Director of Membership Sales and Revenue Growth

New Membership Sales & Pipeline Development

Own and exceed annual new membership revenue targets across all segments.

Build and manage a qualified sales pipeline through outbound prospecting, cold outreach, strategic networking, and event-based lead generation.

Conduct high-touch, one-on-one sales conversations including discovery calls, in-person meetings, and executive presentations.

Partner with Marketing to design targeted campaigns that generate qualified leads and accelerate deal velocity.

Track and report weekly on pipeline health, conversion rates, sales velocity, and revenue forecasts.

Revenue Strategy & Growth Initiatives

Identify high-value prospect segments and develop tailored sales strategies to penetrate new members.

Collaborate with leadership to set ambitious yet achievable revenue goals and membership growth benchmarks.

Test and refine sales messaging, objection handling, and closing techniques to improve win rates.

Member Retention as Revenue Protection

Implement proactive engagement strategies for new members during their critical first two years.

Identify at-risk accounts and execute targeted retention campaigns to protect recurring revenue.

Work cross-functionally with IFA departments to deliver seamless onboarding experiences that reduce early churn and at-risk members.

Monitor retention metrics and adjust engagement approaches based on data insights.

Sales Operations & Performance Analytics

Maintain accurate, up-to-date sales data in AMS/CRM systems (Nimble, HubSpot).

Deliver weekly sales reports and monthly dashboards tracking acquisition, pipeline progression, conversion rates, and campaign ROI.

Forecast revenue based on pipeline analysis, historical trends, and market conditions.

Use data to identify opportunities, diagnose bottlenecks, and optimize sales processes.

Executive Relationship Development & Market Presence

Represent IFA at industry events, conferences, and networking functions (20–50% travel) with a primary focus on prospecting and closing deals.

Build trusted relationships with franchise executives and supplier decision-makers.

Support the Senior Vice President, Development & Member Services with strategic initiatives as assigned.