The opportunity
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…
What you'll do
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.
What they're looking for
- Stakeholder alignment: Run a disciplined intake process for requests from Enterprise and Commercial leadership. Prioritize work by impact and capacity, surface misalignment directly, and drive clear decisions without absorbing ambiguity.
- Team leadership: Lead a team of role architects, a principal technical architect, a GTM readiness lead, and program management. Set operating standards, clarify ownership, and ensure the function builds, measures, and iterates with urgency.
- + 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.
- Deep hands-on fluency with Command of the Message and MEDDPICC fundamentals,: including experience implementing, reinforcing, and scaling the methodology.
