Sales Manager

About the Role

Franki is looking for a Sales Manager to lead and develop our growing SMB sales team. This is a player-coach role responsible for driving revenue growth, coaching Account Executives to peak performance, and helping scale a high-performing sales organization.

You'll lead a team of field and inside sales Account Executives focused on bringing restaurants onto the Franki platform. The ideal candidate is a hands-on sales leader who knows how to build pipeline, improve conversion rates, develop talent, and create accountability while maintaining a positive, high-performance culture.

If you're energized by coaching teams, exceeding revenue goals, and building repeatable sales processes in a fast-paced startup environment, we'd love to hear from you.

Note: Candidates residing in our preferred locations will be given first consideration; Texas or California.

What you'll do:

• 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.

You're a good fit if you have...

• 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.

Bonus points if you have...

• 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.

Why Join Franki...

• 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
• Competitive compensation and 100% covered healthcare, dental, and vision benefits for employees

Perks & Benefits

• Remote work: Our team works remotely across the US but primarily PST time zone; we travel together several times a year for company kick-offs and mid-year meetings.
• PTO: 15 days per year, plus additional PTO between Christmas and the end of the year (25th Dec - 31st Dec). Additionally, we recognize 11 public holidays per year.
• Medical, Dental & Vision: We cover 100% of Medical, Vision, and Dental insurance costs for employees. 
• 401(k)
• Equipment: Computer & technology equipment applicable to your role.
• Monthly Stipend: To help cover some home office expenses.