Pendo
Sr. Director, GTM Enablement
Raleigh, NC / NYC / San Francisco · Director
Sponsorship not specifiedDetected 13 days ago
SparkSalesforceSalesCustomer SuccessLeadershipCommunicationMentoring
About the role
- This is a role based in-office in Raleigh, New York, or San Francisco, or Remote in the United States.
- 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.
Responsibilities
- 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.
- 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.
- Build manager-specific enablement tracks that make first-line and second-line managers active owners of change.
- Build metrics that connect enablement programs to revenue outcomes.
- Own Account Director onboarding as it relaunches and Customer Engineering onboarding as it expands.
Requirements
- You're rewiring how you work around them.
- 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.
- 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.
- 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.
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.
Company info
- EEOC: We are an
- If you think you may require an accommodation for any part of the recruitment process, please send a request to: accommodation@pendo.io.
Equal opportunity
- equal opportunity employer and believe having diverse teams where everyone brings their whole self to Pendo is key to our success.
- We are an equal opportunity employer and believe having diverse teams where everyone brings their whole self to Pendo is key to our success.
- Pendo is committed to working with, and providing access and reasonable accommodation to, applicants with mental and/or physical disabilities.
This listing is sourced directly from Pendo's careers page and normalized into a canonical job model.