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VikingCloud · 3 months ago

Senior Account Executive – Franchisor Strategic Accounts

United States

Full-time

Remote

Senior Level, Lead/Staff

10+ years exp

VikingCloud is the leading Predict-to-Prevent cybersecurity and compliance company, offering businesses a single, integrated solution for risk mitigation. They are seeking a Senior Account Executive to lead new business acquisition and expansion efforts with franchisor hub accounts in various markets, utilizing a consultative selling approach to drive large security and compliance solution deals.

Cloud ComputingCloud SecurityNetwork SecuritySoftware

Responsibilities

Own and drive new logo acquisition and expansion within franchisor “hub” accounts across defined verticals and territories

Develop and execute a strategic territory plan focused on targeting large franchisors with scalable cybersecurity and PCI compliance needs

Leverage existing relationships with franchisors and multi-site enterprise accounts to quickly build pipeline and influence key decision-makers

Lead high-impact sales cycles using consultative, value-based selling methodologies including MEDDICC and strategic selling

Navigate complex buying processes with multiple stakeholders including CIOs, CISOs, CTOs, Compliance, and Franchise Operations

Collaborate with internal teams (Solutions Engineering, Product, Legal, Marketing) to craft compelling proposals and close high-value deals

Deliver accurate forecasts and consistently meet or exceed ARR and quota commitments

Use Salesforce.com for pipeline management, activity tracking, and sales reporting

Qualification

Enterprise sales experienceCybersecurity knowledgeValue-based sellingSalesforce.com proficiencyConsultative sales approachFranchise model understandingPCI compliance experienceC-level engagementExceptional communicationSelf-motivated

Required

10+ years of experience in enterprise sales, with a strong focus on new business development in compliance, cybersecurity, and/or managed security services (MSSP)

Demonstrated success in selling into franchisor organizations in one or more of the following verticals: Quick Service Restaurants (QSR), Retail (multi-location), Hospitality (hotels, resorts), Automotive Aftermarket, Convenience Stores / Fuel Chains, Healthcare (multi-site clinics, urgent care, dental, etc.)

Deep understanding of franchise models and the unique challenges/opportunities they present for compliance and cybersecurity

Strong working knowledge of value-based selling, consultative sales, and sales qualification frameworks like MEDDICC

Exceptional communication and executive presence—comfortable engaging C-level buyers and influencers

Proven track record of meeting or exceeding annual recurring revenue (ARR) quotas and forecast commitments

Proficient in Salesforce.com CRM and sales engagement platforms

Self-motivated, highly accountable, and able to work independently in a fast-paced, performance-driven environment

Bachelor's degree or equivalent experience preferred

Preferred

Existing book of business or warm relationships within target verticals/franchisor organizations

Experience working with or selling into PCI-regulated industries

Familiarity with cybersecurity frameworks (e.g., NIST, ISO, HIPAA) and managed detection/response solutions

Benefits

Health, dental, and vision benefits

401(k) with company match

Generous PTO and holiday plan

Career advancement in a growing, global compliance and cybersecurity company

Remote-friendly, flexible work environment

Company

VikingCloud

VikingCloud is the leading Predict-to-Prevent cybersecurity and compliance company, offering businesses a single, integrated solution to make informed, predictive, and cost-effective risk mitigation decisions – faster.

Founded in 2019

Chicago, Illinois, USA

1001-5000 employees