Account Manager, Pendo
£100-120k
OTE
Digital adoption and product experience solutions
Be an early applicant
Digital adoption and product experience solutions
501-1000 employees
Be an early applicant
£100-120k
OTE
501-1000 employees
Company mission
To elevate the world's experiences with software.
Role
Who you are
- 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
- Minimum 2 years experience in a Renewal Specialist position or similar/related function (e.g. Technology Inside Sales, Sales Operations, Services Renewals) that includes direct customer interaction. Bachelor’s degree or equivalent in a numerate, technical or business discipline
- Ability to build and manage your opportunity pipeline to a healthy coverage to be able to hit target
- Technology sales experience in a subscription model environment, with a proven track record
- Excellent interpersonal skills with the ability to handle conflict
- Competency with sales pipeline management and CRM tools, including salesforce.com
- Strong negotiation skills, ability to discuss and close multi-year deals
- Excellent executive level communication and presentation skills
- Strong collaboration skills to plan account strategies and penetration with the Customer Success team
- Approaches work with empathy and a creative, problem-solving mindset
- Self-motivated, proactive, energetic team player
- Takes an active interest in increasing customer happiness and deepening customer relationships
- Extraordinary time and process management skills, ensuring nothing slips through the cracks
What the job involves
- Pendo is seeking a driven, and dynamic individual who really leans, in to join our Account Management team in EMEA
- At Pendo, we have a maniacal focus on the customer and their growth and retention is at the heart of our success as a company
- As an Account Manager, you will be an integral part to drive performance in our company’s business strategy by focusing on retaining and growing your customer base
- A renewal serves as an incredibly important breakthrough moment to celebrate and reflect on the past while most importantly planning for the future
- You will partner with customers and multiple internal stakeholders (e.g. Customer Success Managers, Technical Support, Services, Product, Finance, Legal, etc.) to ensure value is realised and that our customers are set up for continued success and growth with their subscription
- This is a quota carrying position
- Autonomously manage your book of commercial customers
- Work cross-functionally to develop growth and renewal strategy and execution plans
- Increase penetration in your book of business through existing product portfolio and new offers
- Build and manage your opportunity pipeline week on week and provide reliable and timely forecasts to management
- Research customer contracts and purchasing history in order to build timely, accurate quotes for renewals within your book of business
- Develop deep expertise and understanding of Pendo’s products, upselling options, GTM strategy, and standards for pricing and negotiation of expansions and renewals
- Attain quarterly targets for bookings in your book of business, on-time renewals, and overall critical renewal and expansion metrics
- Demonstrate the Pendo products in the platform to your customers
- Navigate a customer through PoC’s, PoT’s and free trial
- Negotiate expansions and renewals
- Manage any operational transaction and any potential escalations related to any deal to close, commercial impact and legal or billing elements across your book of business
- Participate in account reviews and own partnership growth planning
- Record and document all sales activities in according systems (eg. SalesForce.com)
- Identify when technical guidance might be needed and bring in the right teams to secure
Salary benchmarks
Our take
Developing a new software application is a complex process, often fraught with challenges such as bugs and user dissatisfaction, Without a standardized 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 analyze 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
Few candidates hear
back within 2 weeks
-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 values
- Respect our lives outside of work: We bring our whole selves to work and celebrate what makes each other unique
- Be direct and transparent: As individuals we are timely, candid, and respectful in providing feedback—even when it’s hard to do so
- Maniacal focus on the customer: If there’s an opportunity to improve the customer experience, we do it
- Bias to act: We take initiative to get things done, collaborate, and go above and beyond the call of duty
- Show me the data: No matter what the decision, data should be the primary input for decision making
- Act like owners:We use good judgement in our actions and decisions, and implicitly have the trust from our colleagues to be able to do so
- Win together: We succeed together and challenge each other to grow. We collaborate and support one another as a team
Company HQ
Downtown, Raleigh, NC
Articles
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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