Director, GTM Strategy & Enablement

Who is FranConnect?FranConnect is the leading enterprise software provider for franchise and multi-location businesses. For 25+ years, the FranConnect AI-powered platform has served as the backbone for sales, operations, and marketing for over 1,500 brands and one million locations worldwide. Iconic brands such as Bojangles, Capriotti’s, Gold’s Gym, Neighborly, and Papa John's rely on FranConnect to expand locations, streamline unit operations, enhance collaboration, and improve profitability. Backed by private equity investor Serent Capital, FranConnect is headquartered in Herndon, Virginia, with global offices in Australia, India, Colombia, and Canada. For more information on FranConnect, visit?www.franconnect.com. Where AI-First Innovation Meets People-First CultureAt FranConnect, we believe great companies are built on great cultures — and that future success belongs to organizations willing to take meaningful risks, innovate, and evolve. We’re building a workplace where people are empowered to grow, contribute meaningfully, and embrace the future of work. As part of our AI-first mindset, we encourage employees to stay curious, explore emerging technologies, think creatively, and use AI to work smarter, move faster, and drive greater value. If you’re looking for a place where your ideas matter, innovation and curiosity are rewarded, and the work you do will help shape the future success for our customers – you have come to the right place! About The RoleFranConnect is rebuilding its go-to-market engine alongside a major product update. This role builds the system that lets our growing revenue team sell the new product with a consistent method: onboarding, training, content, coaching, AI-enabled workflows, and the operating rhythm that keeps strategic initiatives moving. You will serve as the CRO's strategic partner for the revenue organization, watching where deals may slip, reinforcing the method, and keeping execution moving when the CRO is pulled away, and as the hands-on builder of our enablement function. You build the assets, run the programs, coach reps deal by deal, and translate every process and system into one question: how does this help me sell? Sales leaders run deal reviews. You turn what they find into coaching, content, and training.Who You Will SupportThe quota-carrying sales team (strategic, mid-market, upsell, and APAC), which is expected to grow in 2027 and again in 2028, plus sales engineers, sales leaders, and the CROThe Marketing team and a close partnership with Product MarketingA role designed to scale programs and systems built now should carry the team through headcount growthCustomer Success: onboarding and training support on request, not a core responsibilityWhat You Will OwnOnboarding, training, and contentDesign and run onboarding for new sellers, sales engineers, and marketing hires, with a clear path to first deal and measurable ramp milestonesBuild the training library, certification checkpoints, and a continuous learning cadenceKeep content governed: one source of truth, named owners, version control, and expiration datesProduct, industry, and launch readinessPartner with Product Marketing (part of Product), who own messaging and positioning, to make sure the field can deliver it. You own field readiness: training, certification, and checks that reps can apply the messageBuild industry and franchise-model training so sellers speak credibly with franchisorsSales method, process adoption, and coachingOwn training and reinforcement of our sales method, including MEDDICC qualification and value sellingProvide daily coaching, reinforcement, and the WIIFM (what's in it for me) for every process change, so reps adopt what helps them win and earn moreCoach reps on live deals: pre-call preparation, in-deal coaching, and post-deal debriefs. Sales leaders run formal deal reviews; you convert patterns into training within daysDiagnose performance gaps at the behavior level using call recordings, deal inspection, and rep and manager feedback. Use RevOps data to decide where to look, then determine the why and design the fixEquip sales leaders with coaching tools so reinforcement continues without youSales enablement assetsCreate and maintain proposal and pitch decks, discovery guides, mutual action plans, competitive battle cards, and sell-against guidesRun win/loss and customer-voice inputs into messaging and trainingAI enablementBuild and support AI workflows for the revenue team, for example Claude skills for FDD analysis and account research, and automated updating of sales enablement documentsTrain the team to use and manage these tools, and own documentation and standards so they remain reliableTechnology adoptionTrain the team on our systems through a seller's lens: how each tool helps them sell more and work faster. RevOps administers the systems; you drive adoptionStrategic partner to the CRODeal-risk watch: each week, review top deals and pipeline movement (using RevOps data and call recordings) and give the CRO a short list of where to dive in, with the specific gap: stalled stage, no next step, single-threaded, weak qualification, or discount pressureBe a consistent second voice on method and standards with reps and sales leaders, so reinforcement continues between the CRO's own deal conversationsContinuity: when the CRO is traveling, at events, or in ELT and board work, keep pipeline reviews, deal follow-ups, and priorities moving, and escalate only what needs the CRORun the revenue operating rhythm: agendas, decision logs, and action tracking for pipeline reviews, QBRs, and leadership syncs, and draft and track quarterly revenue OKRsOwn execution of three to five CRO initiatives at a time (for example pricing and packaging rollout, territory design, GTM motions, the 2027 and 2028 growth plan), with owners, milestones, and a status rhythmPrepare the CRO's inputs for executive and board discussions, using data supplied by RevOpsPartnership with Marketing and Product MarketingMarketing: bring win/loss and customer-voice input into campaigns and messaging, and prepare sellers for campaigns, events, and launchesMarketing: feed field signals back on lead quality and which content and messages resonate, and keep sales content consistent with marketing contentProduct Marketing : agree a shared content roadmap. Product Marketing owns messaging, positioning, and launch content; this role owns field readiness and feeds field and competitive feedback backMaintain one source of truth so marketing, Product Marketing, and sales assets never conflictRevOps partnershipRevOps owns the data and the mechanics. This role owns the agenda, the decisions, and the follow-through. If it is a number, dashboard, system, or forecast, it belongs to RevOps. If it is a meeting, plan, training, or rollout, it belongs to this role. What success looks likeFirst 30 daysAgree metric definitions with RevOps for ramp time, win rate, sales cycle, discount rate, and process adoption so each can be tracked consistentlyComplete a content and training gap assessment against the product update; confirm priorities with the CROBy 90 daysOnboarding program and core asset set live (discovery guide, pitch deck, mutual action plan template, first battle cards)Operating cadence and initiative tracker running; first AI workflows in useShared content roadmap agreed with Marketing and Product MarketingWeekly deal-risk digest and CRO coverage plan in placeCoaching rhythm established on live dealsBy 6 monthsMeasurable movement in ramp time, win rate, sales cycle, discount rate, and method adoption against the baselineLaunch readiness program delivered for the product update; sales leaders independently reinforcing the method Qualifications5 or more years in sales enablement, sales strategy, sales operations, or revenue leadership in B2B SaaS, with direct experience building programs from scratchStrong command of a structured sales method such as MEDDICC and Challenger (value selling), and a record of changing rep behavior, not only publishing contentCredible coach: able to listen to a call, diagnose the gap, and coach a seasoned sellerHands-on with AI tools and comfortable building and documenting AI workflows for non-technical usersStrong writer and presenter with executive presence; comfortable partnering with a CRO, CFO, CPO, CMO, and sales leadersWorking knowledge of Salesforce and call-recording tools (we use Salesforce and Gong Compensation OverviewTarget Base Salary Range: $150,000 - $180,000 USDVariable Bonus: 25% variable bonus is tied to team bookings attainment, enablement outcomes (ramp, method adoption, discount trend, win rate), and on-time delivery of key programs. The compensation details listed represent a good-faith target range for this role. Actual pay at time of offer may vary based on a combination of factors including business needs, experience, skills, education, or location. Equal Opportunity EmployerFranConnect is an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, disability, or any other protected characteristic.