Sr. Director, GTM Enablement

Pendo is a B2B SaaS company founded in 2013 by former product managers, focused on improving society's experience with software. The company is supported by investors like Battery Ventures, Salesforce Ventures, Spark Capital, and Meritech.

The Senior Director, GTM Enablement will own the enablement operating system for Pendo's Revenue organization, scaling Command of the Message reinforcement, building AI-native practice and certification loops, strengthening role-based onboarding, and connecting 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.

• Own the next phase of Command of the Message implementation, including reinforcement, manager accountability, AI-assisted practice loops, and certification cycles.
• Build manager-specific enablement tracks and establish coaching accountability checkpoints.
• Design AI-native reinforcement using Gong signals, Exec.com certification infrastructure, and emerging AI tools.
• Build metrics connecting enablement programs to revenue outcomes, including time-to-productivity and attainment distribution.
• Own Account Director and Customer Engineering onboarding with 30/60/90 ramp structures.
• Deliver quarterly gap reports to senior leadership.
• Run a disciplined intake process for stakeholder requests.
• Lead a team of role architects, a principal technical architect, a GTM readiness lead, and program management.

• 8+ years of experience in GTM enablement, revenue operations, or sales/CS leadership in B2B SaaS, including 3+ years in a senior leadership or function-building role.
• Deep hands-on fluency with Command of the Message and MEDDPICC fundamentals.
• Experience designing AI-native enablement programs and using AI as a standard part of work.
• Proven ability to connect enablement programs to measurable revenue outcomes.
• Track record building manager readiness programs.
• Experience enabling both quota-carrying Account Executives and post-sale Customer Engineering or Customer Success roles.
• 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 and align stakeholders under ambiguity.
• Strong written communication skills.

The expected salary range for this role is USD $220,900 - USD $265,000.

United States: Highly competitive, employer-heavy coverage including $0 premium options, strong 401(k) match, equity, and flexible time off.

Apply via the Greenhouse link.