Director, Membership Sales and Revenue Growth

Celebrating over 60 years of excellence, education, and advocacy, the International Franchise Association (IFA) is the world’s oldest and largest organization representing franchising globally. The IFA's mission is to protect, enhance, and promote franchising through government relations, public relations, and educational programs. IFA members adhere to the highest standards, including franchise companies in over 120 business format categories, individual franchisees, and companies supporting the industry in marketing, law, and business development.

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.

Key Responsibilities:

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

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

The International Franchise Association is an equal opportunity employer and does not discriminate on the basis of race, color, religion, sex, age, national origin, genetic information, veteran status, marital status, sexual orientation, gender identity, disability status, or any other category prohibited by local, state or federal law. This policy applies to all aspects of employment, including recruitment, promotion, compensation, benefits, and termination. IFA is firmly committed to achieving an inclusive, diverse workforce that values every individual. We firmly believe that hiring individuals with varying perspectives and backgrounds contributes to our success as an organization, and we strive to create an environment that fosters inclusiveness.

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

To apply send cover letter and resume to careers@franchise.org