VP of Sales – Franchise Services

The Role: The VP of Sales owns FSF’s revenue engine end to end, from the first inquiry to the signedagreement, across all three brands. That means owning the enterprise sales strategy, the salesprocess, the people who run it, the pipeline it produces, and the revenue number it delivers. In practice, this leader: Owns the front door. Every inbound lead is answered fast, qualified consistently, and routed to the right solution, whether that is iFranchise Group, FranDevCo, TopFire Media, or a combination. Owns the funnel. Discovery, proposal, close, and expansion follow one documented process in one HubSpot pipeline, with clear stage definitions and handoffs. Owns the number. Carries the enterprise new-revenue target and builds a forecast that leadership and the board can rely on. Owns the culture. Builds a coaching-driven, accountable sales culture where sellers win as one FSF team rather than three separate shops.

Sales Strategy and Revenue Ownership: Set the annual and quarterly sales plan across iFranchise Group, FranDevCo and TopFire Media, tied to FSF’s EBITDA targets. Carry the enterprise new-revenue target and allocate targets by division, seller, and channel. Build cross-sell and expansion motions so clients move along the continuum: strategy to development to sales to marketing. Identify new service lines and pricing opportunities with the CEO and division leaders. Enterprise Front DoorStand up and run the enterprise intake, qualification and discovery function, staffed by Growth Advisors. Fix speed to lead: set response-time standards, staffing coverage and automation so no inquiry waits. Make the FSF Discovery Desk the standard for every discovery conversation, connecting a prospect’s growth goals to the full capital required. Route prospects to the right division and senior advisor, and keep nurture tracks working for leads not ready to buy.

Sales Process and Pipeline: Document one end-to-end sales process with stage definitions, exit criteria, and handoffs to client delivery. Own HubSpot as the single system of record for pipeline, with the HubSpot Analyst maintaining data quality, dashboards, and automation. Run weekly pipeline reviews and a monthly forecast with clear accuracy targets. Partner with Compliance on proposal, contract, and franchise sales compliance requirements.

Sales Leadership Across Divisions: Lead and develop the sales leaders and sellers in each division, partnering with brand presidents on brand-specific expertise. Design sales compensation plans with the CEO and CFO that reward enterprise outcomes, not just division sales.

Marketing Partnership and Market Presence: Agree on lead volume, quality, and conversion targets with marketing and TopFire Media, and close the loop on lead source performance. Represent FSF at industry events and with referral partners, attorneys, lenders, and franchise brokers. Reporting and Operating RhythmOwn the sales scorecard and quarterly Rocks within FSF’s EOS operating system. Prepare sales and revenue reporting for the leadership team, the CEO, and the board.

Qualifications: Required 5+ years in B2B sales leadership, managing teams that carried a revenue number. Experience in franchising: franchise consulting, franchise development or sales, franchise marketing, or a franchisor’s development team. Track record selling high-consideration professional services (consulting, agency, advisory or similar) with deal cycles measured in weeks to months. Built or rebuilt a sales process from the ground up: stage definitions, playbooks, forecasting and reporting. Led multiple sales teams or product lines and created a shared process and culture across them. Hands-on with HubSpot or a comparable CRM; makes decisions from pipeline data, not anecdotes. Designed or managed sales compensation plans. Skilled consultative seller who still enjoys getting on calls and closing alongside the team.

Nice to Have: Experience in a PE-backed or multi-brand platform company. Experience operating within EOS/Traction.