Enterprise Account Executive
3 weeks ago
As a key member of the FranConnect sales team, the Enterprise Account Executive will play a critical role in growing our market share of enterprise organizations in the franchise community. You must have a "hunter" mentality and be willing to put in the work necessary to generate your own leads and pipeline. We are seeking proven, quota-carrying Enterprise software sales performers to help us grow our loyal North America customer base. You will drive strategic, enterprise-wide software initiatives for companies across a specific enterprise-class franchise market.
Primary Duties & Responsibilities
- Identify and qualify large Enterprise opportunities through high-level consultative conversations, value proposition demonstrations, and relationship building.
- Comfortably and successfully network & navigate to decision makers or executive leaders within organizations and build business cases illustrating ROI to drive new opportunities and close deals.
- Identify challenges that prospects face and offer suitable solutions for their businesses that will build personal credibility and solid trust.
- Effectively and accurately manage a revenue pipeline to maximize all new business opportunities.
- Responsible for new logo and upsell/x-sell opportunities within defined territory
- Deliver market feedback to product team to enhance roadmap
- Use SalesForce to organize prospecting activities and keep track of sales tasks and milestones.
- Accurately forecast sales on a monthly, quarterly and annual basis.
- Develop and adequate pipeline of new opportunities that is sufficient to achieve quota targets.
- Lead and manage the negotiations and contract process with prospective customers.
- Achieve high productivity standards to meet/exceed monthly, quarterly, and annual quota goals.
- Expand knowledge of the industry as well as the competitive position of the company.
- Effective competitive positioning.
- Participate in regular weekly team and 1 on 1 calls with manager as needed.
- Some travel to conferences and on-site client meetings.
What are the key requirements to qualify for this role?
You MUST have experience selling into the franchise market, preferably to enterprise-level brands. You also must have experience selling SaaS/tech; a huge plus would be if you have software into the franchise market. You MUST be a hunter.
We are open to considering remote candidates; local candidates must be willing and able to be in the Herndon, VA HQ office Tuesday - Thursday.
Requirements:
- 10+ years of sales experience working with a high-growth, SaaS/software company selling CRM, ERP, or similar SaaS technology.
- Selling into the franchise market is required; if you have a rolodex of contacts that you can reach out to for meetings, that is a huge plus.
- Proven track record of consistent quota attainment/over-achievement (top 10% in past positions).
- Demonstrated enterprise sales achievement, strong technical aptitude, strategic account planning, territory management and expansion of responsibility.
- Hunter - able to build a minimum of 70% of your pipeline through prospecting, networking, and lead generation activities; create relationships to win new logos through demonstrated execution skills.
- Enterprise deal management; ability to work with and leverage internal resources when needed to build value with client.
- Curiosity to understand the challenges of our customers and prospective clients and provide consultative sales solutions, including the ability to articulate a clear, concise ROI.
- Experience managing the sales cycle from business champion to the C-level using prospecting and negotiation skills.
- Previous Sales Methodology training and CRM experience.
- Passion and commitment for customer success.
- Ability to sell both software and services for deployment of a platform.
- Ability to maintain a high level of productivity, manage multiple competing priorities, and work effectively under the pressure of time constraints in a fast-paced, complex, collaborative, and team-oriented environment.
- Bachelor's degree.
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