Vice President, Strategic Partnerships

Vice President, Strategic Partnerships

Location: Irvine, CA (Hybrid)
Compensation Range: $208,519 - $277,418 DOE
Annual Incentive Plan Bonus Target: 30%

Who We Are:
Xponential Fitness, LLC (NYSE: XPOF) is a leading global franchisor of health and wellness brands. Through its mission to make boutique health and wellness experiences accessible to everyone, the Company operates a diversified platform of five brands spanning across verticals including Pilates, barre, stretching, strength-training, and yoga. In partnership with its franchisees, Xponential brands offer energetic, accessible, and personalized workout experiences led by highly qualified instructors in studio locations across 49 U.S. states, Puerto Rico, and 30 countries globally. Xponential's portfolio of brands includes Club Pilates, the largest Pilates brand in the United States; StretchLab, a concept offering one-on-one and group stretching services; YogaSix, one of the largest franchised yoga brands in the United States; Pure Barre, a total body workout that uses the ballet barre to perform small isometric movements, and one of the largest Barre brand in the United States; and BFT, a functional training and strength-based program.

Role Overview
Xponential Fitness is seeking a Vice President of Strategic Partnerships to lead and build a high-impact partnerships function across its portfolio of brands, including Club Pilates, Pure Barre, YogaSix, StretchLab, and BFT.
This role will define and execute the partnerships strategy to drive customer acquisition, increase brand visibility, and improve franchisee economics. As the leader of a lean team, the VP will operate as both a strategic leader and hands-on operator-owning the full partnership lifecycle from sourcing and deal execution through activation, performance management, and optimization.
The ideal candidate brings a strong commercial mindset, thrives in fast-paced environments, and understands how to build scalable partnerships that deliver measurable value across a franchise system.

Key Responsibilities
Partnership Strategy & Growth
• Define and lead the strategic partnerships roadmap across all brands, aligned with company growth priorities
• Identify and prioritize opportunities across key areas including aggregators (e.g., Gympass, One Pass), loyalty ecosystems, lifestyle partnerships, and accessibility/affordability solutions
• Build a diversified partnership portfolio that drives leads, revenue, and long-term customer value
• Develop clear frameworks to evaluate partnership opportunities based on strategic fit, financial impact, franchisee benefit, and operational feasibility

Deal Sourcing & Execution
• Proactively source and develop high-impact partnerships that expand reach and drive customer acquisition
• Lead end-to-end deal lifecycle, including outreach, structuring, negotiation, and contract execution
• Design partnership models that balance growth with franchisee profitability (e.g., revenue share, marketing offsets, loyalty integrations)
• Build compelling business cases and recommendations to support decision-making

Franchisee-Centric Impact
• Ensure partnerships are designed to drive value at the studio level, including improving lead flow, conversion, and customer lifetime value
• Prioritize partnerships that reduce customer acquisition cost (CAC) and improve overall unit economics
• Partner with Franchise Operations and Brand teams to ensure seamless rollout and adoption across studios
• Design partnerships that are operationally simple and scalable across a distributed franchise network

Activation, Operations & Governance
• Oversee the rollout and activation of partnerships across multiple brands and stakeholders
• Establish streamlined processes, trackers, and governance models to manage partnerships at scale
• Lead cross-functional coordination across Marketing, Product, Finance, Legal, and Brand teams
• Implement clear communication and change management practices to ensure alignment across internal teams and franchisees

Performance & Optimization
• Define and track KPIs across partnerships, including leads, revenue, ROI, CAC, and LTV
• Build reporting frameworks and partner with analytics teams to generate actionable insights
• Continuously evaluate and optimize partnerships to improve performance and scalability
• Hold both internal teams and external partners accountable to agreed-upon outcomes

Team Leadership (Lean Team Environment)
• Lead and develop a small, high-performing partnerships team
• Operate with a "player-coach" mindset-balancing strategy with hands-on execution
• Establish clear roles, priorities, and workflows to maximize team efficiency
• Foster a culture of ownership, accountability, and cross-functional collaboration

Executive Collaboration & Industry Presence
• Serve as a strategic partner to executive leadership and brand presidents
• Provide regular updates and insights on partnership performance, opportunities, and risks
• Represent Xponential Fitness in partner discussions, negotiations, and industry forums
• Stay ahead of industry trends, identifying innovative partnership opportunities

Qualifications
• 10-15+ years of experience in strategic partnerships, business development, or corporate strategy
• Proven track record of sourcing and closing complex, high-value partnerships
• Experience in franchise, multi-unit, marketplace, or consumer-facing businesses strongly preferred
• Strong financial and commercial acumen, with understanding of CAC, LTV, and revenue models
• Ability to operate both strategically and tactically in a lean team environment
• Exceptional communication, negotiation, and stakeholder management skills

What Success Looks Like
• Partnerships that drive meaningful increases in studio-level leads, conversions, and revenue
• Improved acquisition efficiency and reduced CAC across brands
• Strong adoption and execution of partnerships across the franchise network
• A structured, scalable partnerships function with clear processes and visibility
• A high-quality, diversified partner portfolio aligned with long-term growth

Benefits:

• Competitive Salary depending on experience
• Comprehensive Medical, Dental and Vision benefits
• Opportunities for additional bonuses
• Cell Phone Allowance
• 401k plan with 4% company match
• Complimentary corporate memberships to XPLUS and XPASS
• Discounts up to 30% on retail brand merchandise
• On Campus Amenities: Reborn Coffee Shop, Hangar 24, Mini Putting Green, Basketball Court, Bird Sanctuary, Car Washing Services (M/W), Dry Cleaning Services

Xponential Fitness LLC provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity, or expression, or any other characteristic protected by federal, state, or local laws.

Pay Range: $208,519 - $277,418 per year