Account Executive Commercial Sales (SMB/Growth)

Pendo•Raleigh, NC

23h•$115,000 - $140,000•Hybrid

About The Position

Pendo’s Commercial Sales organization helps growth-stage and small-to-midsize businesses understand, adopt, and expand the value they get from Pendo’s products. The team partners closely with Customer Success, Solutions Engineering, Legal, and Finance to support customer acquisition, retention, expansion, and long-term value realization. The Account Executive Commercial Sales (SMB/Growth) will own the full customer lifecycle across a territory primarily focused on growth-stage businesses with fewer than 300 employees, with additional scope across SMB accounts. This role combines net-new sales, account management, renewals, expansions, and churn mitigation into a single point of accountability for revenue growth across the customer journey.

Requirements

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 advantage.
2+ 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.
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.

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 team player.
Excellent time and process management skills, with a strong focus on follow-through.
Commitment to treating sales as a craft and continuously refining skills to adapt to an evolving market.

Responsibilities

Develop a deep understanding of Pendo’s products and how they solve customer challenges. Use that expertise to guide prospects and customers through value-based conversations.
Own the full sales cycle for net-new prospects and current customers from discovery through close. Lead expansion and renewal strategies across your book of business.
Build consistent weekly pipeline generation in collaboration with business development. Maintain a rolling forecast and consistently work toward 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 and customers.
Build executive-level customer relationships while partnering internally to address technical needs. Serve as the primary point of contact for customers and support long-term value realization.
Create and execute account plans that drive net-new opportunities, expansion, and long-term growth. Use customer goals and business needs to identify the right next steps across the lifecycle.
Develop and deliver pricing proposals, negotiate contracts, and manage billing questions and renewal transactions with precision. Partner with Legal and Finance to support clean deal execution.
Maintain timely and accurate records of activities in Salesforce and other sales tech stack tools. Keep pipeline, account, and customer information current to support forecasting and execution.