Pendo is hiring an Account Director to join our Commercial Sales organization. You will drive net-new revenue growth and retention within our Mid-Market segment. This role involves identifying and closing new opportunities while managing and expanding a portfolio of existing accounts.
What You'll Do
- Prospect, land, and expand: Identify and engage new accounts and stakeholders to drive net-new revenue, growing Pendo’s existing footprint.
- Drive product-led deals from start to finish: Own the full sales cycle, from prospecting and solution presentations to quoting, negotiation, and closing.
- Manage renewals and expansion: Leverage customer data, contracts, and business goals to drive renewals, retention, and upsell opportunities.
- Conduct strategic account planning: Conduct regular account reviews to align with customer goals and identify growth opportunities.
- Collaborate cross-functionally: Work with technical, product, customer success, professional services, and marketing teams to tackle challenges and provide custom solutions.
- Manage pipeline and forecast: Maintain a healthy pipeline with accurate forecasts, providing leadership with timely updates and achieving against quota targets.
- Build prospect and customer advocacy: Build strong executive relationships, address challenges proactively, and ensure strong partnership with prospects and clients.
- Develop product expertise: Build deep knowledge of Pendo’s products to serve as a trusted advisor to your accounts.
What We're Looking For
- 5+ years of experience in B2B SaaS or complex technology sales in a full-cycle, quota-carrying role spanning Account Executive/Account Director and Account Management responsibilities.
- Proven success driving new business and account expansion within the Mid-Market segment.
- Demonstrated ability to build and maintain executive-level relationships across technical and business stakeholders.
- Strong negotiation and deal management skills, including structuring multi-year agreements.
- Consistent track record of meeting or exceeding revenue targets in product-led, subscription-based sales environments.
- Skilled in prospecting, pipeline management and forecasting, with proficiency in CRM tools.
- Bachelor’s degree or equivalent professional experience.
Nice to Have
- An entrepreneurial mindset, with the ability to drive creative prospecting strategies and problem-solve with a growth mentality.
- Exceptional interpersonal and executive communication skills.
- Commitment to deepening prospect and customer relationships, driving production adoption and value.
- Continuous learner who refines sales skills to adapt in a dynamic market.
- Willingness to adopt AI and leverage AI tools as we expand our AI capabilities as a company and team.
Technical Stack
- Salesforce
- Clari
Team & Environment
You will be part of the Commercial Sales organization, focusing specifically on the Mid-Market segment.
Benefits & Compensation
- Compensation: $180,000 - $250,000 OTE (50/50 split between base salary and commission).
We are an equal opportunity employer and believe having diverse teams where everyone brings their whole self to Pendo is key to our success. We welcome all people of different backgrounds, experiences, abilities and perspectives.
