Account Director Enterprise Sales - Southern California

Pendo•San Diego, CA

2d•Remote

About The Position

The Enterprise Sales team at Pendo partners with some of the world’s largest organizations to improve and transform their digital experiences. We operate in a fast-paced, collaborative environment and work closely with Solutions Engineering, Customer Success, and executive leadership to drive meaningful business outcomes. The team values clear execution, strong partnership, and disciplined sales practices to win complex enterprise opportunities.

Requirements

Proven track record of success in enterprise software sales (SaaS/Application) selling into organizations with 1500+ employees.
Experience using MEDDPICC and/or Force Management to manage complex, multi-stakeholder sales cycles.
Demonstrated ability to generate pipeline independently through strategic prospecting and account development.
Experience leading cross-functional deal teams (SE, Legal, Customer Success, executives) to close enterprise agreements.
Comfortable using AI tools to improve sales efficiency, preparation, and customer engagement.

Nice To Haves

Experience working in a startup or high-growth environment where you navigated ambiguity and built new processes or approaches.
Success selling emerging or innovative technologies that required educating the market and shaping the value narrative.
A track record of perseverance and resilience in professional or personal pursuits.
Demonstrated ability to mentor peers and contribute to the overall development of the sales organization.

Responsibilities

Act as the internal lead for complex enterprise deals, coordinating cross-functional partners including SE, CSM, Legal, Product, and executives.
Build and maintain strong relationships across the C-suite, IT, and business leaders within organizations of 1500+ employees.
Lead value-based sales cycles focused on solving meaningful business problems and supporting digital transformation initiatives.
Apply MEDDPICC and Force Management principles to manage complex, multi-stakeholder sales cycles and maintain forecast accuracy.
Develop and execute multi-year account strategies that expand Pendo’s presence and deliver long-term customer value.
Consistently generate and maintain a high-quality pipeline through proactive prospecting and account development.
Use AI tools and insights to improve sales productivity, preparation, and customer engagement.
Prioritize high-impact activities and make thoughtful decisions in a fast-moving environment.