Director of Franchise Development

Kline Franchising, Inc.•Cornelius, NC

About The Position

Burn Boot Camp is seeking a Director of Franchise Development, a senior leader responsible for owning the company's franchise sales strategy and driving network expansion. This role focuses on the later stages of the franchise development lifecycle, including candidate validation, financial review, and franchise agreement execution, while ensuring a best-in-class candidate experience. The Director will mentor the Franchise Sales Specialist, providing strategic direction on pipeline management and conversion optimization. The ideal candidate is an experienced franchise sales professional with a history of closing high-value deals, building and leading teams, and a passion for entrepreneurship, preferably with experience in the health, wellness, or fitness industry.

Requirements

Bachelor's degree preferred
Minimum of 5 years of franchise sales experience required
Proven track record of successfully awarding franchises, exceeding sales goals, and leading or mentoring sales professionals
Exceptional communication, presentation, and interpersonal skills
Strong consultative sales and relationship management abilities
Highly organized with excellent attention to detail and follow-through
Experience with HubSpot (preferred) or similar CRM platforms
Ability to thrive in a fast-paced, growth-oriented environment
Willingness to travel as needed

Nice To Haves

Health, wellness, fitness, or related industry experience strongly preferred

Responsibilities

Own and drive annual franchise sales strategy, goals, and key performance metrics across the development team.
Drive conversion of qualified candidates from validation through signed franchise agreement.
Set and uphold the standard for candidate experience from qualification handoff through close.
Lead, coach, and develop the Franchise Sales Specialist to maximize team performance and pipeline throughput.
Own franchise development strategy, market expansion priorities, and territory planning in partnership with senior leadership.
Define and continuously improve the franchise development process, building scalable playbooks and conversion frameworks for the team.
Report pipeline health, team performance, and strategic market insights to the VP of Franchise Development.
Own the franchise sales process from candidate qualification handoff through franchise agreement execution, delivering a consultative, high-touch candidate experience at each stage.
Lead candidate validation calls, territory and financial review conversations, and executive-level discussions that advance serious candidates toward a franchise award decision.
Guide prospective franchise partners through each stage of the development process, including validation, financial review, territory discussions, and Confirmation Day preparation.
Partner with the Franchise Sales Specialist to ensure a seamless handoff of qualified candidates, maintaining continuity of candidate experience across the pipeline.
Hold accountability for team-wide franchise sales goals, conversion metrics, and KPIs — stepping in to close or re-engage high-priority candidates as needed.
Serve as the primary mentor and day-to-day leader for the Franchise Sales Specialist — setting performance expectations, coaching on consultative sales techniques, and ensuring consistent execution of the development process across the team.
Collaborate with Real Estate, Operations, Finance, Legal, and Training teams to ensure a seamless transition from franchise award to onboarding and opening preparation.
Oversee CRM data integrity, pipeline forecasting, and performance reporting across the development team, ensuring leadership has accurate, real-time visibility into franchise sales activity.
Represent Burn Boot Camp at franchise expos, discovery events, industry conferences, webinars, and networking opportunities to drive brand awareness and franchise growth.
Assist with Confirmation Day execution, ensuring candidates are prepared, engaged, and positioned to make informed investment decisions.
Analyze market opportunities, competitive activity, and demographic trends to support strategic territory development and expansion initiatives.
Provide regular updates and recommendations to leadership regarding pipeline health, sales performance, and market opportunities.
Design and lead continuous improvement initiatives across franchise development processes, systems, and candidate experience — translating insights into scalable, repeatable playbooks that elevate team-wide execution.
Uphold Burn Boot Camp's culture, values, and brand standards while serving as a key ambassador for the organization.