Franchise Sales Manager

Summary

Presto is a Voice AI company providing technology for restaurant drive-thrus and supporting major American restaurant brands. The Franchise Sales Manager will execute the franchise expansion plan by building relationships with franchise operators, managing high-volume sales cycles, closing store commitments, and driving adoption of Presto's platform. The role also supports onboarding, operator satisfaction, market intelligence, and sales playbook development.

Responsibilities

• Own a pipeline of franchise operators, franchise groups, and regional multi-unit owners within your assigned brand
• Run the full sales cycle from first outreach to signed commitment: prospecting, discovery, demo/pitch, objection handling, negotiation, and close
• Build and manage a high-volume pipeline; track activity, forecast accurately, and hit store-commitment targets on a monthly and quarterly basis
• Tailor the pitch to each audience: a single-store owner has different concerns than a 100-unit franchise group, and you know how to speak to both
• Use performance data from live deployments to build compelling, evidence-based business cases for adoption
• Coordinate with the Brand GM on deal strategy, pricing, and sequencing to ensure franchise sales align with the broader brand expansion plan
• Develop deep, trust-based relationships with franchise operators, regional franchise groups, franchise advisory councils, and co-op leaders
• Become a known and trusted presence within the franchise community for your brand; attend franchise events, regional meetings, and operator gatherings
• Understand franchisee economics at a granular level: labor costs, ticket averages, peak-hour staffing challenges, and how Presto's product directly addresses them
• Identify and cultivate franchise champions who can advocate for Presto adoption within their peer groups and regional networks
• Navigate franchise-specific dynamics: co-op voting structures, technology mandates vs. opt-in programs, franchisee autonomy, and regional variation
• Partner with deployment operations to ensure sold locations move smoothly from signed commitment to live deployment
• Stay engaged through the onboarding process; set expectations with franchisees on timelines, installation, and what to expect in the first weeks of going live
• Follow up post-deployment to ensure operator satisfaction, address concerns early, and turn new deployments into references for the next round of sales
• Identify at-risk operators early and work with the Brand GM and support teams to resolve issues before they escalate
• Share frontline insights from franchise conversations with the Brand GM, product team, and leadership: what objections are you hearing, what's resonating, what's blocking adoption
• Help refine sales materials, pitch decks, ROI calculators, and objection-handling guides based on real franchise conversations
• Track competitive activity and alternative solutions that franchisees are evaluating
• Contribute to the playbook for franchise sales that the broader Presto team can learn from and replicate

Skills

• 3-5 years of experience in a high-activity sales role: SaaS sales, franchise development, technology sales into distributed/multi-location businesses, or B2B sales with a high volume of concurrent deals
• Proven track record of meeting or exceeding quota in a role that required building pipeline from scratch, not just closing inbound leads
• Comfort selling to owner-operators and small business owners, not just corporate buyers; you understand that franchise sales is relationship-driven and trust-based
• Strong organizational skills: you can manage 50+ active conversations simultaneously without letting anything fall through the cracks
• Excellent verbal and written communication; you can present confidently to a franchise group, write a compelling follow-up email, and have a straightforward conversation about ROI with a skeptical operator
• Analytical ability to interpret performance data and translate it into a persuasive business case tailored to a specific franchisee's economics
• Self-starter mentality; you don't wait to be told who to call next
• Willingness to travel to franchise markets as needed (estimated 25-40% travel)
• High energy, persistence, and resilience; franchise sales is a volume game and you are energized by it
• This role is remotely based in the south or midwest regions of the United States
• Travel to franchise markets will be required (estimated 25-40%)
• Direct experience selling into franchise or multi-unit restaurant environments
• Background in QSR, restaurant technology, or food service operations
• Experience selling technology products that require deployment or installation at physical locations
• Familiarity with franchise business models: franchisor/franchisee dynamics, co-op structures, FACs, and regional operator groups
• Experience with CRM tools (Salesforce, HubSpot) and high-volume pipeline management
• Background in AI, SaaS, or enterprise technology sales
• Experience with Voice AI, conversational AI, or voice automation products
• Existing relationships within major QSR franchise networks

Qualifications

Must Haves

• 3-5 years of experience in a high-activity sales role: SaaS sales, franchise development, technology sales into distributed/multi-location businesses, or B2B sales with a high volume of concurrent deals
• Proven track record of meeting or exceeding quota in a role that required building pipeline from scratch, not just closing inbound leads
• Comfort selling to owner-operators and small business owners, not just corporate buyers; you understand that franchise sales is relationship-driven and trust-based
• Strong organizational skills: you can manage 50+ active conversations simultaneously without letting anything fall through the cracks
• Excellent verbal and written communication; you can present confidently to a franchise group, write a compelling follow-up email, and have a straightforward conversation about ROI with a skeptical operator
• Analytical ability to interpret performance data and translate it into a persuasive business case tailored to a specific franchisee's economics
• Self-starter mentality; you don't wait to be told who to call next
• Willingness to travel to franchise markets as needed (estimated 25-40% travel)
• High energy, persistence, and resilience; franchise sales is a volume game and you are energized by it
• This role is remotely based in the south or midwest regions of the United States
• Travel to franchise markets will be required (estimated 25-40%)

Nice to Haves

• Direct experience selling into franchise or multi-unit restaurant environments
• Background in QSR, restaurant technology, or food service operations
• Experience selling technology products that require deployment or installation at physical locations
• Familiarity with franchise business models: franchisor/franchisee dynamics, co-op structures, FACs, and regional operator groups
• Experience with CRM tools (Salesforce, HubSpot) and high-volume pipeline management
• Background in AI, SaaS, or enterprise technology sales
• Experience with Voice AI, conversational AI, or voice automation products
• Existing relationships within major QSR franchise networks

Benefits

• Performance-based commission
• Equity participation
• Medical insurance
• Dental insurance
• Vision insurance
• 401(k) program
• Paid time off (PTO)