Account Executive Commercial Sales (SMB)

Pendo is seeking a motivated, strategic Account Executive to join our growing Commercial Sales organization in a full-cycle role, responsible for both net-new and existing business. You will own the full customer lifecycle within a territory of small-to-midsize (SMB) businesses (<300 FTEs), leading prospecting, new customer acquisition, account management, renewals, expansions, and churn mitigation. This role combines the responsibilities of both Account Executive and Account Manager, creating a single point of accountability for revenue growth and acceleration across the customer journey. You will serve as the primary point of contact for customers in your book of business. To ensure success, you can expect to work with Customer Success, Solutions Engineering, Legal, and Finance to ensure long-term customer value while achieving quarterly sales and retention targets.

This opportunity is ideal for a consultative seller with who takes ownership and enjoys managing a full book of business and relationships. If you are energized by working in an innovative, results-focused environment, this could be for you.

Role Responsibilities

• Develop deep expertise and understanding of Pendo’s products
• Own the full sales cycle for net new prospects and current customers from discovery through close, leading expansion and renewal strategies within your book of business
• Building consistent weekly pipeline generation in collaboration with business development
• Manage a rolling forecast and consistently hit pipeline creation and bookings targets
• Lead value-based discovery to uncover customer challenges and align Pendo's platform as the solution
• Navigate free trials and proof of concept evaluations with prospects
• Build executive-level customer relationships while partnering internally to address technical needs and deliver value realization
• Create and execute account plans that drive net new, expansion opportunities and long-term growth
• Develop and deliver pricing proposals and negotiate contracts, managing billing questions and renewal transactions with precision
• Maintain timely and accurate records of activities in Salesforce and other tools in our sales tech stack
  
  

Minimum Qualifications

• Actively leverages AI-powered tools and automation in daily workflows to increase efficiency and impact. Maintains a strong understanding of the rapidly evolving AI landscape and translates emerging capabilities into practical business advantage
• 1 year 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
• Experience providing tailored technical product demonstrations to net new and existing customers
• Strong negotiation and contract management skills
• Demonstrated track record of consistent goal attainment
• 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
• Bachelor’s degree or equivalent work experience
  
  

Preferred Qualifications

• Training in MEDDICC and/or Force Management methodologies
• Experience managing a territory of SMB and/or emerging market accounts
• High emotional intelligence (EQ) and 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 team player
• Excellent 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 by leveraging the power of AI. 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 accommodation(s) 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 Raleigh, NC is $115,000 - $140,000 (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.