The Team + The Role
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.
This is a role based in-office in Raleigh, New York, or San Francisco, or Remote in the United States.
What this looks like day-to-day
- 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. Ensure all ramped Account Executives, Account Directors, and Customer Engineers achieve and maintain CotM fluency through Exec.com certification and continuous reinforcement.
- Manager enablement: Build manager-specific enablement tracks that make first-line and second-line managers active owners of change. Establish coaching accountability checkpoints, measure manager adoption, and ensure managers can coach the methodology in deal reviews and field interactions.
- 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.
- Revenue impact measurement: Build metrics that connect enablement programs to revenue outcomes. 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.
- Role-based onboarding: Own Account Director onboarding as it relaunches and Customer Engineering onboarding as it expands. Build and iterate 30/60/90 ramp structures using real performance data and role-specific feedback loops.
- GTM leadership visibility: Deliver quarterly gap reports to the SVP of Sales, VP of Customer Engineering, and COO. Clearly identify where the field is strong, where it is fragile, and what actions are required to close gaps in the next quarter.
- Stakeholder alignment: Run a disciplined intake process for requests from Enterprise and Commercial leadership. Prioritize work by impact and capacity, surface misalignment directly, and drive clear decisions without absorbing ambiguity.
- 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 a builder, not a maintainer.
You're most energized when there isn't a clear path yet, and you get to define it. You don't wait for direction; you identify gaps, shape solutions, and drive them forward. At Pendo, great Senior Directors of GTM Enablement don't just follow instructions; they operate as strategic advisors, influencing decisions, guiding stakeholders, and elevating how we work.
You're AI-curious - genuinely.
You're not using AI tools occasionally. You're rewiring how you work around them. You're faster, sharper, and more prolific because of it, and you bring that energy to everything, how you approach your work, how you prep, how you communicate, how you think. 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 implementing, reinforcing, and scaling the methodology.
- 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.
- Demonstrated track record building manager readiness programs that produce measurable adoption and improve rep performance outcomes.
- 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.
- Ability to partner credibly with Enterprise and Commercial sales leadership.
- Strong written communication skills.
Nice-to-haves
- 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
Pendo was founded in 2013 by former product managers, who combined their heads and hearts to build something they wanted but never had as product managers: a simple way to understand and attack what truly drives product success. Our mission is to improve society's 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.
Location: Pendo is a hybrid culture. In-office 3 days per week unless designated remote.
Compensation: The expected salary range for this role to be performed in Tier 1 is USD $142,100 - USD $171,000. The expected salary range for this role to be performed in Tier 2 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.
EEOC: We are an equal opportunity employer and believe having diverse teams where everyone brings their whole self to Pendo is key to our success. We welcome all people of different backgrounds, experiences, abilities and perspectives.
Accessibility: Pendo is committed to working with, and providing access and reasonable accommodation to, applicants with mental and/or physical disabilities. If you think you may require an accommodation for any part of the recruitment process, please send a request to: accommodation@pendo.io. All requests for accommodations are treated discreetly and confidentially, as practical and permitted by law.