Account Executive - SMB

FranklinCovey • Richmond, VA • 13h ago

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FranklinCovey (NYSE: FC ) is the world's most trusted leadership and organizational performance partner that gives strategy the human edge. We help organizations achieve the breakthrough results that matter most. Using proven, principle-centered frameworks and practices, we build high-trust leaders, teams and cultures and help clients translate strategy into consistent execution. For more than 40 years, we have tested this approach with thousands of clients from Fortune 100 companies to educational and government institutions, providing professional services across 160 countries.

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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.

Date Posted: 11/10/2026 **

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://www.franklincovey.com/about/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.

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