We are looking for a high-calibre professional to lead our Institutional Partners (Franchising) charter someone who can drive growth by acquiring large-format partners, including:
- Master franchise owners
- Territory rights owners
- Multi-unit operators from other brands
- Family offices, alternative investment firms, UHNI syndicates
- Investors exploring FOCO franchising as a diversification play
This leader will own the acquisition of partners capable of investing in multi-unit / multi-city FOCO deals and helping scale our footprint across India. They should be strong at relationship-building, sophisticated in financial dealmaking, and capable of hitting the ground running with an existing network.
Key Responsibilities
1. Partner / Investor Acquisition
- Identify, target, and acquire:
- Master franchise / territory rights partners
- Large multi-unit operators across retail, F&B, fitness, wellness, and other sectors
- FOCO investors (family offices, alt-investment firms, UHNIs)
- Build and manage a high-quality, predictable acquisition pipeline.
- Lead high-stakes commercial conversations and represent our value proposition powerfully.
2. GTM & Relationship Building
- Create and execute a GTM strategy tailored to sophisticated investor profiles.
- Nurture deep relationships with:
- Promoters
- Investment committees
- Large franchise groups
- Wealth managers and institutional relationship networks
- Use thought leadership, financial storytelling, and insights to position cult as a top-tier FOCO investment opportunity.
3. Deal Structuring & Financial Leadership
- Own financial modelling, investment case building, and deal structuring for:
- Multi-unit FOCO investments
- Master franchise / territory rights proposals
- Partner with Finance, Legal, Ops, and Expansion to close deals with precision.
- Engage investors on equal footing strong commercial, analytical, and negotiation skills required.
4. Team Leadership
- Lead and mentor a team of 2 responsible for acquisition, GTM/marketing, and account management.
- Drive weekly pipeline reviews, outbound motions, and conversion strategies.
5. Market Intelligence
- Continually map:
- Multi-unit franchise operators across India
- Family offices & UHNI networks
- Wealth managers & alt-investment channels
- Franchise groups diversifying portfolios
- Ensure partner quality, alignment, and long-term scalability.
Ideal Profile (510 years experience)
- 510 years of experience in Investment Banking, Wealth Management, Corporate Development, Institutional Sales, or large-format Franchise Expansion.
- Existing relationships with family offices, UHNIs, franchise groups, or investment firms.
- Proven track record of selling high-ticket investment opportunities or securing large-format partners.
- Strong financial acumen modelling, valuation, deal negotiation.
- Strategic mindset with excellent relationship-building and communication skills.
- Experience managing a small, high-velocity BD team (preferred but not mandatory).
- Comfortable operating in a fast-paced, high-growth environment.
Success Metrics
- Acquisition of high-quality multi-unit partners and master/territory rights partners in the first 12 months.
- Strong YOY contribution to footprint expansion through FOCO and multi-unit signups.
- Well-defined GTM engine and predictable pipeline generation.
- High partner satisfaction and internal alignment.
