other
Posted 2 weeks agoSr. Director, GTM Enablement
at pendo
Raleigh, United StatesHybrid
Responsibilities
- Ensure all ramped Account Executives, Account Directors, and Customer Engineers achieve and maintain CotM fluency through Exec.com certification and continuous reinforcement.
- Establish coaching accountability checkpoints, measure manager adoption, and ensure managers can coach the methodology in deal reviews and field interactions.
- Define time-to-productivity for Account Director and Customer Engineering tracks, align KPIs with Sales Operations, and use attainment distribution improvement as a primary output signal.
- Build and iterate 30/60/90 ramp structures using real performance data and role-specific feedback loops.
- Prioritize work by impact and capacity, surface misalignment directly, and drive clear decisions without absorbing ambiguity.
- Demonstrated track record building manager readiness programs that produce measurable adoption and improve rep performance outcomes. •
Requirements
- Pendo’s GTM Enablement function builds the playbook, systems, and reinforcement loops that help customer-facing teams perform consistently and measurably.
- The team partners across Sales, Customer Engineering, Revenue Operations, and GTM AI Operations to translate strategy into field behavior that improves revenue outcomes.
- As Senior Director, GTM Enablement, you will own the enablement operating system for Pendo’s Revenue organization.
- You will scale Command of the Message reinforcement, build AI-native practice and certification loops, strengthen role-based onboarding, and connect enablement activity to measurable outcomes like ramp time, attainment distribution, pipeline quality, and retention.
- This role leads a team across role architecture, technical architecture, GTM readiness, and program management, and partners directly with senior GTM leaders to drive decisions that stick.
- Command of the Message scale: Own the next phase of Pendo’s Command of the Message implementation, including reinforcement, manager accountability, AI-assisted practice loops, and certification cycles.
- AI-native reinforcement: Design reinforcement that happens between sessions by using Gong signals, Exec.com certification infrastructure, and emerging AI tools.
- Partner with GTM AI Operations to define quality standards, scoring infrastructure, and micro-enablement that meets GTM team members where they are.
- You're AI-curious - genuinely.
- You're not using AI tools occasionally.
- We want someone who sees AI as a multiplier, not a shortcut. Must-haves 8+ years of
- experience in GTM enablement, revenue operations, or sales/CS leadership in B2B SaaS, including at least 3 years in a senior leadership or function-building role.
- Deep hands-on fluency with Command of the Message and MEDDPICC fundamentals, including
- Experience designing AI-native enablement programs and using AI as a standard part of how you work.
- Proven ability to connect enablement programs to measurable revenue outcomes, including attainment distribution, ramp time, pipeline quality, and retention.
- Experience enabling both quota-carrying Account Executives and post-sale Customer Engineering or Customer Success roles at the same time.
- Active fluency with enablement and revenue technology, including Gong, Exec.com or equivalent platforms, Salesforce, and AI-assisted reinforcement tools.
- Ability to move without a complete picture, align stakeholders under ambiguity, and make decisions that stick.
- Familiarity with the Pendo product, digital adoption platforms, or product-led growth motions.
- Background in product marketing, GTM readiness, or PMM-to-field translation. About Pendo
- experience with software. Come join one of the fastest-growing startups, supported by best-in-class institutions like Battery Ventures, Salesforce Ventures, Spark Capital and Meritech.
- Pendo Core Values: Bias to Act, Hone Your Craft, The Team is Pendo, and Maniacal Focus.
Benefits
- Compensation: The expected salary range for this role to be performed is USD $220,900 - USD $265,000.
- Benefits: United States: Highly competitive, employer-heavy coverage including $0 premium options, strong 401(k) match, equity, and flexible time off.
Contact
- If you think you may require an accommodation for any part of the recruitment process, please send a request to: accommodation@pendo.io.
Additional details
- This is a role based in-office in Raleigh, New York, or San Francisco, or Remote in the United States.
- Manager enablement: Build manager-specific enablement tracks that make first-line and second-line managers active owners of change.
- Revenue impact measurement: Build metrics that connect enablement programs to revenue outcomes.
- Role-based onboarding: Own Account Director onboarding as it relaunches and Customer Engineering onboarding as it expands.
- GTM leadership visibility: Deliver quarterly gap reports to the SVP of Sales, VP of Customer Engineering, and COO.
- Stakeholder alignment: Run a disciplined intake process for requests from Enterprise and Commercial leadership.
- Team leadership: Lead a team of role architects, a principal technical architect, a GTM readiness lead, and program management.
- Set operating standards, clarify ownership, and ensure the function builds, measures, and iterates with urgency. Who You Are
- Beyond the qualifications, we hire through a specific lens. These aren't buzzwords; they're the things we'll actually look for in how you talk about your work.
- You're most energized when there isn't a clear path yet, and you get to define it.