Director of Sales

Franki

17d•$140,000 - $160,000•Remote

About The Position

Franki is looking for a Director of Sales to lead and scale our SMB and Franchise sales organization. This is a high-impact leadership role responsible for driving revenue growth, developing sales leaders, and building the systems and processes that power a world-class sales organization. As a manager of managers, you'll oversee both Inside and Field sales teams while partnering closely with Marketing, Product, Customer Success, and executive leadership to drive go-to-market success. You'll play a key role in shaping sales strategy, improving execution, and ensuring that Franki continues to scale efficiently as we expand into new markets. The ideal candidate is equal parts strategist, operator, and coach—someone who thrives in fast-paced environments and knows how to build high-performing teams that consistently exceed targets. Candidates residing in our preferred locations will be given first consideration; Texas or California.

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.

Nice To Haves

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.

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.