Account Director

Account Director Commercial Sales

Pendo is seeking a motivated, driven, and dynamic individual to join our team as an Account Executive on our Mid Market team. At Pendo, renewals are a critical component of our growth strategy, and as an Account Executive, you will play a vital role in driving revenue retention while also identifying and landing new opportunities to expand our customer base. This dual focus allows you to contribute significantly to both customer satisfaction and the acquisition of new business.

Your primary responsibilities will include renewing subscriptions, identifying expansion opportunities within existing accounts, and prospecting for new opportunities. You will work with customers to demonstrate the value of Pendo's platform, uncover pain points, and provide solutions to address their needs. By partnering with internal stakeholders (friends of sales) Customer Success Managers, Finance, Legal, and Leadership, you'll ensure seamless deal execution and long-term customer success.

Renewals and new opportunities are more than transactions, they're pivotal moments to solidify trust, be better partners, celebrate shared successes, and lay the groundwork for growth. Whether by expanding existing relationships or landing new ones, you'll directly contribute to Pendo's core objectives and revenue goals.

Success in this role requires a strong balance of consultative selling, strategic prospecting, and pipeline execution. You'll need to demonstrate exceptional organizational skills, forecast accuracy, and a proactive, customer-centric mindset to effectively manage opportunities and close deals.

This high-impact, quota-carrying position offers the chance to directly influence Pendo's growth strategy by driving retention and opening doors to new opportunities. Join us to help customers unlock their potential with Pendo while shaping the future of our business.

Role Responsibilities

• Become a mini-expert on Pendo's Solutions and Sales Strategy: Develop a deep understanding of Pendo's product offerings, go-to-market (GTM) strategy, and best practices for pricing, negotiating, and closing renewals and expansions.
• Analyze Customer Accounts: Research customer contracts, purchasing history, and usage data to craft timely and accurate renewal and expansion proposals for your assigned accounts.
• Own the Sales Pipeline: Manage and maintain a strong opportunity pipeline, ensuring accurate forecasting and timely updates to leadership on progress and challenges.
• Drive Revenue Growth: Achieve quarterly and annual targets for bookings, renewals, expansions, and other key sales metrics. Focus on increasing penetration in assigned accounts through cross-sell and upsell opportunities.
• Lead Strategic Account Planning: Conduct regular account reviews and planning sessions to identify growth opportunities and ensure alignment with customer goals.
• Running and Closing Deals: Handle the entire sales cycle from opportunity creation and quote generation to purchase order (PO) processing and deal closure.
• Resolve Customer Challenges: Addressing and helping to resolve any customer challenges, working to maintain high satisfaction and retention.
• Collaborate for Success: Partner with technical, customer success, and product teams to develop tailored renewal and expansion strategies. Engage cross-functional teams to address technical or business challenges during the sales process.
• Identify Upsell Opportunities: Recognize when technical or business help is needed to uncover and secure additional growth opportunities.
• Adapt and Travel as Needed: Be flexible to travel for key customer meetings, events, or strategic engagements as required.

Minimum Qualifications

• 5+ years of experience in an Account Executive or related role (e.g., growth, retention, or sales) involving direct customer engagement and relationship management.
• Proven experience managing Mid Market accounts, with a demonstrated ability to build and maintain relationships at the executive level.
• Strong contract negotiation skills, including expertise in structuring and closing multi-year agreements.
• Exceptional communication and presentation skills tailored for executive audiences, with the ability to influence decision-makers effectively.
• Experience in territory planning and researching customer value propositions to develop strategic account plans.
• Successful track record in technology sales within a subscription-based business model, with consistent achievement of targets.
• Excellence in sales pipeline management and CRM tools, particularly Salesforce.com & Clari
• Bachelor's degree or equivalent professional experience.

Preferred Qualifications

• Approaches work with empathy and a creative, problem-solving mindset
• Excellent interpersonal skills with the ability to handle conflict
• 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
• Treats work like a craft, constantly honing and refining skills to adapt to an ever-changing landscape

Pendo Description:

Pendo was founded in 2013 by former product managers, who combined their heads and hearts to build something they wanted but never had as product managers -- a simple way to understand and attack what truly drives product success. Our mission is to improve society's experience with software.

Come join one of the fastest-growing startups, supported by best-in-class institutions like Battery Ventures, Salesforce Ventures, Spark Capital and Meritech. You will gain experience in a diverse and exciting set of technologies and clients and have a real impact on Pendo's future. Our culture is passionate, dynamic, and fun.

EEOC

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.

Accessibility

Pendo is committed to working with, and providing access and reasonable accommodation to, applicants with mental and/or physical disabilities. If you think you may require an accommodation for any part of the recruitment process, please send a request to: [email protected]. All requests for accommodations are treated discreetly and confidentially, as practical and permitted by law.

Compensation

Our salary ranges are based on paying competitively for our size and industry, and are one part of many compensation, benefits and other reward opportunities we provide.

The expected salary range for this role is $180,000 - $265,000 OTE (50/50 split)

Individual pay rate decisions, including offers made within and over the expected salary range, are based on a number of factors, including qualifications for the role, experience level, skillset, and balancing internal equity relative to peers at the company.