Sr. Director, GTM Enablement

Team Description

As the Senior Director of Revenue Enablement at Pendo, you lead the vision, strategy, and execution of enablement programs that accelerate sales productivity and drive measurable revenue growth across Commercial, Enterprise, and International segments. You are a pivotal GTM leader responsible for aligning enablement initiatives with business goals—while pioneering the integration of AI and automation to transform how enablement is delivered and measured.

You lead a blended team of individual contributors and a manager, combining strategic leadership with hands-on coaching and operational excellence. Your deep expertise in AI-powered enablement allows you to architect scalable programs that deliver personalized learning experiences, actionable coaching insights, and real-time analytics. You are instrumental in guiding your team and the broader revenue org through AI-driven change with confidence and clarity.

Role Responsibilities 

• Define and drive Pendo’s revenue enablement strategy, ensuring alignment with business priorities and sales motions across all segments and geographies.
  
  
• Directly lead and coach a diverse team, including individual contributors and a manager, fostering a culture of accountability, growth, and high performance.
  
  
• Own and operationalize the enablement AI strategy, leveraging AI-powered tools, automation, and intelligent content delivery to boost efficiency, effectiveness, and seller engagement.
  
  
• Guide the team and stakeholders through AI-enabled transformation, embedding AI into onboarding, coaching, content management, and performance measurement.
  
  
• Drive excellence in value selling and product enablement, utilizing AI-driven strategies and tooling to accelerate time-to-close and deal win rates.
  
  
• Drive excellence in onboarding and ramp, utilizing AI-driven personalization and analytics to accelerate time-to-productivity and seller retention.
  
  
• Partner cross-functionally with Sales leadership, Revenue Operations, Product, and Marketing to translate strategy into scalable, AI-enhanced programs that drive pipeline acceleration and conversion.
  
  
• Leverage AI and GTM tech to deliver self-service learning, automate workflows, and surface coaching signals that improve field execution.
  
  
• Build and present executive reporting using AI-powered insights and data visualization to demonstrate enablement’s impact on key metrics.
  
  
• Champion innovation and continuous improvement, maintaining your team’s position at the forefront of enablement technology and best practices.
  
  

Minimum Qualifications 

• 10+ years in Sales, GTM Strategy, or Revenue Enablement, with 3+ years in a senior leadership role
  
  
• Proven track record leading and developing both individual contributors and managers in a high-growth SaaS environment
  
  
• Deep expertise in enterprise B2B sales cycles and sales enablement best practices
  
  
• Demonstrated leadership in integrating AI and automation into enablement programs, with a clear vision for the future of AI-powered sales productivity
  
  
• Strong strategic and operational skills, able to navigate complexity and simplify execution with clarity and focus
  
  
• Exceptional communicator and influencer with executive presence and stakeholder management experience
  
  
• Passionate about building future-ready teams that thrive on innovation, data, and technology
  
  

Preferred Qualifications 

• Familiarity with MEDDICC, Command of the Message, and/or Challenger methodologies
  
  
• Experience enabling technical or product-led sales teams
  
  
• Prior experience supporting international sales organizations
  
  

Pendo Description:

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. You will gain experience in a diverse and exciting set of technologies and clients and have a real impact on Pendo's future. Our culture is passionate, dynamic, and fun.

 

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 accommodation(s) 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.

 

Compensation 

Our salary ranges are based on paying competitively for our size and industry, and are one part of many compensation, benefits and other reward opportunities we provide.

The expected base salary range for this role in the following locations is: 

Raleigh, NC - $162,200 - $210,000

 

Individual pay rate decisions, including offers made within and over the expected salary range, are based on a number of factors, including qualifications for the role, experience level, skillset, and balancing internal equity relative to peers at the company.