Pendo

Lead complex enterprise sales cycles, coordinate cross-functional teams, and develop multi-year account strategies. | Proven enterprise SaaS sales success with MEDDPICC experience and ability to lead cross-functional deal teams. | Account Director Enterprise Sales Team Description 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. Role 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. Minimum Qualifications • 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. Preferred • 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. Pendo Description: Pendo was founded in 2013 by former product managers, who combined their heads and hearts to build something they wanted but never had as product managers -- a simple way to understand and attack what truly drives product success. Our mission is to improve society's experience with software. Join one of the fastest-growing startups, supported by best-in-class institutions like Battery Ventures, Salesforce Ventures, Spark Capital, and Meritech. You will gain experience in a diverse and exciting set of technologies and clients and impact Pendo's future. Our culture is passionate, dynamic, and fun. EEOC We are an equal opportunity employer and believe having diverse teams where everyone brings their whole self to Pendo is key to our success. We welcome all people of different backgrounds, experiences, abilities and perspectives. Accessibility Pendo is committed to working with, and providing access and reasonable accommodation to, applicants with mental and/or physical disabilities. If you think you may require an accommodation for any part of the recruitment process, please send a request to: accommodation@pendo.io. All requests for accommodations are treated discreetly and confidentially, as practical and permitted by law. Compensation Our salary ranges are based on paying competitively for our size and industry, and are one part of many compensation, benefits and other reward opportunities we provide. The expected OTE salary range for this role in the following locations is: (OTE with a Split of 50/50) Remote - $280K -$320K OTE Individual pay rate decisions, including offers made within and over the expected salary range, are based on a number of factors, including qualifications for the role, experience level, skillset, and balancing internal equity relative to peers at the company. #LI-BL1 #LI-Remote

Manage full sales cycle including new business, renewals, expansions, and account management for growth-stage and SMB customers. | 3+ years B2B SaaS sales with closing responsibilities, strong negotiation skills, CRM proficiency, and consultative selling experience. | 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 primary territory of growth-stage businesses (<300 FTEs), with a secondary focus on small to mid-sized businesses (SMB), 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. Role 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 Minimum Qualifications • 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 Preferred Qualifications • 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 Pendo Description Pendo was founded in 2013 by former product managers, who combined their heads and hearts to build something they wanted but never had as product managers -- a simple way to understand and attack what truly drives product success. Our mission is to improve society's experience with software by leveraging the power of AI. Come join one of the fastest-growing startups, supported by best-in-class institutions like Battery Ventures, Salesforce Ventures, Spark Capital and Meritech. You will gain experience in a diverse and exciting set of technologies and clients and have a real impact on Pendo's future. Our culture is passionate, dynamic, and fun. EEOC We are an equal opportunity employer and believe having diverse teams where everyone brings their whole self to Pendo is key to our success. We welcome all people of different backgrounds, experiences, abilities and perspectives. Accessibility Pendo is committed to working with, and providing access and reasonable accommodation to, applicants with mental and/or physical disabilities. If you think you may require accommodation(s) for any part of the recruitment process, please send a request to: accommodation@pendo.io. All requests for accommodations are treated discreetly and confidentially, as practical and permitted by law. CompensationOur salary ranges are based on paying competitively for our size and industry, and are one part of many compensation, benefits and other reward opportunities we provide. The expected OTE salary range for this role in Raleigh, NC is $140,000 - $200,000 (50/50 split). Individual pay rate decisions, including offers made within and over the expected salary range, are based on a number of factors, including qualifications for the role, experience level, skillset, and balancing internal equity relative to peers at the company. #LI-hybrid

Manage full sales cycle for net new and existing SMB customers, including prospecting, closing, renewals, and expansions. | 1+ year B2B SaaS sales with closing and account management experience, strong negotiation skills, CRM proficiency, and consultative selling ability. | Pendo is seeking a motivated, strategic 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) 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. Role 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 Minimum Qualifications • 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 • 1+ year 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 Preferred Qualifications • 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 Pendo Description Pendo was founded in 2013 by former product managers, who combined their heads and hearts to build something they wanted but never had as product managers -- a simple way to understand and attack what truly drives product success. Our mission is to improve society's experience with software by leveraging the power of AI. Come join one of the fastest-growing startups, supported by best-in-class institutions like Battery Ventures, Salesforce Ventures, Spark Capital and Meritech. You will gain experience in a diverse and exciting set of technologies and clients and have a real impact on Pendo's future. Our culture is passionate, dynamic, and fun. EEOC We are an equal opportunity employer and believe having diverse teams where everyone brings their whole self to Pendo is key to our success. We welcome all people of different backgrounds, experiences, abilities and perspectives. Accessibility Pendo is committed to working with, and providing access and reasonable accommodation to, applicants with mental and/or physical disabilities. If you think you may require accommodation(s) for any part of the recruitment process, please send a request to: accommodation@pendo.io. All requests for accommodations are treated discreetly and confidentially, as practical and permitted by law. Compensation Our salary ranges are based on paying competitively for our size and industry, and are one part of many compensation, benefits and other reward opportunities we provide. The expected OTE salary range for this role in Raleigh, NC is $115,000 - $140,000 (50/50 split). Individual pay rate decisions, including offers made within and over the expected salary range, are based on a number of factors, including qualifications for the role, experience level, skillset, and balancing internal equity relative to peers at the company. #LI-hybrid

