Sr. Director, Marketplace

Papa John's USA, Inc.; Atlanta (GA); On-site; USD 180,000 - 300,000; Full time

Job summary

Papa Johns USA, Inc. in Atlanta, GA is seeking a Senior Director, Marketplace Strategy to lead growth across third‑party marketplaces (DoorDash, Uber Eats, Grubhub). You will structure JBPs, negotiate terms, and align franchises with channel goals.

The ideal candidate has 10+ years in strategic leadership in QSR or marketplace businesses, strong analytics, and multi‑million dollar budget experience; MBA preferred.

Qualifications

• Bachelor's degree required; MBA preferred
• Significant experience with third-party marketplaces
• Experience managing multi-million dollar promotional budgets
• Strong analytical capabilities and data-driven decision making
• Excellent negotiation and vendor management skills
• Ability to build executive dashboards and financial models

Responsibilities

• Lead enterprise JBP strategy with aggregator partners
• Negotiate contracts and terms with third-party platforms
• Expand channels and onboarding of new delivery platforms
• Manage a multi-million dollar third-party marketing budget
• Coach franchisees and DMA leaders on marketplace levers
• Align third-party strategies with first-party channels and P&L goals
• Monitor performance and optimize spend across platforms

Skills

Strategic leadership

Analytics & data-driven decisions

Negotiation & vendor management

Cross-functional collaboration

Delivery platforms knowledge

BI tools (Tableau)

Communication & presentation

Project management

Education

Bachelor's degree

MBA preferred

Tools

Tableau

AI data assistants

Job description

What’s Unique About You Is What Makes Us Better! Diversity is our strength and competitive advantage. Bring your flavor to the Papa John’s team today!

Job Summary

The Senior Director, Marketplace Strategy leads the strategic vision and growth across Papa Johns third‑party marketplace channels (e.g., DoorDash, Uber Eats, Grubhub). Serving as the primary architect of our third‑party ecosystem, this leader is responsible for driving incremental volume, maximizing channel profitability, and expanding access to the brand. This role bridges enterprise strategy and field execution by establishing Joint Business Plans (JBPs) with aggregator partners, spearheading aggressive “test and learn” growth initiatives, and deploying precision marketing spend. Additionally, this position acts as a key strategic partner to domestic franchises and Designated Market Areas (DMAs) – coaching field leadership and operators on localized marketplace levers that drive profitable order growth.

Key Duties & Responsibilities

• Strategic Partner Management & Joint Business Planning
• Lead Enterprise JBP Strategy: Own executive‑level relationships with primary aggregator partners to construct Joint Business Plans (JBPs) that align co-investment, promotional calendars, and feature roadmaps with company goals.
• Aggregator Contract & Commercial Terms: Lead contract negotiations with third‑party platforms to secure optimal commission structures, marketing placements, and favorable operational terms for corporate and franchise locations.
• Expansion & New Channels: Evaluate and onboard emerging third‑party platforms and novel delivery models to unlock new customer acquisition and expand addressable market.
• Growth Strategy & Precision Spending Test & Learn Innovation: Build and execute a structured “test and learn” framework to continually evaluate promotional constructs, menu merchandising, targeting, pricing, and placement strategies across platforms.
• Precision Budget Management: Oversee a multi‑million dollar third‑party marketing budget, applying precision spending models to ensure high ROAS, efficient customer acquisition, and profitable incremental order growth.
• Conversion Optimization: Optimize brand storefronts, digital merchandising, and visibility tactics across aggregator apps to drive brand impact and appeal.
• Franchisee Coaching & Field Enablement DMA & Franchise Coaching: Serve as the subject matter expert for franchisees, local marketing directors and DMA leaders, providing actionable playbooks, localized insights, and coaching on how to maximize third‑party business.
• Franchise Communication: Regularly present channel performance, test learnings, and strategic roadmaps to franchise advisory councils and executive leadership to ensure cross‑functional alignment.
• Analytics, Performance & Execution Daily Performance Monitoring: Track key operational and financial metrics (order growth, operational consistency/reviews, profitability) to rapidly identify channel opportunities and execute corrective tactics.
• Cross‑Functional Integration: Partner closely with Local Marketing, Technology, Operations, and Finance to ensure third‑party strategies seamlessly integrate with first‑party digital channels, commercial priorities and overall P&L goals.

Education, Experience & Certifications

• Proven experience (10+ years) in a strategic leadership role, preferably in QSR or marketplace focused industries
• Bachelor’s degree required; MBA preferred
• Functional Skills Strong understanding of the third‑party aggregator platforms and marketplace business models
• Significant third party delivery / aggregator experience required, including managing multi‑million dollar promotional budgets
• Demonstrated track record of successfully driving demand and growing third‑party channels profitably
• Strong analytical and problem‑solving skills, with the ability to analyze data, identify trends, and make data‑driven decisions.
• Excellent analytical skills with the ability to interpret data, build complex financial models that include the various fee structures of each platform, develop executive level dashboards, and make data‑driven decisions
• Strong negotiation & vendor/partner management skills
• Excellent communication and presentation skills, with the ability to collaborate effectively with cross‑functional teams and build growth‑minded relationships with external partners
• Intimate knowledge of delivery, POS + tech platforms (Uber Eats, DoorDash, Instacart, Amazon, GrubHub, PAR, Deliverect, etc…)
• Familiarity with business intelligence tools like Tableau and AI data assistants to help speed up analytics processing
• Highly organized, detail‑oriented, and able to manage multiple priorities in a fast‑paced retail environment

Our Values

• EVERYONE BELONGS - We believe connectedness and belonging are the essential ingredients to our success
• DO THE RIGHT THING - We are relentlessly focused on quality and integrity and make the right choices, even when it’s difficult
• PEOPLE FIRST - To craft positive experiences for our customers, we take care of each other first
• INNOVATE TO WIN - We champion and challenge for a better way in all we do
• HAVE FUN - We find joy, create meaningful impact and celebrate the journey together

Our Core Competencies

• CUSTOMER CENTRIC - We leverage data and insights to craft a customer experience that builds relationships, cultivates trust, and delivers excellence
• RESULTS DRIVEN – We focus on measurable outcomes by remaining optimistic, tenacious, and persistent even in the face of challenges
• CONTINUOUS IMPROVEMENT - We champion for better through strategic risk taking, experimentation and challenging the status quo
• BIAS FOR ACTION - We courageously lead, drive towards decisions, and maintain agility to meet the demands of our dynamic industry
• WINNING TOGETHER - We work together to unlock our full potential by actively collaborating and contributing in a cross‑functional capacity

Papa Johns is an equal opportunity employer.

Papa Johns is a federal contractor that participates in the E‑Verify program to confirm employment eligibility for each new team member. We also comply with all Right to Work requirements. Official E‑Verify and Right to Work notices are available for applicants to review in both English and Spanish.

Everybody loves pizza, which means they also love the people who are behind the scenes working to deliver it. This is complex and challenging work – but let’s face it – it’s also pizza!

For more information please view the following PDFs: E‑Verify Poster (English) - Right to Work Poster (English) - E‑Verify Poster (Spanish) - Right to Work Poster (Spanish).

Papa Johns is a Federal Contract employer who participates in E‑Verify to confirm employment eligibility for each new team member.

Papa Johns is an Affirmpative Action and Equal Opportunity Employer.