Sales Director, Franchise

Incipio Group; New York (NY); On-site; USD 140,000 - 180,000; Full time

Job summary

Harri, a global hospitality tech company, seeks a Sales Director, Franchise in New York to lead franchise revenue growth across strategic accounts and new logos. You will head a 5+ person Account Executive team, drive pipeline, and collaborate with executive stakeholders to shape Harri's market strategy.

You will manage cross-functional resources, lead long-cycle enterprise sales, and travel as needed. This role reports to the VP of Sales and focuses on high-impact, multi-location franchises.

Qualifications

• 8+ years in strategic sales with leadership of 5+ account executives.
• Experience selling to restaurant, hospitality, QSR, or multi-unit franchise environments.
• Strong executive presence with C-suite relationships.
• Proven ability in strategic account planning and multi-year objectives.
• Coordinate cross-functionally across sales, implementation, support, and product teams.
• Familiarity with SaaS, workforce management, HR tech, or hospitality tech preferred.
• Willingness to travel as needed.

Responsibilities

• Lead a team of 5+ Account Executives driving pipeline, strategy, and quota attainment.
• Own aggregate sales quota across franchise accounts and net-new logos.
• Build executive-level relationships with franchisor/franchisee leaders.
• Drive 1–3 year strategic account planning with mutual targets and milestones.
• Coordinate Harri resources across sales, implementation, support, and product teams.
• Assess and translate franchise needs into tailored solution recommendations.
• Align field and headquarters teams with franchise locations.

Skills

People leadership

Strategic revenue growth

Executive relationships

Account planning

Cross-functional coordination

Solution leadership

Field alignment

Travel willingness

Job description

About Harri
It's a great time to join Harri as we revolutionize the hospitality industry with our cutting-edge technology solutions for workforce management. We're an innovative, high-growth company with a global presence, dedicated to building strong partnerships and delivering measurable value to our customers.

We are excited to recruit for this pivotal Sales Director, Franchise role to ensure the revenue growth across named strategic franchise accounts and net-new franchise logos. You will serve as the leader of Harri's franchise sales vertical and a trusted manager for a direct team of 5+ Account Executives, playing a key role in shaping how Harri goes to market with its largest, most strategic franchise customers and prospects.

What You'll Be Doing
As a Sales Director, Franchise, you will be responsible for driving revenue growth across named strategic franchise accounts and net-new franchise logos while balancing team leadership, quota achievement, executive engagement, and strategic account planning.

Your responsibilities will include:

• People Leadership: Build, manage, and coach a team of 5+ Account Executives focused on the franchise segment, driving pipeline generation, deal strategy, and quota attainment.
• Strategic Revenue Growth: Own and drive aggregate sales quota attainment and strategic account objectives across a portfolio of assigned franchise accounts and net-new prospect logos.
• Executive Relationship Building: Establish and maintain productive, executive-level relationships with key personnel (including C-suite and franchisor/franchisee ownership groups).
• Account Planning & Strategy: Proactively lead a joint company-strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones over a 1-3 year period.
• Cross-Functional Orchestration: Coordinate Harri support, service, implementation, and product resources to meet account performance objectives and customer expectations.
• Solution Leadership: Proactively assess, clarify, and validate franchise customer needs on an ongoing basis, translating them into tailored solution recommendations.
• Field Alignment: Focus on headquarters and key decision-making hubs while coordinating with field associates and account teams assigned to franchise locations.

More About You: What Can You Bring?
You are a strategic, executive-level sales leader and people manager with a proven track record of owning and growing relationships with large, multi-location and multi-brand franchise organizations. You thrive on building and leading high-performing sales teams, driving complex, long-cycle enterprise sales motions, and orchestrating cross-functional teams to deliver on strategic account objectives. You are comfortable managing a direct team of 5+ Account Executives while shaping how Harri goes to market with its largest, most strategic franchise customers and prospects.
You will possess:

• 8+ years of experience in strategic sales, with direct leadership experience managing and coaching a sales team of 5+ Account Executives.
• Demonstrated experience selling into restaurant, hospitality, QSR, or multi-unit franchise (MUMBO) environments.
• Strong executive presence with the ability to build trusted C-suite and franchisor/franchisee relationships.
• Proven capability in leading strategic account planning and delivering against multi-year mutual performance objectives.
• Ability to coordinate cross-functionally across sales, implementation, support, and product teams.
• Familiarity with SaaS, workforce management, HR technology, or hospitality tech strongly preferred.
• Willingness to travel as needed.

When and Where You'll Be Doing It
You will enjoy a full-time position.
The salary range for this position is $140,000-180,000 base / $250,000-300,000 OTE (USD), depending on experience.
This role reports directly to the VP of Sales.
Travel will be required as needed.

What Will You Get in Return?
Creating an environment which enables our people to thrive is crucial for us. Harri offers a comprehensive compensation structure designed to support you throughout your career here. You'll get:

• Competitive salary within the stated range.
• The opportunity to drive critical projects for a high-growth, innovative company.
• Experience working in a fast-paced, global environment.
• A collaborative and supportive team environment.

Equity, Diversity, and Inclusion
We're committed to building diverse talent at Harri and believe our strengths as a team come from having many unique perspectives. We value a healthy, vibrant, and inclusive organization that encourages everyone to be themselves at work. We are committed to valuing diversity and promoting equal opportunities for all and welcome applicants from all communities.
*Please note this job advert is not designed to cover or contain a complete listing of activities, duties or responsibilities that are required of the employee for this position. Duties, responsibilities and activities may change at any time.*