Pendo is hiring an Account Director for Enterprise Sales to drive category creation and digital transformation within large organizations across the Midwest. You will lead complex, multi-stakeholder deals and build strategic, long-term account plans as part of our mission to improve society's experience with software.

What You'll Do

Act as the 'Internal QB,' leading a cross-functional ecosystem of Solutions Engineering, Customer Success, Legal, Product, and Executives to navigate complex deals with 6–10+ stakeholders.
Build and maintain deep relationships across the C-Suite, IT, and Lines of Business within organizations of 1500+ employees.
Drive value-based sales cycles focused on category creation and digital transformation.
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.
Champion AI proficiency by actively utilizing and advocating for AI tools to enhance sales productivity and customer insights.
Prioritize high-impact activities and make high-quality, timely decisions in an ambiguous environment.

What We're Looking For

A 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.
The mindset of consistently generating a high-quality pipeline independently without over-reliance on partners or inbound channels.
Experience leading an internal 'deal team' (Solutions Engineering, Legal, Customer Success, Execs) to win large-scale enterprise contracts.
AI curiosity and a high level of proficiency in using AI tools to improve sales efficiency and customer engagement.

Nice to Have

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.

Team & Environment

This role is part of the high-performance Enterprise Sales team, collaborating across Solutions Engineering, Customer Success, and Executive leadership.