Commercial Sales Account Director, Pendo

• Pendo is seeking a motivated, driven, and dynamic individual to join our team as an Account Executive on our Mid Market team
• Success in this role requires a strong balance of consultative selling, strategic prospecting, and pipeline execution
• You’ll need to demonstrate exceptional organizational skills, forecast accuracy, and a proactive, customer-centric mindset to effectively manage opportunities and close deals
• 5+ years of experience in an Account Executive or related role (e.g., growth, retention, or sales) involving direct customer engagement and relationship management
• Proven experience managing Mid Market accounts, with a demonstrated ability to build and maintain relationships at the executive level
• Strong contract negotiation skills, including expertise in structuring and closing multi-year agreements
• Exceptional communication and presentation skills tailored for executive audiences, with the ability to influence decision-makers effectively
• Experience in territory planning and researching customer value propositions to develop strategic account plans
• Successful track record in technology sales within a subscription-based business model, with consistent achievement of targets
• Excellence in sales pipeline management and CRM tools, particularly Salesforce.com & Clari
• Bachelor’s degree or equivalent professional experience

Desirable

• At Pendo, renewals are a critical component of our growth strategy, and as an Account Executive, you will play a vital role in driving revenue retention while also identifying and landing new opportunities to expand our customer base
• This dual focus allows you to contribute significantly to both customer satisfaction and the acquisition of new business
• Your primary responsibilities will include renewing subscriptions, identifying expansion opportunities within existing accounts, and prospecting for new opportunities
• You will work with customers to demonstrate the value of Pendo’s platform, uncover pain points, and provide solutions to address their needs
• By partnering with internal stakeholders (friends of sales) Customer Success Managers, Finance, Legal, and Leadership, you’ll ensure seamless deal execution and long-term customer success
• Renewals and new opportunities are more than transactions, they're pivotal moments to solidify trust, be better partners, celebrate shared successes, and lay the groundwork for growth
• Whether by expanding existing relationships or landing new ones, you’ll directly contribute to Pendo’s core objectives and revenue goals
• This high-impact, quota-carrying position offers the chance to directly influence Pendo’s growth strategy by driving retention and opening doors to new opportunities
• You'll become a mini-expert on Pendo’s Solutions and Sales Strategy: Develop a deep understanding of Pendo’s product offerings, go-to-market (GTM) strategy, and best practices for pricing, negotiating, and closing renewals and expansions
• Analyze Customer Accounts: Research customer contracts, purchasing history, and usage data to craft timely and accurate renewal and expansion proposals for your assigned accounts
• Own the Sales Pipeline: Manage and maintain a strong opportunity pipeline, ensuring accurate forecasting and timely updates to leadership on progress and challenges
• Drive Revenue Growth: Achieve quarterly and annual targets for bookings, renewals, expansions, and other key sales metrics. Focus on increasing penetration in assigned accounts through cross-sell and upsell opportunities
• Lead Strategic Account Planning: Conduct regular account reviews and planning sessions to identify growth opportunities and ensure alignment with customer goals
• Running and Closing Deals: Handle the entire sales cycle from opportunity creation and quote generation to purchase order (PO) processing and deal closure
• Resolve Customer Challenges: Addressing and helping to resolve any customer challenges, working to maintain high satisfaction and retention
• Collaborate for Success: Partner with technical, customer success, and product teams to develop tailored renewal and expansion strategies. Engage cross-functional teams to address technical or business challenges during the sales process
• Identify Upsell Opportunities: Recognize when technical or business help is needed to uncover and secure additional growth opportunities
• Adapt and Travel as Needed: Be flexible to travel for key customer meetings, events, or strategic engagements as required