Director of Sales

About the role

The Director of Sales at Franki is responsible for leading and scaling the SMB and Franchise sales organization. This role involves driving revenue growth, developing sales leaders, and building the systems and processes that power a world-class sales organization.

Responsibilities

• Lead and develop a team of Sales Managers and Franchise Sales Representatives responsible for acquiring and growing restaurant partners across Franki's SMB and Franchise segments.
• Own overall sales performance, revenue growth, and quota attainment across the organization.
• Build and maintain a high-performance culture centered around accountability, execution, and continuous improvement.
• Coach and develop sales leaders, helping them drive performance, pipeline health, and team development.
• Partner with teams on strategic opportunities and complex deals to improve win rates and accelerate revenue growth.
• Drive forecasting accuracy and maintain visibility into pipeline health and business performance.
• Establish and optimize sales processes across prospecting, discovery, demo execution, and closing.
• Partner with Recruiting to attract, hire, and ramp top sales talent.
• Analyze performance metrics and implement strategies to improve conversion rates, efficiency, and overall team effectiveness.
• Collaborate closely with Marketing, Product, and Customer Success teams to improve messaging, customer experience, and go-to-market execution.
• Evaluate market trends and customer feedback to help shape sales strategy and long-term growth initiatives.
• Optimize territory coverage and resource allocation across Inside and Field sales teams to maximize performance.

Requirements

• 7+ years of experience in B2B sales with a track record of consistently exceeding revenue goals.
• 3+ years of experience leading sales teams and developing high-performing sales organizations.
• Experience managing managers and building multi-layered sales teams.
• Strong expertise in forecasting, pipeline management, and sales performance analytics.
• Experience leading outbound sales organizations, including inside sales and field sales motions.
• Proven ability to build scalable processes and drive operational excellence.
• Experience working in startup or high-growth environments.
• Strong leadership, communication, and coaching skills.
• Ability to use data to drive decision-making and improve organizational performance.
• Willingness to travel for market visits, team meetings, conferences, and industry events.

Bonus Points

• Experience selling to restaurants, hospitality businesses, or franchise organizations.
• Experience building sales organizations from the ground up.
• Familiarity with Salesforce, Outreach, and modern sales enablement tools.
• Experience leading geographically distributed teams.
• Experience working with marketplace, SaaS, or consumer technology businesses.
• Experience supporting enterprise or strategic accounts.

Pay

$140,000 - $160,000 base salary, plus $225 OTE

Schedule

Remote work: Our team works remotely across the US but primarily PST time zone; we travel together several times a year for company kick-offs and mid-year meetings.

Benefits

• 15 days of PTO per year, plus additional PTO between Christmas and the end of the year (25th Dec - 31st Dec).
• 11 public holidays per year.
• Medical, Dental & Vision: We cover 100% of Medical, Vision, and Dental insurance costs for employees.
• 401(k) plan.
• Monthly Stipend to help cover some home office expenses.