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 1500 brands and one million locations worldwide. Iconic brands such as Bojangles Capriottis Golds Gym Neighborly and Papa Johns 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 .

Where AI-First Innovation Meets People-First Culture

At 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. Were 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 youre 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 role

FranConnect 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 CROs 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 support

• The 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 CRO
• The Marketing team and a close partnership with Product Marketing
• A role designed to scale programs and systems built now should carry the team through headcount growth
• Customer Success: onboarding and training support on request not a core responsibility

What you will own

1. Onboarding training and content

• Design and run onboarding for new sellers sales engineers and marketing hires with a clear path to first deal and measurable ramp milestones
• Build the training library certification checkpoints and a continuous learning cadence
• Keep content governed: one source of truth named owners version control and expiration dates

2. Product industry and launch readiness

• Partner 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 message
• Build industry and franchise-model training so sellers speak credibly with franchisors

3. Sales method process adoption and coaching

• Own training and reinforcement of our sales method including MEDDICC qualification and value selling
• Provide daily coaching reinforcement and the WIIFM (whats in it for me) for every process change so reps adopt what helps them win and earn more
• Coach 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 days
• Diagnose 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 fix
• Equip sales leaders with coaching tools so reinforcement continues without you

4. Sales enablement assets

• Create and maintain proposal and pitch decks discovery guides mutual action plans competitive battle cards and sell-against guides
• Run win/loss and customer-voice inputs into messaging and training

5. AI enablement

• Build and support AI workflows for the revenue team for example Claude skills for FDD analysis and account research and automated updating of sales enablement documents
• Train the team to use and manage these tools and own documentation and standards so they remain reliable

6. Technology adoption

• Train the team on our systems through a sellers lens: how each tool helps them sell more and work faster. RevOps administers the systems; you drive adoption

7. Strategic partner to the CRO

• Deal-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 pressure
• Be a consistent second voice on method and standards with reps and sales leaders so reinforcement continues between the CROs own deal conversations
• Continuity: 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 CRO
• Run the revenue operating rhythm: agendas decision logs and action tracking for pipeline reviews QBRs and leadership syncs and draft and track quarterly revenue OKRs
• Own 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 rhythm
• Prepare the CROs inputs for executive and board discussions using data supplied by RevOps

8. Partnership with Marketing and Product Marketing

• Marketing: bring win/loss and customer-voice input into campaigns and messaging and prepare sellers for campaigns events and launches
• Marketing: feed field signals back on lead quality and which content and messages resonate and keep sales content consistent with marketing content
• Product 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 back
• Maintain one source of truth so marketing Product Marketing and sales assets never conflict

9. RevOps partnership

• RevOps 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.

Requirements

What success looks like

First 30 days

• Agree metric definitions with RevOps for ramp time win rate sales cycle discount rate and process adoption so each can be tracked consistently
• Complete a content and training gap assessment against the product update; confirm priorities with the CRO

By 90 days

• Onboarding 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 use
• Shared content roadmap agreed with Marketing and Product Marketing
• Weekly deal-risk digest and CRO coverage plan in place
• Coaching rhythm established on live deals

By 6 months

Measurable movement in ramp time win rate sales cycle discount rate and method adoption against the baseline

Launch readiness program delivered for the product update; sales leaders independently reinforcing the method

Qualifications

• 5 or more years in sales enablement sales strategy sales operations or revenue leadership in B2B SaaS with direct experience building programs from scratch
• Strong command of a structured sales method such as MEDDICC and Challenger (value selling) and a record of changing rep behavior not only publishing content
• Credible coach: able to listen to a call diagnose the gap and coach a seasoned seller
• Hands-on with AI tools and comfortable building and documenting AI workflows for non-technical users
• Strong writer and presenter with executive presence; comfortable partnering with a CRO CFO CPO CMO and sales leaders
• Working knowledge of Salesforce and call-recording tools (we use Salesforce and Gong

Compensation Overview

• Target Base Salary Range: $150000 - $180000 USD
• Variable 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 Employer

FranConnect 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.

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Required Experience:

Director