Account Director Enterprise Sales

Team Description

The Enterprise Sales team at Pendo is a high-performance group of strategic orchestrators dedicated to helping the world’s largest organizations transform their digital experiences. We operate in a fast-paced, "win-as-a-team" environment where we act as the "Internal QB," collaborating across Solutions Engineering, Customer Success, and Executive leadership to create new categories and drive massive business value. We are metrics-driven, rigorous in our methodology, and committed to a winner-take-all market strategy.

Role Responsibilities

• Act as the "Internal QB," leading a cross-functional ecosystem (SE, CSM, Legal, Product, and Execs) to navigate complex 6–10 stakeholder deals.
• Build and maintain deep relationships across the C-Suite, IT, and Lines of Business within organizations of 1500 employees.
• Drive value-based sales cycles that focus on category creation and digital transformation rather than traditional "rip-and-replace" strategies.
• 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, without reliance on partners or channels.
• Champion AI proficiency by actively utilizing and advocating for AI tools to enhance sales productivity, craft, and customer insights.
• Prioritize high-impact activities and make high-quality, timely decisions to drive results in an ambiguous environment.
  
  

Minimum Qualifications

• 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.
• Embrace the mindset that "PG is a way of life," consistently generating a high-quality pipeline independently without over-reliance on partners or inbound channels.
• SE experience leading an internal "deal team" (SE, Legal, CS, Execs) to win large-scale enterprise contracts.
• Must demonstrate AI curiosity and a high level of proficiency in using AI tools to improve sales efficiency and customer engagement.
  
  

Preferred Qualifications

• 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.
  
  

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.

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 impact 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: accommodation@pendo.io. 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 OTE salary range for this role in the following locations is:

(OTE with a Split of 50/50)

Remote - $280K -$320K OTE

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.