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FranConnect · 2 weeks ago

Strategic Enterprise Account Executive

Herndon, VA

Full-time

Onsite

Senior Level

5+ years exp

FranConnect is the leading enterprise software provider for franchise and multi-location businesses. They are seeking a Strategic Account Executive to lead complex, enterprise-level sales initiatives focused on their largest and most strategic customers, requiring strong executive presence and the ability to navigate multi-stakeholder buying committees.

Information TechnologySoftware

Responsibilities

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

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

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

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

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)

Qualification

SaaS salesEnterprise salesC-suite sellingTerritory planningSales methodologiesCRM toolsConsultative sellingAnalytical thinkingTeam collaborationGrowth mindset