Director of Franchise

Visionary Franchise Executive | Proven Track Record in Scaling Businesses & Driving Double-Digit Growth | Public & Private Equity Experience | Board… Overview

The Director of Franchise Development is responsible for driving franchise system growth by leading the full franchise sales lifecycle from initial inquiry through franchise agreement execution. This role partners closely with executive leadership to shape our market expansion strategy and ensure we award franchises only to high-quality, well-capitalized operators. Franchise industry experience is mandatory.

• Lead full cycle franchise development, including lead qualification, initial discovery calls, financial prescreening, discovery process management, and deal closing.
• Build and manage a high quality pipeline of franchise candidates using a CRM, ensuring accurate tracking, timely follow‑up, and reliable forecasting.
• Conduct compelling franchise presentations and discovery meetings (virtual and in‑person), clearly articulating the value proposition, unit economics, and support model.
• Present and explain the Franchise Disclosure Document (FDD) in a compliant, consultative way; coordinate with legal/compliance as needed throughout the sales process.
• Manage candidate validation, including connecting prospects with existing franchisees, guiding them through due diligence, and addressing concerns to progress deals.
• Collaborate with leadership on territorial growth strategy, including market prioritization, territory design, and pacing of development to align with operational capacity.
• Develop and execute a systematic outreach and follow‑up strategy with franchise broker networks and other referral sources to generate a consistent flow of qualified leads.
• Represent the brand at franchise trade shows, broker conferences, and industry events to raise awareness and build strong relationships with key partners.
• Provide regular reporting on lead volume, pipeline health, conversion metrics, and development KPIs, with clear recommendations for improving performance.
• Partner with marketing on franchise development campaigns, messaging, and digital funnels to attract the right candidates.
• Ensure that all franchise sales activities are conducted in full compliance with federal and state franchise regulations and company policies.

• 5+ years of progressive experience in franchise development/sales for a franchisor or franchise platform organization.
• Demonstrated success leading the full franchise sales lifecycle from inquiry to signed agreement, with a consistent record of meeting or exceeding territory sales goals.
• Must have documented success building and managing productive relationships with franchise brokers/broker networks, including closing deals sourced through those channels.
• Must have hands‑on experience developing emerging franchise brands, specifically with systems under 40 territories sold, including helping to create or refine early‑stage development processes.
• Strong fluency with FDDs, franchise agreements, state registration nuances, and compliance-driven sales practices.
• Proven consultative sales approach, with the ability to qualify candidates rigorously while maintaining a high‑touch, relationship‑driven experience.
• Proficiency with CRM platforms for pipeline management, reporting, and forecasting.
• Excellent communication and presentation skills, with the ability to effectively engage entrepreneurs, investors, and multi‑unit operators.
• Strong analytical and business acumen, including comfort discussing unit economics, investment requirements, and growth plans with candidates.

• Experience working in a home services, senior services, or similar service‑based franchise model.
• Prior responsibility for launching or scaling a franchise development function at an emerging brand.
• Existing relationships with national franchise broker organizations and key consultants in the franchise development ecosystem.
• Strategic thinker with the ability to align development activity to brand growth priorities.
• Highly organized, metrics‑oriented and disciplined in follow‑up.
• Relationship builder who can balance candidate advocacy with brand standards.
• Comfortable operating in a fast‑growing, evolving franchise system.

Director

Full‑time

Sales and Business Development

Consumer Services