Sr. Director, GTM Enablement

About the role

This position leads the strategy and execution of the enablement operating system for the Pendo revenue organization. You will manage a cross-functional team to scale methodology, integrate AI-driven training, and link enablement activities directly to measurable business performance.

Key facts

What you'll do

• Scale the Command of the Message framework through certification cycles, manager accountability, and AI-assisted practice.
• Create manager-specific training tracks to ensure leadership can effectively coach methodology during deal reviews.
• Develop AI-native reinforcement loops using Gong, Exec.com, and other tools to provide micro-enablement.
• Build and track metrics connecting enablement to revenue, including ramp time, attainment distribution, and pipeline quality.
• Oversee the design and iteration of onboarding programs for Account Directors and Customer Engineers.
• Report on field performance and program gaps to the SVP of Sales, VP of Customer Engineering, and COO.
• Manage intake processes for Enterprise and Commercial leadership to prioritize work based on impact and capacity.
• Lead a team consisting of role architects, a principal technical architect, a GTM readiness lead, and program managers.

Requirements

• 8+ years of experience in GTM enablement, revenue operations, or sales/CS leadership within B2B SaaS.
• 3+ years in a senior leadership or function-building role.
• Hands-on expertise in implementing and scaling Command of the Message and MEDDPICC.
• Proven experience designing AI-native enablement programs.
• Ability to link enablement programs to revenue outcomes like retention, ramp time, and attainment.
• Experience building manager readiness programs that improve rep performance.
• Background enabling both quota-carrying Account Executives and technical roles like Customer Engineering.
• Proficiency with Salesforce, Gong, and Exec.com or similar platforms.
• Ability to drive decisions and align stakeholders in ambiguous environments.
• Strong written communication skills.

Nice to have

• Familiarity with the Pendo product, digital adoption platforms, or product-led growth.
• Experience in product marketing, GTM readiness, or translating PMM strategy for the field.

Skills & tools

• Salesforce
• Gong
• Exec.com
• Command of the Message
• MEDDPICC
• AI-assisted reinforcement tools

Practical notes

• Salary range: USD $220,900
• USD $265,000.
• Benefits include employer-heavy health coverage with $0 premium options, 401(k) match, equity, and flexible time off.
• Pendo operates on a hybrid model requiring 3 days per week in-office for those not designated as remote.
• For accommodation requests during the recruitment process, contact accommodation@pendo.io.