Job description

The Team + The Role Pendo’s Commercial Sales organization drives revenue growth across growth-stage and SMB customer segments. The team helps customers understand, adopt, and expand the value they get from Pendo while creating a consistent revenue motion across prospecting, acquisition, account management, renewals, expansions, and retention. This work matters because it connects customer outcomes directly to Pendo’s long-term growth. 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. You will partner with Customer Success, Solutions Engineering, Legal, and Finance to deliver long-term customer value while achieving quarterly sales and retention targets. This role is based in our Raleigh office. What this looks like day-to-day Develop product expertise: Build deep understanding of Pendo’s products and how they solve customer challenges. Use that knowledge to guide discovery, shape solutions, and support both net-new and existing customer conversations. Own the full sales cycle: Manage net-new prospects and current customers from discovery through close. Lead expansion and renewal strategies within your book of business while maintaining clear accountability across the customer journey. Generate pipeline consistently: Build consistent weekly pipeline generation in partnership with business development. Identify new opportunities across your territory and create steady momentum toward pipeline creation and bookings targets. Manage forecast and targets: Own a rolling forecast and maintain clear visibility into pipeline health. Track progress against pipeline creation, bookings, renewal, and retention goals with accuracy and discipline. Lead value-based discovery: Uncover customer challenges through consultative discovery and align Pendo’s platform to the outcomes customers need. Translate customer needs into clear solution narratives that support confident buying decisions. Navigate trials and evaluations: Guide prospects through free trials and proof of concept evaluations. Help customers assess product value, understand fit, and move through the buying process with clarity. Build customer relationships: Develop executive-level customer relationships while partnering internally to address technical needs. Work cross-functionally to support value realization and build durable customer partnerships. Create account plans: Build and execute account plans that drive net-new opportunities, expansion, and long-term growth. Use customer context, business goals, and product adoption signals to identify the right next steps. Manage proposals and contracts: Develop and deliver pricing proposals, negotiate contracts, and manage billing questions and renewal transactions with precision. Keep deals organized and moving with strong process discipline. Maintain sales systems: Keep timely and accurate records of activities in Salesforce and other tools across the sales tech stack. Ensure account, opportunity, and forecast information is current and actionable. 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 Sr. Account Executives 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 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-haves 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. 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 in Raleigh, NC is $140,000 - $200,000 (on 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.

Requirements

Must-haves

The Team + The Role
What this looks like day-to-day
Manage forecast and targets: Own a rolling forecast and maintain clear visibility into pipeline health. Track progress against pipeline creation, bookings, renewal, and retention goals with accuracy and discipline.
Navigate trials and evaluations: Guide prospects through free trials and proof of concept evaluations. Help customers assess product value, understand fit, and move through the buying process with clarity.
Maintain sales systems: Keep timely and accurate records of activities in Salesforce and other tools across the sales tech stack. Ensure account, opportunity, and forecast information is current and actionable.
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 AI-curious - genuinely.
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.

Nice-to-haves

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.

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

aiaccessibility

Platform: greenhouse
Effort: quick

Benefits

Benefits detected in the listing.

401(K)