International Franchise Association · 1 day ago
Director, Membership Sales and Revenue Growth
Washington, DC
Full-time
Hybrid
Director/Executive
$120K/yr - $140K/yr
6+ years expThe International Franchise Association (IFA) is the world’s oldest and largest organization representing franchising globally. The Director of Membership Sales & Revenue Growth is responsible for driving new membership revenue, managing the sales pipeline, and supporting retention efforts to enhance organizational growth.
Franchise
Hiring Manager
Goli Mostoufi Trainor, MA
Responsibilities
Own and exceed annual new membership revenue targets across all segments
Build and manage a qualified sales pipeline through outbound prospecting, cold outreach, strategic networking, and event-based lead generation
Conduct high-touch, one-on-one sales conversations including discovery calls, in-person meetings, and executive presentations
Partner with Marketing to design targeted campaigns that generate qualified leads and accelerate deal velocity
Track and report weekly on pipeline health, conversion rates, sales velocity, and revenue forecasts
Identify high-value prospect segments and develop tailored sales strategies to penetrate new members
Collaborate with leadership to set ambitious yet achievable revenue goals and membership growth benchmarks
Test and refine sales messaging, objection handling, and closing techniques to improve win rates
Implement proactive engagement strategies for new members during their critical first two years
Identify at-risk accounts and execute targeted retention campaigns to protect recurring revenue
Work cross-functionally with IFA departments to deliver seamless onboarding experiences that reduce early churn and at risk members
Monitor retention metrics and adjust engagement approaches based on data insights
Maintain accurate, up-to-date sales data in AMS/CRM systems (Nimble, HubSpot)
Deliver weekly sales reports and monthly dashboards tracking acquisition, pipeline progression, conversion rates, and campaign ROI
Forecast revenue based on pipeline analysis, historical trends, and market conditions
Use data to identify opportunities, diagnose bottlenecks, and optimize sales processes
Represent IFA at industry events, conferences, and networking functions (20–50% travel) with a primary focus on prospecting and closing deals
Build trusted relationships with franchise executives and supplier decision-makers
Support the Senior Vice President, Development & Member Services with strategic initiatives as assigned
Qualification
Required
Bachelor's degree required
6+ years in B2B sales, membership sales, business development, or revenue-focused account management
Demonstrated track record of meeting or exceeding sales quotas and revenue targets
Strong understanding of sales KPIs, pipeline management, and revenue forecasting
Consultative selling skills with the ability to influence senior executives and close complex deals
Excellent communication, presentation, and negotiation abilities
Preferred
Experience with CRM/AMS platforms (Nimble preferred)
HubSpot
Office 365
Company
International Franchise Association
The International Franchise Association is a membership organization of franchisors, franchisees, and suppliers.
Founded in 1983Washington, District of Columbia, USA
11-50 employees
Funding
Current Stage
Early StageLeadership Team
Matthew Haller
President & CEO
Jennifer Brandeen
Chief Operating Officer
Recent News
2025-12-04
Gifts & Decorative Accessories
2025-10-09
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