Sr. Director, Marketplace

Job Summary:

The Senior Director, Marketplace Strategy leads the strategic vision and growth across Papa Johns third-party marketplace channels (e.g., Door Dash, 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.

• 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.

• 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: Optimizebrandstorefronts,digitalmerchandising,andvisibilitytacticsacrossaggregatorappstodrivebrandimpactandappeal.

• 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.

• 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.

• Proven experience (10+ years) in a strategic leadership role, preferably in QSR or marketplace focused industries

• Bachelor’s degree required; MBA preferred

• Strongunderstandingofthethird-partyaggregatorplatformsandmarketplacebusinessmodels

• Significantthirdpartydelivery/aggregatorexperiencerequired,includingmanagingmulti-milliondollarpromotionalbudgets

• 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

• In…