Director of Membership Sales and Revenue Growth

About the role

The Director of Membership Sales & Revenue Growth is a high-impact sales leader accountable for driving new membership revenue across all IFA segments—franchisors, franchisees, and suppliers. This role owns the full sales cycle from prospecting through conversion, building a robust pipeline of qualified leads and closing new membership deals that deliver measurable organizational growth. Success requires consultative selling skills, relationship-building expertise, and the ability to articulate IFA’s value proposition to decision-makers. While new revenue is the primary focus, this role also supports retention efforts that protect and expand existing revenue streams.

Responsibilities

• 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
• 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
• 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
• 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
• 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

Requirements

• Bachelor’s degree required
• 6+ years in B2B sales, membership sales, business development, or revenue-focused account management
• Demonstrated track record of meeting or exceeding sales quotas and revenue targets
• Experience with CRM/AMS platforms (Nimble preferred), HubSpot, and Office 365
• Strong understanding of sales KPIs, pipeline management, and revenue forecasting
• Consultative selling skills with the ability to influence senior executives and close complex deals
• Excellent communication, presentation, and negotiation abilities

Pay

Salary Range: $120,000 to $140,000 DOE