Director of Franchise Development

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.

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
• 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
• Absorb 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