Account Executive Commercial Sales (Growth)

Pendo’s Commercial Sales organization drives revenue growth across growth-stage and SMB customer segments. As a Sr. Account Executive, you will own the full customer lifecycle within a primary territory of growth-stage businesses with more than 300 employees, with secondary focus on small to mid-sized businesses. You will serve as the primary point of contact for customers in your book of business, leading net-new acquisition, account management, renewals, expansions, and churn mitigation. This role is based in our Raleigh office.

Responsibilities

Develop product expertise: Build deep understanding of Pendo’s products and how they solve customer challenges; Own the full sales cycle: Manage net-new prospects and current customers from discovery through close; Generate pipeline consistently: Build consistent weekly pipeline generation in partnership with business development; Manage forecast and targets: Own a rolling forecast and maintain clear visibility into pipeline health; Lead value-based discovery: Uncover customer challenges through consultative discovery and align Pendo’s platform to the outcomes customers need; Navigate trials and evaluations: Guide prospects through free trials and proof of concept evaluations; Build customer relationships: Develop executive-level customer relationships while partnering internally to address technical needs; Create account plans: Build and execute account plans that drive net-new opportunities, expansion, and long-term growth; Manage proposals and contracts: Develop and deliver pricing proposals, negotiate contracts, and manage billing questions and renewal transactions with precision; Maintain sales systems: Keep timely and accurate records of activities in Salesforce and other tools across the sales tech stack

Requirements

3+ years of experience in B2B SaaS net-new sales and account management with closing responsibilities; Proven ability to manage a full sales cycle, including renewals and expansions; Demonstrated track record of consistent goal attainment in a quota-carrying sales environment; Experience providing tailored technical product demonstrations to net-new and existing customers; Strong negotiation and contract management skills; Business acumen with an understanding of SaaS metrics and customer value drivers; Competency with sales pipeline management and CRM tools, including Salesforce.com; Excellent communication, organizational, and interpersonal skills; Active use of AI-powered tools and automation in daily workflows to increase efficiency and impact, with the ability to translate emerging AI capabilities into practical business value; Bachelor’s degree or equivalent work experience

Nice to have

Training in MEDDICC and/or Force Management methodologies; Experience managing a territory of SMB and/or emerging market accounts; High emotional intelligence and the ability to resolve conflict with empathy; Ability to multitask and prioritize effectively in a fast-paced environment; Desire to learn and grow within a team-based culture; Self-motivated, proactive approach with strong team orientation; Excellent time and process management skills, with the discipline to ensure nothing slips through the cracks; Commitment to treating work like a craft by continuously honing and refining skills in an ever-changing landscape

Benefits

Highly competitive employer-heavy coverage including $0 premium options; strong 401(k) match; equity; flexible time off