Field Acceleration Lead

The Revenue Acceleration team at Pendo empowers our Go-To-Market (GTM) organization to perform at its best and drive sustainable revenue growth. We design and deliver programs that enhance skills, sharpen execution, and align field teams to a shared operating rhythm. Working closely with Sales, Marketing, Product, and RevOps, we ensure every seller and manager is equipped to engage customers successfully, tell compelling value stories, and consistently execute against our growth objectives.

We are seeking a Field Acceleration Lead to help scale a world-class sales organization across all segments from BDR through Enterprise. This individual contributor will work directly with Sales Leadership to design and deliver a repeatable enablement motion that elevates performance, develops talent, and builds consistency in execution across teams and geographies.

This is a high-impact, field-facing individual contributor role with solid visibility across senior leadership and key business partners. Your mission: to drive measurable improvement in field productivity, sales effectiveness, and revenue outcomes by ensuring every customer-facing team member has the skills, tools, and coaching to win.

 

Role Responsibilities

• Own the end-to-end enablement strategy for all sales segments (BDR through Enterprise), ensuring continuous development, field reinforcement, and alignment to a unified GTM framework.
  
  
• Build and deliver scalable learning and development programs, live enablement sessions, skill accelerators, and deal-based workshops that elevate execution consistency, accelerate performance, and strengthen selling acumen.
  
  
• Customize enablement content for diverse audiences (BDR, Commercial, Mid-Market, Enterprise) while reinforcing core capabilities such as multi-threading, discovery, executive engagement, value-based storytelling, and opportunity management.
  
  
• Partner with front-line leaders to enhance coaching, inspection, and forecast discipline using MEDDPICC and other sales methodologies.
  
  
• Collaborate with Product, Marketing, and RevOps to create and deliver content, tools, and plays that drive value-based selling aligned to company priorities.
  
  
• Partner with the BDR organization to refine top-of-funnel strategies, messaging, and qualification processes that seamlessly connect to the broader sales cycle.
  
  
• Serve as a strategic connector between the field and the business, ensuring enablement programs directly impact revenue outcomes and GTM strategy.
  
  
• Foster a culture of continuous improvement by establishing KPIs tied to ramp time, win rates, pipeline coverage, forecast accuracy, and overall productivity using Salesforce, Clari, and BI tools; leading QBRs, readiness checkpoints, and field feedback loops.
  
  
• Analyze performance data to identify skill gaps and continuously refine programs based on insights and field feedback.
  
  

Minimum Qualifications

• 8 years of experience in Sales Enablement, Sales Leadership, or Field Readiness within a B2B SaaS environment.
  
  
• Proven background in customer-facing sales or enablement roles supporting diverse segments from BDR to Enterprise.
  
  
• Deep knowledge of sales processes and methodologies such as MEDDPICC, Challenger, or Command of the Message.
  
  
• Strong communication, facilitation, and coaching skills with the ability to translate frameworks into actionable field execution.
  
  
• Demonstrated success building scalable enablement programs that drive measurable improvement in sales effectiveness and productivity.
  
  

Preferred Qualifications

• Experience designing enablement programs that align with complex go-to-market strategies across multiple geographies or segments.
  
  
• Track record of collaborating cross-functionally with Sales, Marketing, Product, and RevOps to deliver business-aligned programs.
  
  
• Data-driven mindset with experience using performance analytics to inform enablement strategy and measure impact.
  
  
• Strategic thinker with an operator’s mindset - comfortable balancing high-level planning with hands-on field execution.
  
  
• Passion for driving sales excellence and developing talent within a high-growth SaaS organization.

 

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.

 

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