Identify, acquire, and manage strategic OEM/ISV partners to drive revenue growth and execute go-to-market plans. | 7+ years in SaaS partner development or business development with proven success in pipeline growth, SaaS financial metrics, contract negotiation, and strong communication skills. | Team Description Pendo is actively investing in our Partner Ecosystem. In order to accelerate our growth, we are looking for a highly motivated individual, with a strong sense of urgency for the identification and qualification of prospective high-performing OEM Partners, as well as the partner acquisition, activation, and ongoing management of these force multiplier relationships. If you are passionate about your craft in identifying and enabling strategic OEM/ISV partners, then this is the ideal role for you. We support partners that span multiple industries including: Fintech, Digital Banking, Procurement, HR, Field Services, and Education, just to name a few. Our partners white label Pendo's software experience management (SXM) features, as a part of their core platform to their customers: accelerating TTV and adoption, churn prevention and as a meaningful monetization strategy. The Pendo Partner team is a group of dynamic individuals who are passionate about Pendo, the People (Pendozers) and their Partners! This role is scoped for experienced, high performing individuals who are highly collaborative, thoughtful and accountable for producing results. Role Responsibilities As a Partner Development Manager, OEM/ISV Portfolio supporting our OEM Program, you will be responsible for building and tracking against the annual business plan to support and drive your partner's revenue growth goals. We look for team members who are intellectually curious self-starters, with the confidence to establish strategic frameworks and enablement programs for their partners' sales orgs. You will be surrounded by a team of smart, inspiring individuals and will receive cross-org support from each department & C-Suite. We also want to learn from you, so if you have an entrepreneurial mindset, we hope you will immediately apply. The primary responsibilities of this role: • Identify and qualify prospective partners against our Ideal Partner Profile and drive partner acquisition from prospecting to close • Build, manage and execute strategic go to market and sales execution plans with your named partners, resulting in 75%+ attach rate • Learn and demonstrate the value and metrics-driven outcomes from the Pendo Platform for partners and partner's end-customers • Uncover and navigate partner's complex organizational challenges, influence and act as a key change agent for those orgs to proactively select Pendo as their strategic, GTM solution • Pipeline management and reporting in relevant CRM system • Work closely with our Partner Enablement Management team to grow partnerships into top tier relationships that drive over seven figures in ARR per partner, per year • Establish deep, long-term and cross-org relationships with your partners, including but limited to multi-threading with: executives, partner teams, sales teams, marketing teams, pro services, customer success and product teams to drive revenue for the partner and for Pendo • Build revenue share models and negotiate contracts and renewals that are beneficial to all parties Minimum Qualifications • Minimum of 7 years experience in partner development, strategic alliances, partner management or business development preferably within a SaaS platform • Demonstrate a consistent track record achieving or exceeding pipeline growth and annual recurring revenue goals • Possess an understanding of SaaS pricing, licensing and financial metrics • Proven success structuring and negotiating complex OEM partnerships terms • Strong data analysis and performance tracking skills • Excellent verbal and written skills, plus strong affinity for learning new technology and the ability to clearly articulate the value of a technology platform (business & technical acumen) • Aptitude to educate revenue organizations and experience with building and delivering partnership value proposition and return on investment presentations • Proficiency in relevant technology stack, such as CRM systems and BI/Analytics solutions. • Willingness to travel as needed to attend internal meetings, partner meetings, industry events, and conferences Preferred Qualifications • Prior experience and engagement within the SaaS ISV ecosystem • Entrepreneurial mindset • Executive-level gravitas & experience brokering executive-level relationships Pendo Description Pendo was founded in 2013 by former product managers, who combined their heads and hearts to build something they wanted but never had as product managers -- a simple way to understand and attack what truly drives product success. Our mission is to improve society's experience with software. Come join one of the fastest-growing startups, supported by best-in-class institutions like Battery Ventures, Salesforce Ventures, Spark Capital and Meritech. You will gain experience in a diverse and exciting set of technologies and clients and have a real impact on Pendo's future. Our culture is passionate, dynamic, and fun. EEOC We are an equal opportunity employer and believe having diverse teams where everyone brings their whole self to Pendo is key to our success. We welcome all people of different backgrounds, experiences, abilities and perspectives. Accessibility Pendo is committed to working with, and providing access and reasonable accommodation to, applicants with mental and/or physical disabilities. If you think you may require accommodation(s) for any part of the recruitment process, please send a request to: accommodation@pendo.io. All requests for accommodations are treated discreetly and confidentially, as practical and permitted by law. Compensation Our salary ranges are based on paying competitively for our size and industry, and are one part of many compensation, benefits and other reward opportunities we provide. The expected OTE salary range for this role in the following locations is: (OTE with a Split of 65/35) Remote - USD $212,000 - USD $265,000 Raleigh, NC - USD $212,000 - USD $265,000 New York City, NY - USD $212,000 - USD $265,000 Individual pay rate decisions, including offers made within and over the expected salary range, are based on a number of factors, including qualifications for the role, experience level, skillset, and balancing internal equity relative to peers at the company. #LI-BL1 #LI-Hybrid #UShubseast