Own the full sales lifecycle for growth-stage franchise systems, including prospecting, qualification, demos, negotiation, and closing $20k–$100k ARR deals. Build outbound pipeline, manage high-volume opportunities, apply MEDDPICC and Command of the Message, sell to senior executives, maintain HubSpot CRM accuracy, and achieve an $800k annual quota. The role is Denver-based and hybrid, with occasional travel to headquarters and industry events.
About Delightree
Delightree is the Franchise Operating System for modern, multi-unit brands. We help franchise organizations simplify operations and empower franchisees through a single, best-in-class platform. Training, communication, compliance, audits, tasks, and execution all live in one place so brands can scale faster, operate consistently, and gain real visibility into performance across every location.
The "Emerging" segment is the heartbeat of the franchise industry. These are the high-growth, modern brands that are the future of franchising. They are scaling fast and need a digital foundation to ensure consistency as they add locations.
We are looking for an Account Executive to own this Emerging/Commercial segment. This is a high-velocity role for a seller who wants to master MEDDPICC, close 2–3 deals per month, and help define the sales playbook for the next generation of franchise giants.
What You’ll DoYou will own the full lifecycle of acquiring and expanding growth-stage franchise systems.
- Full-Cycle Ownership: Prospect, qualify, demo, and close deals ranging from $20k to $100k ARR.
- High-Velocity Execution: Maintain a consistent rhythm of 2–3 closed deals per month while managing a high-volume pipeline to hit an $800k annual quota.
- Pipeline Mastery: Build 20–30% of your own pipeline through strategic outbound, working alongside our inbound lead flow.
- Methodology-Driven Selling: Apply MEDDPICC and Command of the Message to navigate multi-stakeholder deals and ensure predictable forecasting.
- Executive Presence: Sell directly to Founders, CEOs, and VPs of Operations.
- CRM Discipline: Maintain impeccable HubSpot hygiene - your data is the "source of truth" for our execution.
- 1–3+ years of B2B SaaS closing experience. You have a documented track record of exceeding quota.
- Experience closing $50k+ deals. You have a high ADS and know how to build a business case that moves the needle for senior leadership.
- High-Activity Mindset: You thrive on the "hunt" and are comfortable managing a larger volume of opportunities without letting details slip.
- Coachability: You are a student of the craft. You want to be at Delightree because you want to be an elite seller.
- Process Discipline: You don't "wing it." You use frameworks (MEDDPICC/Challenger) to win.
- Bonus: Experience in retail, restaurants, fitness, LMS, or compliance technology - especially within the franchise ecosystem.
- Competitive: You have a personal standard for winning that exceeds what the company sets for you.
- Consultative: You ask the hard questions in discovery because you actually want to solve the brand's operational bottlenecks.
- Entrepreneurial: You treat your segment like your own business.
- Resilient: You are energized by the challenge of a fast-growing startup.
- $160k+ OTE with a 50/50 base and variable split.
- Uncapped Commissions: Strong accelerators for over-performance and multi-year deals.
- Meaningful Equity: Significant ownership in a high-growth startup at an early stage.
- Career Pathing: We are a meritocracy. Success in this segment leads directly to our Mid-Market and Enterprise roles ($220k+ OTE).
- Denver-Based Hybrid: 3–5 days onsite in our Denver office for maximum collaboration and direct mentorship.
- Based in Denver, CO.
- Authorized to work in the United States.
- Willingness to travel occasionally to HQ locations and industry events.
⚡ After you apply, send our Head of Growth, Doug Gabbard, a LinkedIn connection request or message with the word “delighted”
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