AE, Commercial Sales (Growth - Net New + Existing)

Pendo•Raleigh, NC

2d•$130 - $160

About The Position

Pendo is looking for a motivated and strategic Account Executive Commercial Sales to join our growing sales organization. In this role, you will own the full customer lifecycle within your territory of small-to-midsize businesses (< 300 FTEs), including net new customer acquisition, renewals, expansions, and churn mitigation. This combined role integrates the responsibilities of both Account Executives and Account Managers to provide a single point of accountability for revenue growth across the entire customer journey. You will be the primary point of contact for customers in your book of business and partner closely with Customer Success, Solutions Engineering, Legal, and Finance to ensure long-term customer value while driving toward quarterly sales and retention targets. This role is perfect for a consultative seller who is energized by owning a full book of business and thrives in a dynamic, high-growth environment.

Requirements

4+ years experience in B2B SaaS sales or 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 MEDDIC and/or Force Management methodologies
Experience managing a territory of SMB and/or emerging market accounts
High emotional intelligence and ability to resolve conflict with empathy
Ability to multitask and prioritize effectively in a fast-paced environment
Strong desire to learn and grow within a team-based culture
Self-motivated, proactive, energetic team player
Extraordinary 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

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
Drive expansion and renewal strategies within your book of business
Consistent, weekly pipeline generation in collaboration with business development
Manage a rolling forecast and consistently hit pipeline creation and bookings targets
Navigate free trials and proof of concept evaluations with prospects
Lead value-based discovery to uncover customer challenges and align Pendo's platform as the solution
Build executive-level relationships across customer organizations
Create and execute account plans that drive net new, expansion opportunities and long-term growth
Develop and deliver pricing proposals and negotiate contracts
Manage billing questions and renewal transactions with precision
Partner cross-functionally to address technical needs and deliver value realization
Maintain timely and accurate records of activities in Salesforce and other sales tech tools