Account Manager, Pendo

• To succeed on our team, you will need strong sales, operations, and analytical skills, as well as determination and discipline to lead, forecast, and execute on your pipeline and book of business strategy with high efficiency
• 1+ years experience in an Account Management position or related function (e.g. growth and retention) that includes direct customer interaction
• Strong contract negotiation skills with the ability to discuss and close multi-year deals
• Excellent executive level communication and presentation skills
• Experience territory planning and researching customer value prop
• Technology sales experience in a subscription model environment, with a proven track record
• Competency with sales pipeline management and CRM tools, including salesforce.com
• Bachelor’s degree or equivalent work experience

Desirable

• As SMB Account Manager, you will be an integral part of driving performance in our company’s business strategy by focusing on renewing and growing our relationships with customers and ensuring they have the subscription they need to achieve positive business outcomes
• A renewal serves as an incredibly important breakthrough moment to celebrate and reflect on the past while also planning for the future
• You will partner with customers and multiple internal stakeholders (e.g., Account Executives, Customer Success Managers, Finance, Legal, etc.) to ensure value is realized and that our customers are set up for continued success with their subscription
• This is a quota carrying position
• Autonomously manage your book of SMB customers
• Develop deep expertise and understanding of Pendo’s products, GTM strategy, and standards for pricing and negotiating renewals and expansion
• Research customer contracts and purchasing history in order to build timely and accurate quotes for renewals within your book of business
• Consistent weekly pipeline generation within your book of business
• Manage your opportunity pipeline from week to week, providing accurate and timely forecasts to management
• Attain quarterly targets for bookings in your book of business, on-time renewals, and overall critical renewal and expansion metrics
• Increase penetration in your book of business through existing product portfolio and new offers
• Participate in account reviews and planning
• Demonstrate the Pendo products in the platform to your customers
• Navigate a customer through PoC’s, PoT’s and free trialOwn the negotiation and manage the transaction process from quote through PO
• Handle billing disputes and questions
• Identify when technical guidance might be needed to secure a renewal
• Understand customer procurement process
• Work cross-functionally to develop renewal and expansion strategy and execution plans