Director of Franchise Sales

Description The Director of Franchise Sales is responsible for growing Nothing Bundt Cakes' franchise system across the United States by driving new unit development with both existing franchise partners and new franchise candidates. This role manages the full sales cycle — from lead qualification through Franchise Disclosure Document (FDD) delivery, discovery day, and agreement execution — while building long-term relationships with multi-unit operators who will grow with the brand. Reporting to the VP of Franchise Sales, the Director acts as an individual contributor at present, with the expectation that the role may take on team leadership responsibilities as the department scales. Key Responsibilities: Manage a full pipeline of franchise development opportunities across the U.S., including both new franchisee prospects and expansion opportunities with existing multi-unit operators. Own the end-to-end sales process: lead qualification, discovery calls, FDD review, validation calls, Discovery Day coordination, and final approval through to signed Franchise Agreement. Partner with existing franchisees to identify and close additional development agreements, renewals, and territory expansions consistent with brand growth goals and market whitespace analysis. Source, evaluate, and qualify new franchise candidates through referral networks, digital lead generation, trade shows, and industry events. Collaborate with the Real Estate and New Unit Openings teams to align site approval timelines with franchisee development schedules and ensure development agreement milestones are met. Maintain accurate, up-to-date pipeline reporting and forecasting using the Fran Connect CRM, providing regular visibility to the VP of Franchise Sales on pipeline health, conversion rates, and forecasted signings. Ensure full compliance with the FTC Franchise Rule and applicable state franchise registration and disclosure requirements throughout the sales process. Support market prioritization and whitespace strategy by providing field intelligence on candidate quality, competitive activity, and regional development trends. Represent Nothing Bundt Cakes at franchise expos, and industry networking events to build brand visibility and pipeline volume. Coordinate with Legal, Finance, and Franchise Operations to support underwriting, credit review, and agreement negotiation for prospective and existing franchisees. Contribute to continuous improvement of the franchise sales process, candidate scoring criteria, and sales collateral in partnership with the VP of Franchise Sales. Core Values/Leadership Competencies: Servant’s Heart Developer of people Vision casting Leads by example Spirit of a Champion Exhibits extreme ownership – 100/0! Mentality – 100% responsibility and zero excuses! Excellence driven, desires feedback and improvement Exhibits sound judgment Genuine Connections Intensely collaborative Professional with the ability to influence at all levels Communicates often and openly Skills and Abilities: Working knowledge of franchise legal structures, including FDDs, franchise agreements, area development agreements, and FTC Franchise Rule compliance requirements. Strong financial acumen, with the ability to evaluate franchisee net worth, liquidity, and unit economics as part of the qualification process. Excellent relationship-building and consultative sales skills, with the credibility to engage confidently with sophisticated multi-unit operators. Highly organized, with strong CRM discipline and forecasting accuracy. Comfortable operating independently as an individual contributor while collaborating cross-functionally with Real Estate, Operations, Legal, and Finance. Willingness to travel domestically on a regular basis (estimated 25–30%). Education/Certifications and Work Experience Requirements: Bachelor's degree required; MBA or related advanced degree preferred. 5+ years of franchise sales, franchise development, or multi-unit business development experience, ideally within restaurant, retail, or another consumer-facing franchise brand. Demonstrated track record of sourcing, qualifying, and closing franchise development agreements with both new and existing franchise partners. Why Nothing Bundt Cakes? We offer competitive benefits package including medical/dental/vision insurance, employee life insurance, unlimited PTO, paid holidays, 401(k), and cake and Bundtwear allowances. We provide a casual and collaborative work environment with a focus on increasing your wellbeing through company events, celebrations, and regular volunteer opportunities. CA Applicant Privacy Policy