Field Acceleration Lead at Pendo

Raleigh, North Carolina, United States

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Not SpecifiedCompensation

Senior (5 to 8 years), Expert & Leadership (9+ years)Experience Level

Full TimeJob Type

UnknownVisa

Technology, SaaSIndustries

Requirements

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
Experience designing enablement programs that align with complex go-to-market strategies across multiple geographies or segments (preferred)
Track record of collaborating cross-functionally with Sales, Marketing, Product, and RevOps to deliver business-aligned programs (preferred)
Data-driven mindset with experience using performance analytics to inform enablement strategy and measure impact (preferred)
Strategic thinker with an operator’s mindset - comfortable balancing high-level planning with hands-on field execution (preferred)

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

Skills

Key technologies and capabilities for this role

Sales EnablementLearning and DevelopmentMEDDPICCMulti-threadingDiscoveryExecutive EngagementValue-based StorytellingOpportunity ManagementCoachingForecasting

Questions & Answers

Common questions about this position

What experience is required for the Field Acceleration Lead role?

Candidates need 8 years of experience in Sales Enablement, Sales Leadership, or Field Readiness within a B2B SaaS environment.

Is this a remote position or does it require office work?

This information is not specified in the job description.

What is the salary or compensation for this role?

This information is not specified in the job description.

What sales methodologies or tools are used in this role?

The role involves using MEDDPICC and other sales methodologies, along with tools like Salesforce, Clari, and BI tools.

What makes a strong candidate for this position?

A strong candidate has 8+ years in Sales Enablement, Sales Leadership, or Field Readiness in B2B SaaS, with expertise in designing scalable enablement programs, sales methodologies like MEDDPICC, and analyzing performance data across sales segments.

Pendo

Enhances product experience and digital adoption

About Pendo

Pendo enhances digital products by providing solutions for product experience and digital adoption. Its platform integrates with clients' existing software, offering tools for in-app messaging, user analytics, and feedback collection. This allows businesses to understand user behavior and improve their products based on data-driven insights. Pendo primarily serves software companies, tech startups, and enterprises in the SaaS sector, charging subscription fees for access to its services. Unlike competitors, Pendo focuses specifically on user engagement and experience, helping clients guide users through new features and updates. The goal is to help businesses meet user expectations and achieve growth in a competitive market.

Raleigh, North CarolinaHeadquarters

2013Year Founded

$455.5MTotal Funding

GROWTH_EQUITY_VCCompany Stage

Data & Analytics, Enterprise SoftwareIndustries

501-1,000Employees

Benefits

Remote Work Options

Professional Development Budget

Risks

Increased competition from AI-driven platforms could threaten Pendo's market share.

Rapid AI innovation may outpace Pendo's integration capabilities, risking competitive edge loss.

Integration risks from Zelta AI acquisition could disrupt Pendo's operations if mismanaged.

Differentiation

Pendo integrates seamlessly with existing products, enhancing user engagement and feedback collection.

The platform offers in-app messaging, user analytics, and feedback tools for product improvement.

Pendo's AI-driven insights provide a comprehensive view of user behavior and product performance.

Upsides

Pendo's acquisition of Zelta AI enhances its AI capabilities for customer feedback analysis.

Partnership with Google Cloud's Vertex AI boosts product discovery and user personalization.

Pendo's $200 million ARR and customer growth highlight its strong market position.

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