Sales - B2B SaaS / Franchise Technology

Role Overview

We are seeking a driven B2B SaaS Sales professional to help franchise organizations discover how the company can transform their operations. This role owns the full sales cycle from prospecting and discovery through demonstration, proposal, negotiation, closing, and implementation handoff. The successful candidate must be comfortable selling a Microsoft-based enterprise platform to franchise executives, IT leaders, operations teams, and multi-location business stakeholders.

Key Responsibilities

Sales & Business Development

• Identify and prospect enterprise franchise organizations across industries including retail, food service, hospitality, healthcare, and business services.
• Conduct structured discovery calls to understand operational pain points, current technology stack, disconnected systems, business objectives, decision criteria, timeline, and budget context.
• Deliver compelling product demonstrations that connect the most relevant modules and Microsoft capabilities to each prospect's business needs.
• Build clear business cases that demonstrate measurable ROI, time savings, operational efficiency, visibility, standardization, and technology consolidation.
• Navigate complex multi-stakeholder sales cycles involving C-suite executives, IT directors, operations leaders, finance stakeholders, and franchise owners.
• Negotiate within approved commercial guidelines, close new business, and consistently work toward monthly, quarterly, and annual revenue targets.

Pipeline Management & Forecasting

• Maintain a robust pipeline of qualified opportunities in Dynamics 365 CRM with complete notes, stages, next steps, contacts, activity history, and opportunity values.
• Progress opportunities through defined sales stages and maintain clear next actions, owners, dates, risks, and dependencies.
• Produce accurate monthly and quarterly forecasts based on evidence, deal stage, stakeholder engagement, and agreed next steps.
• Participate in regular pipeline reviews and develop specific advancement strategies for priority opportunities.
• Coordinate with marketing on lead qualification, campaign follow-up, event leads, inbound inquiries, and sales-sequence responses.

Product & Microsoft Ecosystem Expertise

• Become fluent in the company’s platform, including CRM / Sales, Data Admin, The Center, Opener, Success Audit, Support, Training, Finance, Marketing, and related administrative capabilities.
• Clearly articulate the value of building franchise sales and operations on Microsoft 365, Dynamics 365, SharePoint, Power Platform, Teams, analytics, Copilot, and Azure AI where applicable.
• Explain the customer data ownership model and how the company operates within the customer's Microsoft environment.
• Understand security, compliance, data residency, integration, and enterprise IT procurement questions well enough to lead business conversations and coordinate technical follow-up when required.
• Stay current on product releases, roadmap-approved capabilities, approved pricing, implementation approach, customer stories, and competitive positioning.

Customer-Centric & Value-Based Selling

• Understand franchise-sector challenges such as disconnected locations, inconsistent execution, fragmented communication, limited visibility, manual administration, and technology sprawl.
• Tailor discovery, demonstrations, and proposals to the prospect's specific operating model, pain points, technology environment, and desired outcomes.
• Use consultative and value-based selling techniques rather than feature-only presentations.
• Create customized proposals and commercial packages using only current approved pricing, terms, and offer structures.
• Maintain professional engagement through longer enterprise sales cycles, which may extend several months depending on procurement, legal, IT, and budget processes.

Relationship Building & Sales Operations

• Develop trust-based relationships with franchise executives, technology stakeholders, advisors, partners, and decisionmakers.
• Schedule and conduct product demos and follow-up meetings using approved company tools and video-conferencing platforms.
• Prepare proposals, ROI summaries, contracts, statements of work, security-response materials, and sales handoff documentation using approved templates.
• Coordinate legal, procurement, security, and technical reviews with the appropriate internal team members.
• Collaborate with implementation and customer-success teams to ensure a complete and accurate onboarding handoff after close.
• Attend relevant franchise conferences, trade shows, partner meetings, and networking events when required.
• Provide structured market feedback to product and marketing teams based on prospect objections, requested capabilities, competitive insights, and recurring pain points.

Required Skills & Experience

• 4+ years of B2B sales experience, preferably in SaaS, enterprise software, franchise technology, or multi-location business solutions.
• Proven track record of meeting or exceeding sales quotas and progressing opportunities through a complete B2B sales cycle.
• Experience managing complex sales cycles with multiple decision-makers and enterprise stakeholders.
• Strong discovery, qualification, consultative selling, value-selling, objection-handling, negotiation, and closing skills.
• Excellent presentation and product-demonstration capability for both business and technical audiences.
• Comfort with technical products and the ability to explain Microsoft 365, Dynamics 365, integrations, data ownership, security, and automation concepts at an appropriate business level.
• Strong CRM discipline; experience with Dynamics 365 is an advantage.
• Strong written and spoken English, professional follow-up, time management, organization, and accountability.
• Ability to work independently in a startup environment while maintaining accurate reporting, activity tracking, and forecast discipline.

Preferred Profile

• Experience selling to franchise organizations, franchisors, enterprise multi-location businesses, or distributed operating networks.
• Familiarity with the Microsoft 365 ecosystem, Dynamics 365, Power Platform, enterprise IT procurement, and security reviews.
• Understanding of data security, compliance, integration, and enterprise buyer concerns.
• Experience selling mid-market or enterprise platforms with meaningful annual contract values and multi-stakeholder approval processes.
• Existing relationships or network within the franchise industry are an advantage.
• Experience with solution selling, consultative selling, and value-based selling methodologies.
• Relevant Microsoft certification such as PL-900 or a Dynamics 365 fundamentals credential is an advantage but is not mandatory for this sales role.