Sr. Manager, Commercial Sales

Pendo • Raleigh, NC

323d • $240,000 - $300,000

About The Position

Pendo is looking for a Sr. Manager, Commercial Sales. The Pendo Sales team has the goal of growing the business by 30% year over year. We have a team sales mentality where everyone works together toward a common objective. We are very metrics driven and hold ourselves to a high level of accountability. In addition to the Pendo Core Values, Commercial Sales follows these values: Self-generated pipeline, Hit your number, Work as a team, Grow and learn, Be exceptional, Have fun. As a Sr. Manager, Commercial Sales you will be responsible for a segment of Account Executives (“AEs”) selling into the Commercial segment of the market across the country. The team will be made up of Commercial AEs from fully round robin territories selling into companies of up to 500 employees. Foremost, you will consistently work to train new AEs (many with their first sales role) to create, build, nurture, and close opportunities. This role will be responsible for consistently hitting a plan and accurately forecasting to that plan. You will work directly with the S/BDR teams to build a pipeline of promotable people and foster paired relationships with your team. In addition, this role will be closely aligned with Sales Enablement to develop constant trainings; Sales Operations for systems and team management; and, Marketing to evaluate MQL's coming to the sales floor and providing a consistent feedback loop. Finally, this role must have a maniacal focus on operational efficiency and a proficiency in documentation. As a Sr. Manager, Commercial Sales you are accountable for creating and executing the plan to hit your team's revenue goal and will enjoy the full assistance of the company to help you be successful. You will be surrounded by a great team of people from whom you can learn, that said, we also want to learn from you. The ideal candidate will exhibit technical aptitude, entrepreneurial spirit, intellectual curiosity, and a growth mindset.

Requirements

• 3+ years of sales management and leadership experience, leading a team of at least 5 sellers
• 3-5 years of proven success and goal attainment in direct, net-new, hunting SaaS sales roles
• Demonstrated consistent track record of hitting goal and numbers, as a seller and manager
• Possess an understanding of SaaS financial metrics
• Previously owned and forecasted a number
• Willingness to learn in a high paced sales environment
• Ability to embrace feedback and hold yourself accountable
• The ability to learn technology basics and apply them to business situations

Nice To Haves

• Entrepreneurial background
• Experience managing a remote team of sellers
• Experience growing an early stage SaaS company
• Experience selling white-space TAM in a first-of-its-kind, category defining SaaS platform

Responsibilities

• Train new and consistently develop Account Executives to advance their careers
• Project and forecast bookings for Pendo's Commercial market
• Build and execute strategic plan for Pendo's Commercial market
• Assist account executives in oversight and execution of their strategic plans
• Learn and demonstrate the Pendo platform to new prospective customers
• Participate in customer calls with your AEs throughout the sales process, and provide feedback and coaching for your AEs
• Enable the team to aggressively prospect, identify, qualify, and develop the pipeline
• Support and manage complex, full cycle customer engagement processes, with experience executing trials, creating business cases, and presenting to c-suite decision makers alongside department champions, in limited budget departments
• Exhibit and reinforce the core values of Pendo and the sales team
• Drive excellence in sales execution by leveraging the Pendo Value Framework
• Negotiate contracts and engage Legal and Security teams for support
• Assist in and coach on pricing and packaging positioning
• Own and manage the recruiting and hiring process for your own team
• Successfully utilize and train on sales tech tools

Benefits

• Competitive salary based on industry standards
• Comprehensive benefits package
• Opportunities for professional development
• Dynamic and fun work culture

What This Job Offers

• Job Type: Full-time
• Career Level: Manager
• Industry: Professional, Scientific, and Technical Services