Director, International Market Development(Remote/ATL)

Job Summary

The Director of International Market Development (New & Existing Markets), is responsible for originating, qualifying, and securing high‑quality international franchise and development opportunities. This leader will build and manage a robust global pipeline of prospective partners, focusing on both new market entries and existing market opportunities in existing markets. The ideal candidate brings a proven track record of international franchise development success and an active network of senior decision‑makers across the QSR, multi‑unit retail, private equity, and strategic investment communities.

This role is a critical driver of long‑range international development goals, ensuring that new partners meet the operational, financial, and gold standards required to deliver sustainable PSA performance, profitable net openings, and long‑term comp sales growth.

Duties and Responsibilities (other duties as assigned)

Lead Generation & Partner Origination

• Generate a high‑quality pipeline of international franchise prospects across markets
• Leverage an established global network of franchise operators, multi‑unit restaurant groups, institutional investors, and strategic partners.
• Identify and cultivate relationships with prospective partners who demonstrate strong QSR operational capability, financial strength, and long‑term growth potential.

Partner Qualification & Deal Progression

• Conduct structured due diligence on prospective franchisees, including operational experience, capital readiness, organizational capabilities, and alignment with brand principles.
• Manage all early‑stage conversations and progress qualified prospects through the development funnel.
• Collaborate closely with internal experts in Development Agreements, Market Mapping, and regional leadership (MEA, APAC, LATAM, UKE) to ensure alignment and deal readiness.

Cross‑Functional Collaboration

• Bring the right internal stakeholders into the process at the appropriate moments, including Supply Chain, R&D, Marketing, Technology, and Operations.
• Ensure internal alignment and market readiness to support successful new market entries and existing market development.
• Partner with Business Development to ensure consistency of standards, partner selection, and strategic fit.

Strategic Planning & Market Development

• Create and maintain internal executive one pagers with financial proposals, partner and partner profiles that inform decision‑making.
• Develop proactive plans (e.g., communication plans, conferences) to generate new leads across priority markets and white‑space geographies.
• Contribute directly to the long‑range international development plan by identifying and securing partners capable of meeting growth targets.

Communication & Leadership

• Deliver clear, concise updates to senior leadership on pipeline progress, partner quality, and market opportunities.
• Represent the brand with professionalism, strategic insight, and commercial rigor in all external interactions.
• Take initiative in designing new approaches, tools, and processes that enhance lead generation and partnership conversion.

Education, Experience & Certifications

• 10+ years of international franchise or multi‑unit development experience, ideally within QSR or broader foodservice; proven track record of originating and securing high‑quality partners.
• Bachelor’s degree in Business Administration or related field required; MBA strongly preferred for advanced commercial, financial, and strategic capability.
• Ability to travel 25–50% globally, with flexibility to engage in cross‑timezone communication and relationship‑building across international markets.
• Experience in restaurant or retail development preferred, with demonstrated passion for the brand and strong commercial instincts for partner selection and growth potential.
• Deep understanding of new market entry and sustainable development models, including partner evaluation, operational readiness, and market ramp‑up dynamics.

Functional Skills & Leadership Competencies

• Expertise in international franchise development, partner sourcing, and qualification.
• Strong capability in new market entry
• Proficient in commercial analysis, market sizing, and partner financial assessment.
• Problem solver and likes to solve challenges
• High‑impact communication and executive presentation skills for global stakeholder engagement.
• Execution excellence: drives deals from origination through close with discipline, speed, and attention to operational readiness.
• Global mindset: navigates cultural nuances, market dynamics, and diverse stakeholder expectations across APAC, MEA, LATAM, and UKE.
• Decision quality: prioritizes the right partners, opportunities, and markets based on data, experience, and brand standards.
• Change Leadership: Leads through ambiguity, accelerates new approaches, and adapts quickly to shifting market conditions.
• Commercial Acumen: Makes high‑judgment decisions rooted in financial discipline, market dynamics, and sustainable unit economics.
• Cross‑Functional Leadership: Unites Supply Chain, Ops, Marketing, Tech, and R&D around a cohesive market entry and development strategy.
• Influence & Relationship Leadership: Builds trust with senior investors, operators, and internal executives; drives alignment without authority.

Our Values

• EVERYONE BELONGS – Diversity, Equity, Inclusion and Teamwork
• DO THE RIGHT THING – Integrity, Character and Community
• PEOPLE FIRST – Customer and Team member Focus
• INNOVATE TO WIN – Think Differently and Lead Change
• HAVE FUN – It’s Pizza, It Has To Be Fun!

Our Core Competencies

• CUSTOMER FOCUSED - Put the customer’s needs first
• RESULTS DRIVEN – Commit to achieving objectives
• INNOVATIVE MINDSET – Open to new ideas and ways of doing business
• STRATEGIC THOUGHT LEADERSHIP – Engage in logical and systematic thinking
• COLLABORATION – Work together in the most effective way

Papa Johns is an equal opportunity employer.