Account Executive | Commercial SaaS

About the role

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.

Responsibilities

• 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.

Requirements

• 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.

Qualifications

• 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.

Skills

• Strong understanding of MEDDPICC and Command of the Message.
• Ability to sell directly to Founders, CEOs, and VPs of Operations.
• Excellent CRM discipline and data management skills.
• Experience in B2B SaaS sales, particularly in the franchise ecosystem.
• Highly competitive and results-driven mindset.
• Proven ability to build and manage a high-volume pipeline.

Benefits

• $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: Success in this segment leads directly to our Mid-Market and Enterprise roles ($220k+ OTE).

Pay

• $160k+ OTE with a 50/50 base and variable split.

Schedule

• Denver-Based Hybrid: 3–5 days onsite in our Denver office for maximum collaboration and direct mentorship.

Location

Based in Denver, CO.

Other

• Authorized to work in the United States.
• Willingness to travel occasionally to HQ locations and industry events.

Contact

After you apply, send our Head of Growth, Doug Gabbard, a LinkedIn connection request or message with the word “delighted”.