POSITION OVERVIEW

The Director of Franchise Development is a senior leader responsible for owning Burn Boot Camp's franchise sales strategy and driving network expansion across targeted markets. This individual leads the later stages of the franchise development lifecycle - from candidate validation and financial review through franchise agreement execution - while setting the standard for a best-in-class candidate experience. The Director will mentor and support the Franchise Sales Specialist, providing strategic direction on pipeline management, conversion optimization, and process improvement. The ideal candidate is a seasoned franchise sales professional with deep experience closing complex, high-value deals, a track record of building and leading high-performing teams, and a passion for helping entrepreneurs achieve their business ownership goals. Experience in the health, wellness, or fitness industry is strongly preferred.

ACCOUNTABILITY

• Own and drive annual franchise sales strategy, goals, and key performance metrics across the development team
• Drive conversion of qualified candidates from validation through signed franchise agreement
• Set and uphold the standard for candidate experience from qualification handoff through close
• Lead, coach, and develop the Franchise Sales Specialist to maximize team performance and pipeline throughput
• Own franchise development strategy, market expansion priorities, and territory planning in partnership with senior leadership
• Define and continuously improve the franchise development process, building scalable playbooks and conversion frameworks for the team
• Report pipeline health, team performance, and strategic market insights to the VP of Franchise Development

ROLES AND RESPONSIBILITIES

• Own the franchise sales process from candidate qualification handoff through franchise agreement execution, delivering a consultative, high-touch candidate experience at each stage.
• Lead candidate validation calls, territory and financial review conversations, and executive-level discussions that advance serious candidates toward a franchise award decision.
• Guide prospective franchise partners through each stage of the development process, including validation, financial review, territory discussions, and Confirmation Day preparation.
• Partner with the Franchise Sales Specialist to ensure a seamless handoff of qualified candidates, maintaining continuity of candidate experience across the pipeline.
• Hold accountability for team-wide franchise sales goals, conversion metrics, and KPIs - stepping in to close or re-engage high-priority candidates as needed.
• Serve as the primary mentor and day-to-day leader for the Franchise Sales Specialist - setting performance expectations, coaching on consultative sales techniques, and ensuring consistent execution of the development process across the team.
• Collaborate with Real Estate, Operations, Finance, Legal, and Training teams to ensure a seamless transition from franchise award to onboarding and opening preparation.
• Oversee CRM data integrity, pipeline forecasting, and performance reporting across the development team, ensuring leadership has accurate, real-time visibility into franchise sales activity.
• Represent Burn Boot Camp at franchise expos, discovery events, industry conferences, webinars, and networking opportunities to drive brand awareness and franchise growth.
• Assist with Confirmation Day execution, ensuring candidates are prepared, engaged, and positioned to make informed investment decisions.
• Analyze market opportunities, competitive activity, and demographic trends to support strategic territory development and expansion initiatives.
• Provide regular updates and recommendations to leadership regarding pipeline health, sales performance, and market opportunities.
• Design and lead continuous improvement initiatives across franchise development processes, systems, and candidate experience - translating insights into scalable, repeatable playbooks that elevate team-wide execution.
• Uphold Burn Boot Camp's culture, values, and brand standards while serving as a key ambassador for the organization

QUALIFICATIONS

• Bachelor's degree preferred
• Minimum of 5 years of franchise sales experience required
• Proven track record of successfully awarding franchises, exceeding sales goals, and leading or mentoring sales professionals
• Health, wellness, fitness, or related industry experience strongly preferred
• Exceptional communication, presentation, and interpersonal skills
• Strong consultative sales and relationship management abilities
• Highly organized with excellent attention to detail and follow-through
• Experience with HubSpot (preferred) or similar CRM platforms
• Ability to thrive in a fast-paced, growth-oriented environment
• Willingness to travel as needed

This position description is not intended to be and should not be construed as an all-inclusive list of responsibilities, skills or working conditions associated with this position. While this description is intended to accurately reflect the position's activities and requirements, management reserves the right to modify, add or remove duties as necessary.