Director of Unit Acquisition

INHABIT IQ•Knoxville, TN

10h•Hybrid

About The Position

The Director of Unit Acquisition is responsible for driving measurable system wide unit growth across the iTrip franchise system through leadership of owner acquisition strategy, hands on franchisee enablement, and stewardship of iTrip’s unit acquisition technology ecosystem. This role serves as the enterprise subject matter expert (SME) on short term rental owner acquisition, including platforms that support lead sourcing, marketing to homeowners, and conversion workflows. The Director provides strategic oversight of unit acquisition tools and vendors—including Rentalz as the current primary partner (OwnerPoint, ContactPoint, AnswerPoint)—while maintaining a platform agnostic approach that ensures long term flexibility and performance. The leader ensures that both iTrip corporate and franchisees fully leverage these solutions to translate technology into portfolio growth outcomes. The Director of Unit Acquisition owns the strategy, execution, and continuous improvement of iTrip’s acquisition engine—developing training programs, establishing KPIs, monitoring performance, and acting as the primary liaison between iTrip and current/future acquisition vendors. This individual plays a critical role in ensuring accountability, consistency, and measurable progress toward unit growth goals across all markets.

Requirements

7+ years of hands on experience in short term rental unit acquisition, property management growth, or owner facing sales leadership.
Proven track record growing managed STR portfolios through homeowner acquisition, including direct exposure to owner sales conversations and signed management agreements.
Background in program leadership, training, onboarding, or sales enablement at scale.
Strong analytical skills and fluency in KPI definition, pipeline analysis, and conversion optimization.
Excellent communication, presentation, and stakeholder management skills.
Experience with CRM tools, dashboards, and reporting systems; ability to translate data into action.
Vendor/technology partnership stewardship with a focus on outcomes and ROI.
Experience in franchise or multi location business models.
Familiarity with APIs, lead management workflows, and product operations.
Experience evaluating or migrating acquisition tools/vendors while maintaining continuity of performance.

Responsibilities

Define and standardize owner acquisition best practices across iTrip, informed by real world STR experience.
Develop scalable frameworks (messaging, value proposition, follow up cadences, objection handling, and signed agreement workflows) that increase conversion from homeowner leads to managed units.
Pressure test and iterate playbooks using data from CRM and acquisition platforms to improve funnel health and conversion.
Support market specific strategies based on competition, seasonality, channel mix, and owner behavior.
Serve as iTrip’s primary business owner for unit acquisition technology and workflows, with deep operational ownership of Rentalz as the current primary acquisition platform; additional components may be added or evolved in the future.
Build a deep understanding of capabilities, data models, roadmap, and deliverables across acquisition platforms and vendors.
Ensure iTrip receives all services, data, reporting, and outputs addressed in active agreements with acquisition vendors.
Partner with vendors to establish shared KPIs and performance metrics—lead volume, conversion rates, response time, cost per unit acquired, and ROI—for both franchisees and the vendor(s).
Evaluate program effectiveness and recommend optimization, expansion, or evolution of tools/vendors based on performance, cost, and market needs.
Identify process improvements and maintain clear communication between organizations, with structured escalation paths when needed.
Develop and deliver role specific training (corporate, Success Managers, franchise owners) focused on acquisition strategy, tooling, and execution.
Create documentation, playbooks, and materials for Success Managers to train franchisees effectively.
Coordinate cross functional readiness with Marketing, Revenue, and Operations to align campaigns, pricing, and acquisition motions.
Host regular webinars, workshops, and roundtables to share best practices and case studies from top performing markets.
Establish standardized franchisee KPIs for unit acquisition (e.g., lead response time, follow ups, sales activity, proposal rate, signed agreements, net unit growth).
Track performance data including calls, email/SMS touches, response time, pipeline stage conversion, and signed agreements.
Report insights and provide targeted coaching plans for underperforming markets in partnership with Success Managers.
Advise franchisees directly on acquisition tactics, owner messaging, and competitive positioning to accelerate portfolio growth.
Optimize end to end acquisition processes and communication across the franchise system.
Support rollout planning and phased onboarding for acquisition tools and programs.
Monitor usage, adoption, and data integrity to ensure accurate reporting and accountability.
Build dashboards and scorecards for ongoing KPI review; own the cadence of reporting to executive leadership and franchisees.