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