Account Director, Pendo
Enterprise Sales, Southern California
$280-320k
OTE
OTE is a 50/50 split
Digital adoption and product experience solutions
Be an early applicant
Digital adoption and product experience solutions
501-1000 employees
Be an early applicant
$280-320k
OTE
OTE is a 50/50 split
501-1000 employees
Company mission
To elevate the world's experiences with software.
Role
Who you are
- Proven track record of success in enterprise software sales (SaaS/Application) selling into organizations with 1500+ employees
- Deep, rigorous experience using MEDDPICC and/or Force Management to manage complex, multi-threaded sales cycles
- Embrace the mindset that "PG is a way of life," consistently generating a high-quality pipeline independently without over-reliance on partners or inbound channels
- SE experience leading an internal "deal team" (SE, Legal, CS, Execs) to win large-scale enterprise contracts
- Must demonstrate AI curiosity and a high level of proficiency in using AI tools to improve sales efficiency and customer engagement
Desirable
- Experience working in an early-stage or late-stage startup environment where you have navigated ambiguity and built your own "playbook"
- A history of successfully selling "new-to-world" technologies where you had to define the market and value proposition
- A documented history of over-indexing on "Grit" and overcoming significant adversity in professional or personal pursuits
- Demonstrated ability to mentor peers and act as a teammate who "Hones the Craft" of the entire sales organization
What the job involves
- The Enterprise Sales team at Pendo is a high-performance group of strategic orchestrators dedicated to helping the world’s largest organizations transform their digital experiences
- We operate in a fast-paced, "win-as-a-team" environment where we act as the "Internal QB," collaborating across Solutions Engineering, Customer Success, and Executive leadership to create new categories and drive massive business value
- We are metrics-driven, rigorous in our methodology, and committed to a winner-take-all market strategy
- Act as the "Internal QB," leading a cross-functional ecosystem (SE, CSM, Legal, Product, and Execs) to navigate complex 6–10+ stakeholder deals
- Build and maintain deep relationships across the C-Suite, IT, and Lines of Business within organizations of 1500+ employees
- Drive value-based sales cycles that focus on category creation and digital transformation rather than traditional "rip-and-replace" strategies
- Apply MEDDPICC and Force Management frameworks with discipline to ensure forecast accuracy and deal velocity
- Develop and execute 2–3 year account strategies to expand Pendo’s footprint and deliver long-term customer outcomes
- Demonstrate a "Bias to Act" by consistently generating a high-quality pipeline independently, without reliance on partners or channels
- Champion AI proficiency by actively utilizing and advocating for AI tools to enhance sales productivity, craft, and customer insights
- Prioritize high-impact activities and make high-quality, timely decisions to drive results in an ambiguous environment
Our take
Developing a new software application is a complex process, often fraught with challenges such as bugs and user dissatisfaction. Without a standardised system for feedback, developers may struggle to identify and address issues effectively, relying solely on dissatisfied emails from customers.
Pendo offers a digital platform designed to analyse user experiences, gather bug reports, and engage with consumers to ensure customer retention. With a suite of tools including product journey analytics, surveys, and user feedback, Pendo empowers developers to enhance software usability and resolve issues efficiently.
Amidst a competitive software landscape, Pendo has demonstrated significant growth in 2022, boasting a 40% increase in customers paying over $100,000 annually and securing 17 new Fortune 500 clients. Despite navigating global economic uncertainty with a renewed focus on fiscal efficiency, Pendo remains steadfast in its goal of achieving an IPO in 2024.
Freddie
Company Specialist at Welcome to the Jungle
Insights
-19% employee growth in 12 months
Company
Funding (last 2 of 9 rounds)
Nov 2021
$110m
GROWTH EQUITY VC
Jul 2021
$150m
SERIES F
Total funding: $468.3m
Company benefits
- Happier workdays: Add a little fun to your work day with Pendo board game night, team karaoke, ping pong, weekly catered lunch, or a local brew on our rooftop deck
- Health and wellness benefits: Generous health and wellness plans designed to meet the needs of you and your family, including medical, dental, vision, and mental health benefits
- Paid parental leave: Up to 16 weeks of paid parental leave, and a flexible schedule upon your return to help you make the most of those special moments
- Learning and development: In-house management development classes, guest speaker lunch and learns, and select conferences help keep talent sharp
- Flexible work hours and PTO: Enjoy the benefits of a flexible time off policy, flexible work hours, and paid parental leave
- Global offices: Work across the globe in the cities that we love: Raleigh, San Francisco, New York, Herzliya, Tokyo, Sydney, London, and Sheffield
Company HQ
Downtown, Raleigh, NC
Leadership
Todd Olson
(CEO)Todd studied at Carnegie Mellon before spending 7 years as an MBNA Developer and co-founding Cerebellum. After 5 years, they served as VP of Product Development at TogetherSoft and worked at Borland and 6th Sense Software. They left their role of 4 years at Rally Software Development to found Pendo.io in January 2014.
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