Sales Manager (AE SaaS) | Mid Market
Delightree, Denver, CO, United States
About Delightree
Delightree is the AI Operating System for Franchises. We provide a single app that runs every part of a franchise system's operations. From the CEO down to the frontline. While most franchisors struggle with a long list of disconnected tools that franchisees ignore, Delightree serves as the single source of truth - connecting data, insights and action across all operations.
Why We're Hiring As we further develop first-in-class AI solutions, the demand from established franchise brands is exploding. We are building an elite Denver-based sales team to own this segment. This isn't a maintenance role; we need an architect who will develop our people today and earn a seat at the table as we scale the future of this company.
What You'll Do
You will lead a senior team of Mid-Market AEs focused on $75k–$400k ARR deals with complex franchise organizations.
Lead AEs on deal strategy to displace legacy solutions for large-scale operators.
Coach reps to move the conversation from "Software Cost" to "Operational ROI," focusing on how AI transforms the way they operate their business.
Install MEDDPICC rigor to ensure our largest deals are qualified based on true "Economic Buyer" alignment on the AI vision.
Partner with AEs to provide executive presence with CXOs and VPs (including onsite) to close deals.
Own the Mid-Market forecast for the Board, ensuring "Commit" deals have been fully vetted for legal, technical and business requirements.
Partner with Product, Marketing and CS to build clear competitive positioning and that highlights our AI advantage.
What We're Looking For
Three to five or more years of B2B SaaS leadership experience in Mid-Market or Enterprise segments
Experience selling complex AI or automation solutions to C-suite stakeholders
Deep expertise in MEDDPICC and Value-Based selling methodologies
Proven ability to build a sales culture that prioritizes high-value deal structures over discounting
Strong business acumen; you understand P&L, labor laws, and franchise EBITDA drivers
Who You Are
The Strategist:
You see the "Agentic AI" shift as the biggest opportunity in franchising and know how to capitalize on it
The Skeptic:
You audit deals with a critical eye, ensuring your reps aren't just "happy-earring" a prospect's interest in AI
The Leader:
You have the gravitas to command a room and the empathy to coach a senior team through complex cycles
Entrepreneurial:
You thrive on the challenge of building a new segment and refining a "best-in‑class" GTM motion
What We Offer
260K - 320K OTE Based on Experience
Significant "Early Leader" equity grant
Executive coaching and leadership development stipend
Hybrid work environment with in-office collaboration in Denver
Direct partnership with the Founders and Executives to shape the future of AI in franchising
Requirements
Must be based in Denver with three to five days per week onsite
Willingness to travel to franchise HQs for Deal support and major industry events (IFA, RFDC, etc.)
Authorized to work in the United States
#J-18808-Ljbffr
Why We're Hiring As we further develop first-in-class AI solutions, the demand from established franchise brands is exploding. We are building an elite Denver-based sales team to own this segment. This isn't a maintenance role; we need an architect who will develop our people today and earn a seat at the table as we scale the future of this company.
What You'll Do
You will lead a senior team of Mid-Market AEs focused on $75k–$400k ARR deals with complex franchise organizations.
Lead AEs on deal strategy to displace legacy solutions for large-scale operators.
Coach reps to move the conversation from "Software Cost" to "Operational ROI," focusing on how AI transforms the way they operate their business.
Install MEDDPICC rigor to ensure our largest deals are qualified based on true "Economic Buyer" alignment on the AI vision.
Partner with AEs to provide executive presence with CXOs and VPs (including onsite) to close deals.
Own the Mid-Market forecast for the Board, ensuring "Commit" deals have been fully vetted for legal, technical and business requirements.
Partner with Product, Marketing and CS to build clear competitive positioning and that highlights our AI advantage.
What We're Looking For
Three to five or more years of B2B SaaS leadership experience in Mid-Market or Enterprise segments
Experience selling complex AI or automation solutions to C-suite stakeholders
Deep expertise in MEDDPICC and Value-Based selling methodologies
Proven ability to build a sales culture that prioritizes high-value deal structures over discounting
Strong business acumen; you understand P&L, labor laws, and franchise EBITDA drivers
Who You Are
The Strategist:
You see the "Agentic AI" shift as the biggest opportunity in franchising and know how to capitalize on it
The Skeptic:
You audit deals with a critical eye, ensuring your reps aren't just "happy-earring" a prospect's interest in AI
The Leader:
You have the gravitas to command a room and the empathy to coach a senior team through complex cycles
Entrepreneurial:
You thrive on the challenge of building a new segment and refining a "best-in‑class" GTM motion
What We Offer
260K - 320K OTE Based on Experience
Significant "Early Leader" equity grant
Executive coaching and leadership development stipend
Hybrid work environment with in-office collaboration in Denver
Direct partnership with the Founders and Executives to shape the future of AI in franchising
Requirements
Must be based in Denver with three to five days per week onsite
Willingness to travel to franchise HQs for Deal support and major industry events (IFA, RFDC, etc.)
Authorized to work in the United States
#J-18808-Ljbffr