Account Executive - SMB

FranklinCovey • Richmond, VA • 23h ago

"We enable greatness in people and organizations everywhere. "

FranklinCovey (NYSE: FC) is the workplace of choice for Achievers with Heart . We are one of the largest and most trusted leadership companies in the world, with directly owned and licensee partner offices in over 160 countries and territories. With more than 2,000 global associates, FranklinCovey transforms organizations by partnering with clients to build leaders, teams, and cultures that get breakthrough results through collective action. Our services and products are primarily delivered through our subscription offerings, which are comprised of the FranklinCovey All Access Pass, which is primarily sold through our Enterprise Division, and the Leader in Me membership, which is designed specifically for our Education Division. Enterprise clients include Fortune 100 , Fortune 500 , thousands of small and mid-sized businesses, and numerous government entities. FranklinCovey Education has shared our programs, books, and content with thousands of public and private primary, secondary, and post-secondary schools and institutions.

To learn more, visit franklincovey.com

Title: Small & Medium Business (SMB) Account Executive

Payroll Title: SMB Account Executive

Division & Department: Enterprise Sales

Status: Full-Time Exempt

Reports to: Enterprise Sales Manager

Location: Remote - Anywhere in the contiguous United States

Compensation: Anticipate compensation for this position is an OTE of $115-140k* split 50/50 between base/commission.

Job Summary

The Small & Medium Business (SMB) Account Executive is responsible for driving new business development with small & medium business accounts-organizations with less than 500 employees. This role focuses on identifying potential clients, managing the sales process, and closing deals to meet and exceed revenue targets. The SMB Account Executive will play a critical role in expanding our client base and establishing long-term relationships with key decision-makers in growing companies.

Essential Job Functions

Lead Generation: Identify and target potential SMB clients through various lead generation strategies, including networking, referrals, and market research.

Sales Process Management: Drive the entire sales cycle from initial contact through to closing, ensuring alignment with client needs and company objectives.

Client Engagement: Develop and nurture relationships with key stakeholders and decision-makers within SMB accounts to understand their needs and present tailored solutions.

Solution Presentation: Demonstrate the value of our products or services through effective presentations and proposals, addressing client-specific challenges and opportunities.

Market Intelligence: Stay informed about industry trends, competitive landscape, and emerging opportunities to enhance sales strategies and approach.

Collaboration: Work closely with internal teams, such as marketing, product management, and customer support, to ensure a seamless client experience and effective solution delivery.

Reporting and Documentation: Maintain accurate records of sales activities, pipeline status, and forecasts using CRM systems, providing regular updates and insights to management.

Basic Qualifications

Bachelor's or advanced degree in Business Administration, Marketing, or a directly related field

1+ years of B2B sales experience

Preferred Skills & Experience

3+ years of experience focused on acquiring and managing SMB accounts

Proven track record of meeting or exceeding sales targets and closing deals within the SMB segment

Strong understanding of sales processes, methodologies, and best practices

Excellent communication, negotiation, and presentation skills

Ability to build and maintain strong relationships with key decision-makers

Experience in subscription, SaaS, professional services, or learning and development

Proficiency with CRM software (e.g., Salesforce) and sales analytics tools

Strong problem-solving skills with a strategic mindset and the ability to adapt to evolving market conditions

Demonstrated success in managing multiple accounts and projects simultaneously

Ability to work independently and as part of a team in a fast-paced environment

Benefits include medical, dental, and vision insurance, HSA, employee stock purchasing program, 401(k), paid time off, holiday pay, and more. Please visit https://franklincoveybenefits.com/ for details.

*Actual offer may be outside of this range and will be determined by education, experience, knowledge, skills, and abilities, as well as geographic location, internal equity and alignment with market data.

Unless otherwise noted, applications will be accepted for a minimum of three (3) days from the initial published date on the FranklinCovey job board, but the posting may close at any time after the specified duration.

Employer Information

For an overview of our Interview Process, please visit https://franklincovey.com/careers/working-at-franklincovey/.

FranklinCovey is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to sex, race, color, religion, national origin, disability, protected Veteran status, age, or any other characteristic protected by law. Please visit https://www.franklincovey.com/careers/notices-and-provisions/ for our full Equal Employment Opportunity policies and Nondiscrimination Provision.

Direct Reasonable Accommodation requests to accommodations@franklincovey.com.

For our Privacy Policy, please visit https://www.franklincovey.com/privacy.

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