Sr. Account Executive Commercial Sales

Pendo•Raleigh, NC

8h•$140,000 - $200,000•Hybrid

About The Position

Pendo is seeking a motivated, strategic senior-level Account Executive to join our growing Commercial Sales organization in a full-cycle role, responsible for both net-new and existing business. You will own the full customer lifecycle within a territory of small-to-midsize (SMB) and growth-stage businesses (<300 FTEs), leading prospecting, new customer acquisition, account management, renewals, expansions, and churn mitigation. This role combines the responsibilities of both Account Executive and Account Manager, creating a single point of accountability for revenue growth and acceleration across the customer journey. You will serve as the primary point of contact for customers in your book of business. To ensure success, you can expect to work with Customer Success, Solutions Engineering, Legal, and Finance to ensure long-term customer value while achieving quarterly sales and retention targets. This opportunity is ideal for a consultative seller with who takes ownership and enjoys managing a full book of business and relationships. If you are energized by working in an innovative, results-focused environment, this could be for you.

Requirements

Actively leverages AI-powered tools and automation in daily workflows to increase efficiency and impact. Maintains a strong understanding of the rapidly evolving AI landscape and translates emerging capabilities into practical business advantage
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
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 (EQ) and 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, 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, leading expansion and renewal strategies within your book of business
Building consistent weekly pipeline generation in collaboration with business development
Manage a rolling forecast and consistently hit 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
Build executive-level customer relationships while partnering internally to address technical needs and deliver value realization
Create and execute account plans that drive net new, expansion opportunities and long-term growth
Develop and deliver pricing proposals and negotiate contracts, managing billing questions and renewal transactions with precision
Maintain timely and accurate records of activities in Salesforce and other tools in our sales tech stack