What are the responsibilities and job description for the Sales Manager (AE SaaS) | Mid Market position at Y Combinator?
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.
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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.
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What You'll Do
What We're Looking For
Who You Are
What We Offer
Requirements
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.
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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
Salary : $75,000 - $400,000