Note: The job is a remote job and is open to candidates in USA. Franki is a startup transforming how people discover and choose places to eat, drink, and explore through video recommendations from creators and dining enthusiasts. The Sales Manager will lead and develop an SMB sales team, drive revenue and quota attainment, coach Account Executives, and build repeatable sales processes and a high-performance culture.
Responsibilities
- Lead, coach, and develop a team of Account Executives responsible for acquiring new restaurant partners across Franki's SMB segment
- Own team quota attainment and revenue performance, ensuring consistent execution against monthly and quarterly goals
- Act as a player-coach by supporting strategic deals, helping remove obstacles, and participating in key sales opportunities when needed
- Conduct regular 1:1s, call coaching sessions, pipeline reviews, and deal inspections to improve team performance and conversion rates
- Build and maintain a culture of accountability, execution, and continuous improvement across the sales organization
- Monitor team performance metrics including pipeline coverage, activity levels, conversion rates, and quota attainment
- Drive forecasting accuracy and maintain visibility into pipeline health through disciplined CRM management
- Establish and reinforce best practices across prospecting, discovery, demo execution, and closing
- Partner with Recruiting to interview, hire, onboard, and ramp new Account Executives
- Collaborate with Marketing, Product, and Customer Success teams to improve messaging, customer experience, and go-to-market effectiveness
- Provide market feedback, customer insights, and competitive intelligence to help shape sales strategy and product development
Skills
- 3+ years of sales leadership or sales management experience leading quota-carrying teams
- 5+ years of experience in B2B sales, SMB sales, or hospitality-focused sales environments
- A proven track record of leading teams that consistently achieve or exceed quota
- Experience coaching Account Executives through the full sales cycle, from prospecting through close
- Strong pipeline management and forecasting experience
- Experience using Salesforce or similar CRM platforms
- Excellent communication, coaching, and leadership skills
- Ability to thrive in a fast-paced, high-growth startup environment
- Willingness to travel up to 25% for team meetings, market visits, conferences, and events
- Experience selling to restaurants, hospitality businesses, or local merchants
- Experience leading both inside sales and field sales teams
- Built or scaled sales teams within a startup or high-growth technology company
- Experience implementing sales processes, playbooks, and performance management frameworks
- Familiarity with sales enablement, reporting, and revenue operations tools
Benefits
- Own a high-impact function within a growing startup
- Help shape how the brand connects with users, creators, and restaurant partners
- Move fast, test ideas, and lead with creativity
- Join a collaborative, ambitious team that values autonomy and original thinking
- Remote work: Our team works remotely across the US but primarily PST time zone
- PTO: 15 days per year, plus additional PTO between Christmas and the end of the year (25th Dec - 31st Dec)
- 11 public holidays per year
- 100% coverage of Medical, Vision, and Dental insurance costs for employees
- 401(k)
- Computer and technology equipment applicable to your role
- Monthly stipend: $80 to help cover some home office expenses
Company Overview