Director, GTM Strategy & Enablement

FranConnect•Herndon, VA

About The Position

FranConnect is rebuilding its go-to-market engine alongside a major product update. The Director, GTM Strategy & Enablement builds the systems and programs that help the growing revenue team sell consistently, including onboarding, training, content, coaching, AI-enabled workflows, and the operating rhythm that advances strategic initiatives. The role serves as a strategic partner to the CRO and as the hands-on builder of the enablement function, translating processes and systems into practical support for selling. The role supports quota-carrying sales teams across strategic, mid-market, upsell, and APAC, as well as sales engineers, sales leaders, the CRO, Marketing, and Product Marketing. It may support Customer Success onboarding and training on request, but that is not a core responsibility. The programs and systems established in the role are intended to scale with planned team growth. The role owns seller onboarding and training, field readiness for product and industry messaging, sales-method adoption and coaching, enablement assets, AI workflow enablement, and adoption of sales systems. It partners with Marketing and Product Marketing on content alignment and feedback, and with RevOps on data and systems. RevOps owns data and system mechanics; this role owns the agenda, decisions, training, meetings, rollouts, and follow-through. As the CRO’s strategic partner, the role monitors deal risk, reinforces sales standards, maintains continuity when the CRO is unavailable, runs the revenue operating rhythm, tracks quarterly revenue OKRs, and executes three to five CRO initiatives at a time. Success measures include ramp time, win rate, sales cycle, discount rate, and method adoption. The position is based at FranConnect, headquartered in Herndon, Virginia; the posting does not specify a work arrangement.

Requirements

At least 5 years of experience in sales enablement, sales strategy, sales operations, or revenue leadership in B2B SaaS.
Direct experience building programs from scratch.
Strong command of a structured sales method such as MEDDICC and Challenger/value selling.
Demonstrated record of changing rep behavior, not only publishing content.
Ability to listen to sales calls, diagnose gaps, and coach seasoned sellers credibly.
Hands-on experience with AI tools and ability to build and document AI workflows for non-technical users.
Strong writing and presentation skills and executive presence.
Comfort partnering with a CRO, CFO, CPO, CMO, and sales leaders.
Working knowledge of Salesforce and call-recording tools; FranConnect uses Salesforce and Gong.

Responsibilities

Design and run onboarding for new sellers, sales engineers, and marketing hires, with a path to first deal and measurable ramp milestones.
Build the training library, certification checkpoints, and continuous learning cadence; govern content with a single source of truth, named owners, version control, and expiration dates.
Partner with Product Marketing to prepare the field to deliver product messaging and positioning through training, certification, and application checks.
Build industry and franchise-model training so sellers can speak credibly with franchisors.
Own training and reinforcement of the sales method, including MEDDICC qualification and value selling.
Provide daily coaching and explain the practical value of process changes to support adoption.
Coach reps on live deals through pre-call preparation, in-deal coaching, and post-deal debriefs; translate deal-review patterns into training promptly.
Diagnose performance gaps using call recordings, deal inspection, rep and manager feedback, and RevOps data; design behavior-level solutions.
Equip sales leaders with coaching tools so they can continue reinforcement independently.
Create and maintain proposal and pitch decks, discovery guides, mutual action plans, competitive battle cards, and sell-against guides.
Bring win/loss and customer-voice inputs into messaging and training.
Build and support AI workflows for the revenue team, train users, and maintain documentation and standards for reliable use.
Train the team to use sales systems from a seller’s perspective and drive tool adoption; RevOps administers the systems.
Review top deals and pipeline movement weekly and provide the CRO with a concise deal-risk digest identifying specific gaps.
Reinforce method and standards with reps and sales leaders between the CRO’s deal conversations.
Maintain continuity when the CRO is unavailable by keeping pipeline reviews, deal follow-ups, and priorities moving, and escalating issues that need the CRO.
Run the revenue operating rhythm, including agendas, decision logs, action tracking for pipeline reviews, QBRs, and leadership syncs, and drafting and tracking quarterly revenue OKRs.
Own execution of three to five CRO initiatives at a time, with owners, milestones, and status tracking.
Prepare the CRO’s inputs for executive and board discussions using data supplied by RevOps.
Partner with Marketing on customer and field feedback, campaign and launch preparation, lead-quality signals, content performance, and consistency of sales and marketing content.
Agree on a shared content roadmap with Product Marketing, maintain aligned assets, and feed field and competitive feedback back to Product Marketing.
Partner with RevOps, which owns data and system mechanics, while owning meeting agendas, decisions, training, rollouts, and follow-through.