Account Director Commercial Sales (Mid-Market)

The Team The Role

Pendo’s Commercial Sales organization drives growth by helping mid-market customers understand, adopt, and expand the value they get from Pendo’s products. The team partners across Customer Success, Finance, Legal, Product, Professional Services, Marketing, and leadership to support smooth deal execution and long-term customer success.

The Account Director Commercial Sales (Mid-Market) will drive net-new revenue growth, retention, and expansion across a portfolio of mid-market accounts. This role owns the full sales cycle, balancing proactive prospecting, product-led deal execution, renewals, upsell opportunities, and strategic account planning in a quota-carrying environment.

This role is based in our Raleigh office.

What this looks like day-to-day

• Prospecting and expansion: Identify and engage new accounts and stakeholders to drive net-new revenue. Grow Pendo’s footprint within existing accounts through proactive outreach and relationship development.
• Full-cycle sales ownership: Own product-led deals from prospecting through solution presentations, quoting, negotiation, and close. Manage each stage with clear next steps, strong customer alignment, and disciplined deal execution.
• Renewals and upsell: Use customer data, contracts, and business goals to drive renewals, retention, and upsell opportunities. Partner with customers to ensure they continue to realize value from Pendo’s products.
• Strategic account planning: Conduct regular account reviews to understand customer goals and identify growth opportunities. Build account strategies that support long-term adoption, product growth, and commercial success.
• Cross-functional collaboration: Work with technical, product, customer success, professional services, marketing, finance, legal, and leadership teams. Collaborate to address challenges, build custom solutions, and support smooth deal execution.
• Pipeline and forecast management: Maintain a healthy pipeline and accurate forecasts while providing timely updates to leadership. Manage opportunities with discipline and consistently work toward quota targets.
• Customer advocacy: Build strong executive relationships with prospects and customers. Address challenges proactively and serve as a trusted partner throughout the customer lifecycle.
• Product expertise: Develop deep knowledge of Pendo’s products and how they support customer goals. Use that expertise to advise accounts and connect product capabilities to business outcomes.

Who You Are

Beyond the qualifications, we hire through a specific lens. These aren't buzzwords; they're the things we'll actually look for in how you talk about your work.

You're a builder, not a maintainer.

You're most energized when there isn't a clear path yet, and you get to define it. You don't wait for direction; you identify gaps, shape solutions, and drive them forward. At Pendo, great Account Directors don't just follow instructions; they operate as strategic advisors, influencing decisions, guiding stakeholders, and elevating how we work.

You're AI-curious - genuinely.

You're not using AI tools occasionally. You're rewiring how you work around them. You're faster, sharper, and more prolific because of it, and you bring that energy to everything — how you approach your work, how you prep, how you communicate, how you think. We want someone who sees AI as a multiplier, not a shortcut.

Must-haves

• 5 years of experience in B2B SaaS or complex technology sales in a full-cycle, quota-carrying role spanning Account Executive, Account Director, and Account Management responsibilities.
• Proven success driving new business and account expansion within the mid-market segment.
• Demonstrated ability to build and maintain executive-level relationships across technical and business stakeholders.
• Strong negotiation and deal management skills, including experience structuring multi-year agreements.
• Consistent track record of meeting or exceeding revenue targets in product-led, subscription-based sales environments.
• Strong prospecting, pipeline management, and forecasting skills, with proficiency in CRM tools such as Salesforce or Clari.
• Bachelor’s degree or equivalent professional experience.

Nice-to-haves

• Entrepreneurial mindset with the ability to drive creative prospecting strategies and solve problems with a growth mentality.
• Exceptional interpersonal and executive communication skills.
• Commitment to deepening prospect and customer relationships while driving product adoption and value.
• Continuous learner who refines sales skills and adapts in a dynamic market.
• Willingness to adopt AI and leverage AI tools as Pendo expands its AI capabilities as a company and team.

About Pendo

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.

Pendo Core Values: Bias to Act, Hone Your Craft, The Team is Pendo, and Maniacal Focus.

Location: Pendo is a hybrid culture. In-office 3 days per week unless designated remote.

Compensation: The expected on-target-earnings (OTE) range for this role to be performed in Raleigh, NC is $180,000 - $250,000 OTE with a 50/50 base-to-variable split.

Benefits: Highly competitive, employer-heavy coverage including $0 premium options, strong 401(k) match, equity, and flexible time off.

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.