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 customer 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 customer cultivation strategies for target territory.
• Act as a corporate sales liaison between customers and FranConnect.
• 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.
• Use SalesForce to 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

If the following applies to you, we want to talk to you!

• You have worked for B2B SaaS/product companies in a full sales cycle capacity.
• Consistently achieved sales quota.
• You are excited about AI and are comfortable using it and talking about it.
• Experience selling a multi-modular / multi-product tech stack that solves more than one pain point.
• Prefers selling value vs. selling a product.
• You are eager to be successful and demonstrates capabilities to "do what it takes" to get the job done.

Minimum Qualifications

• 5 years of relevant full sales cycle selling experience.
• Must have sold into a customer base considered mid-market or enterprise.
• Proven track record of hitting monthly/quarterly/annual quota (this should be advertised 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.
• 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.