Senior Account Executive – Franchisor Strategic Accounts

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September 30

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VikingCloud

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Cybersecurity • Compliance • Fintech

VikingCloud is a leading cybersecurity and compliance company that focuses on predictive-to-prevent solutions. It provides businesses with a comprehensive, integrated platform for managing cybersecurity risks and compliance requirements. VikingCloud offers a wide range of services, including managed security services, threat detection and response, vulnerability scanning, penetration testing, endpoint security, network security, and digital certificates. Additionally, it specializes in PCI compliance and risk management, ensuring that organizations can safeguard sensitive data and maintain business continuity. VikingCloud is trusted by over 4 million businesses across 70 countries, employing advanced technologies and expert insights to stop cyber threats and improve risk mitigation strategies.

1001 - 5000 employees

🔒 Cybersecurity

📋 Compliance

💳 Fintech

📋 Description

• Own and drive new logo acquisition and expansion within franchisor “hub” accounts across defined verticals and territories • Develop and execute a strategic territory plan targeting large franchisors with scalable cybersecurity and PCI compliance needs • Leverage existing relationships with franchisors and multi-site enterprise accounts to 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 (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 • Report to VP of Sales; travel up to 35% as needed

🎯 Requirements

• 10+ years of experience in enterprise sales, with a strong focus on new business development in compliance, cybersecurity, and/or managed security services (MSSP) • 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 • Demonstrated success in selling into franchisor organizations (Quick Service Restaurants, Retail, Hospitality, Automotive Aftermarket, Convenience Stores / Fuel Chains, Healthcare) • Deep understanding of franchise models and multi-site enterprise challenges • Strong working knowledge of value-based selling, consultative sales, and 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, able to work independently in a fast-paced, performance-driven environment • Bachelor’s degree or equivalent experience preferred • Willingness to travel up to 35%

🏖️ Benefits

• Competitive base salary + uncapped commission • 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