Pendo
Account Director, Commercial Sales (Mid Market - Net New + Existing) Raleigh, NC
Pendo, Raleigh, North Carolina, United States, 27601
Overview
Pendo is seeking a motivated, driven, and dynamic Individual to join our Mid Market team as an Account Director on our Commercial Sales segment. The role focuses on renewals as a core growth driver, while also identifying and landing new opportunities to expand our customer base. This dual focus contributes to customer satisfaction and new business growth. Your primary responsibilities 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. 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 pivotal moments to solidify trust, strengthen partnerships, celebrate shared successes, and lay the groundwork for growth. You’ll contribute to Pendo’s core objectives and revenue goals through expanding existing relationships or landing new ones. Success in this role requires a strong balance of consultative selling, strategic prospecting, and pipeline execution. You’ll demonstrate exceptional organizational skills, forecast accuracy, and a proactive, customer-centric mindset to manage opportunities and close deals. This quota-carrying position offers the opportunity to 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, GTM strategy, and best practices for pricing, negotiating, and closing renewals and expansions. Analyze Customer Accounts: Research contract details, purchasing history, and usage data to craft timely renewal and expansion proposals for assigned accounts. Own the Sales Pipeline: Manage and maintain a strong opportunity pipeline with accurate forecasting and timely updates to leadership. Drive Revenue Growth: Achieve quarterly and annual targets for bookings, renewals, expansions, and related metrics; increase penetration in assigned accounts through cross-sell and upsell. Lead Strategic Account Planning: Conduct regular account reviews to identify growth opportunities and align with customer goals. Run and Close Deals: Manage the full sales cycle from opportunity creation and quotes to PO processing and deal closure. Resolve Customer Challenges: Address and resolve customer challenges to maintain high satisfaction and retention. Collaborate for Success: Partner with technical, Customer Success, and product teams to tailor renewal and expansion strategies; engage cross-functional teams as needed. Identify Upsell Opportunities: Recognize when additional technical or business help is needed to uncover and secure 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 in an Account Executive or related role involving direct customer engagement and relationship management. Proven experience managing Mid Market accounts with the ability to build and maintain executive-level relationships. Strong contract negotiation skills, including multi-year agreements. Exceptional communication and presentation skills tailored for executive audiences with effective influence. Experience in territory planning and researching customer value propositions to develop strategic account plans. Successful track record in technology sales within a subscription-based model, with consistent target achievement. Excellence in sales pipeline management and CRM tools, particularly Salesforce.com and Clari. Bachelor’s degree or equivalent professional experience. Preferred Qualifications Empathetic, creative problem-solving approach Excellent interpersonal skills with ability to handle conflict Self-motivated, proactive, energetic team player Active interest in increasing customer happiness and deepening relationships Strong time and process management to ensure nothing slips through the cracks Commitment to refining skills in a dynamic environment Pendo was founded in 2013 by former product managers who aimed to build a better way to understand and drive product success. Our mission is to improve society’s experience with software. Join one of the fastest-growing startups, supported by best-in-class institutions. You will gain experience across diverse 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 that diverse teams with varied backgrounds, experiences, abilities, and perspectives are key to our success. Accessibility
Pendo is committed to providing access and reasonable accommodations to applicants with disabilities. If you require an accommodation, please email accommodation@pendo.io. All requests are treated discreetly and confidentially as permitted by law. Compensation
Our salary ranges are competitive for our size and industry, and are one part of a comprehensive compensation and benefits package. The expected salary range for this role in Raleigh, NC is 212,000 - 240,000 OTE (50/50 split). Individual pay decisions are based on factors including qualifications, experience, skills, and internal equity.
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Pendo is seeking a motivated, driven, and dynamic Individual to join our Mid Market team as an Account Director on our Commercial Sales segment. The role focuses on renewals as a core growth driver, while also identifying and landing new opportunities to expand our customer base. This dual focus contributes to customer satisfaction and new business growth. Your primary responsibilities 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. 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 pivotal moments to solidify trust, strengthen partnerships, celebrate shared successes, and lay the groundwork for growth. You’ll contribute to Pendo’s core objectives and revenue goals through expanding existing relationships or landing new ones. Success in this role requires a strong balance of consultative selling, strategic prospecting, and pipeline execution. You’ll demonstrate exceptional organizational skills, forecast accuracy, and a proactive, customer-centric mindset to manage opportunities and close deals. This quota-carrying position offers the opportunity to 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, GTM strategy, and best practices for pricing, negotiating, and closing renewals and expansions. Analyze Customer Accounts: Research contract details, purchasing history, and usage data to craft timely renewal and expansion proposals for assigned accounts. Own the Sales Pipeline: Manage and maintain a strong opportunity pipeline with accurate forecasting and timely updates to leadership. Drive Revenue Growth: Achieve quarterly and annual targets for bookings, renewals, expansions, and related metrics; increase penetration in assigned accounts through cross-sell and upsell. Lead Strategic Account Planning: Conduct regular account reviews to identify growth opportunities and align with customer goals. Run and Close Deals: Manage the full sales cycle from opportunity creation and quotes to PO processing and deal closure. Resolve Customer Challenges: Address and resolve customer challenges to maintain high satisfaction and retention. Collaborate for Success: Partner with technical, Customer Success, and product teams to tailor renewal and expansion strategies; engage cross-functional teams as needed. Identify Upsell Opportunities: Recognize when additional technical or business help is needed to uncover and secure 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 in an Account Executive or related role involving direct customer engagement and relationship management. Proven experience managing Mid Market accounts with the ability to build and maintain executive-level relationships. Strong contract negotiation skills, including multi-year agreements. Exceptional communication and presentation skills tailored for executive audiences with effective influence. Experience in territory planning and researching customer value propositions to develop strategic account plans. Successful track record in technology sales within a subscription-based model, with consistent target achievement. Excellence in sales pipeline management and CRM tools, particularly Salesforce.com and Clari. Bachelor’s degree or equivalent professional experience. Preferred Qualifications Empathetic, creative problem-solving approach Excellent interpersonal skills with ability to handle conflict Self-motivated, proactive, energetic team player Active interest in increasing customer happiness and deepening relationships Strong time and process management to ensure nothing slips through the cracks Commitment to refining skills in a dynamic environment Pendo was founded in 2013 by former product managers who aimed to build a better way to understand and drive product success. Our mission is to improve society’s experience with software. Join one of the fastest-growing startups, supported by best-in-class institutions. You will gain experience across diverse 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 that diverse teams with varied backgrounds, experiences, abilities, and perspectives are key to our success. Accessibility
Pendo is committed to providing access and reasonable accommodations to applicants with disabilities. If you require an accommodation, please email accommodation@pendo.io. All requests are treated discreetly and confidentially as permitted by law. Compensation
Our salary ranges are competitive for our size and industry, and are one part of a comprehensive compensation and benefits package. The expected salary range for this role in Raleigh, NC is 212,000 - 240,000 OTE (50/50 split). Individual pay decisions are based on factors including qualifications, experience, skills, and internal equity.
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