Senior Account Executive – Franchisor Strategic Accounts

Location: Remote US

About VikingCloud

VikingCloud is the leading Predict-to-Prevent cybersecurity and compliance company, offering businesses a single, integrated solution to make informed, predictive, and cost-effective risk mitigation decisions – faster. Powered by the Asgard Platform®, the industry’s largest repository of anonymized cybersecurity and compliance event data, we continuously monitor and analyze over 6+ billion online events every day.

VikingCloud is the one-stop partner trusted by 4+ million customers to provide the predictive intelligence and competitive edge they need to stay one step ahead of cybersecurity and compliance disruptions to their business. Our 1,000 dedicated cybersecurity and compliance expert advisors understand that it’s not just about technology. It’s about transacting business and delivering an exceptional customer experience every day, without fail. That’s the measurable value we deliver. And that’s what we call, Business Uninterrupted.

This Position

VikingCloud is looking for a Senior Account Executive to lead new business acquisition and expansion efforts with franchisor hub accounts in the QSR, Retail, Hospitality, Automotive Aftermarket, Convenience Store, and Healthcare markets.

In this high-impact hunter role, you will leverage your existing relationships with enterprise franchisor brands and apply a consultative, value-based selling approach to drive large, multi-site security and compliance solution deals. You’ll engage key stakeholders across IT, Compliance, Security, and/or Business Ops to position VikingCloud as a strategic partner in managing risk and enabling scalable growth.

This role is ideal for a seasoned sales professional who understands the hub-and-spoke/franchise model, thrives in a complex, multi-stakeholder sales environment, and has a proven track record of meeting and exceeding ARR quotas. Reports To: VP of Sales, Travel: Up to 35%

Responsibilities

• Own and drive new logo acquisition and expansion within franchisor “hub” accounts across defined verticals and territories.
• Develop and execute a strategic territory plan focused on targeting large franchisors with scalable cybersecurity and PCI compliance needs.
• Leverage existing relationships with franchisors and multi-site enterprise accounts to quickly 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 including 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.

Qualifications

Preferred Qualifications

• 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.

Qualifications

• 10+ years of experience in enterprise sales, with a strong focus on new business development in compliance, cybersecurity, and/or managed security services (MSSP).
• Demonstrated success in selling into franchisor organizations in one or more of the following verticals:
  • Quick Service Restaurants (QSR)
  • Retail (multi-location)
  • Hospitality (hotels, resorts)
  • Automotive Aftermarket
  • Convenience Stores / Fuel Chains
  • Healthcare (multi-site clinics, urgent care, dental, etc.)
• Deep understanding of franchise models and the unique challenges/opportunities they present for compliance and cybersecurity.
• Strong working knowledge of value-based selling, consultative sales, and sales qualification frameworks like MEDDICC.
• Exceptional communication and executive presence—comfortable engaging C-level buyers and influ