Pendo.io

Drive revenue growth through enterprise account sales, build executive relationships, execute complex sales strategies, and manage sales pipeline. | Proven enterprise software sales success to VP and C-suite, experience with sales tools like Salesforce, and familiarity with MEDDIC and Force Management methodologies. | We seek exceptional Enterprise Account Directors to join our mission as we elevate the world’s experience with Software. Recognized as the leading force in the categories of Product Analytics and Digital Adoption platforms, our value proposition applies to startups and leading enterprises across the globe. Our 3,000 customers and growing relationships are a testament to our growth trajectory as a late-stage startup. As an Account Director Enterprise Sales, you will be responsible for driving revenue growth through net new and existing accounts within your territory. You will play a leadership role in executing our sales strategy to expand a defined set of enterprise accounts rapidly as well as focus on a net new territory. You will be responsible for driving executive engagement selling solutions and services that deliver significant value to our customers. You must have a proven track record of exceeding quotas with tenacity, great attitude, accountability, high energy, integrity, and discipline, which are defining characteristics for success in this role. We have a “win as a team” sales mentality where everyone works together toward a common objective. We are metrics-driven, we hold ourselves to a high level of accountability, we believe in rewarding top performers, and we celebrate our successes! Role Responsibilities • Execute a complex, value-based sales process encompassing multiple groups within your accounts • Source and develop new business opportunities by analyzing and proactively targeting high-value needs across multiple functions and business lines. • Effectively articulate Pendo’s unique business, solution, and functional value. • Build executive awareness, sales pipeline, and bookings growth in accounts • Define account strategies that enable sales velocity by partnering with Solutions Engineers, Customer Success Managers, and Emerging Account Directors • Effectively forecast sales opportunities while tracking and using critical metrics that predict sales success • Track all relevant sales activity using the company's Salesforce CRM platform • Other duties as assigned • Travel as needed Minimum Qualifications • You have a successful track record selling Enterprise software and software-as-a-service platforms to the VP and c-suite level. • Have demonstrated aptitude in cultivating relationships with senior executives across Global 2000 organizations, spanning both line-of-business and IT domains. • Expertise in building multi-year account plans to build value and grow the footprint within a set of accounts. • You have established proficiency in effectively overseeing a substantial and diverse sales opportunity pipeline as part of a collaborative team. • Exceptional proficiency in communication (both written and verbal), interpersonal abilities, and delivering impactful presentations. • You are able to distinguish between productive activity and tangible results; demonstrates a strong and diligent work ethic • Capable of working autonomously while fostering effective collaboration within the Pendo team. • Experience with Sales tools including Salesforce, Clari, Looker, Gong, Outreach • Familiar with MEDDIC and Force Management Methodology Preferred • Trained in MEDDIC and Force Management Methodology 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 range for this role to be performed in United States is $300K - $340K USD 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.

Lead and mentor a team of consultants and engagement managers to deliver professional services engagements, resolve escalations, drive customer value, support sales, and manage project financials and staffing. | 7+ years in enterprise software or consulting, 2+ years people management, experience with partner ecosystems, project management, client engagement, and strong communication skills. | Team Description The Pendo Professional Services team is looking for a leader of our Consultants and Engagement Managers to help manage and grow a team of delivery of professional services engagements for our Commercial clients. Professional Services Consultants drive value for our clients through longer term engagements, designed to fuel value generation for customers beyond education and enablement of Pendo’s applications, while Engagement Managers ensure our customer’s engagements are moving through with ease. The ideal candidate will have excellent communication skills and have a strong track record of leading a Professional Services team. They should have experience in these areas: consulting, project management and driving successful client engagements. Strong internal collaboration, emotional intelligence, and expectation-alignment ability are critical components of this role. Role Responsibilities • Lead and Mentor: Inspire and guide a team of Consultants and Engagement Managers, including partners, fostering a culture of growth and development. • Resolve Escalations: Act as a point of contact for customer issues, collaborating across teams to eliminate obstacles and ensure successful outcomes. • Drive Customer Value: Spearhead the development and implementation of strategies, tools, and methodologies that deliver exceptional value to Commercial clients. • Ensure Customer Success: Oversee engagement delivery to achieve positive client outcomes and satisfaction. • Support Sales: Contribute to the sales cycle for services, including presentations and proposal/SOW development. • Manage Professional Services: Oversee project forecasting, financials, staffing, partnerships, and process optimization. • Build Client Relationships: Establish and nurture strong relationships with key client stakeholders, including executive-level contacts. • Collaborate Cross-Functionally: Partner with Sales, Customer Success, and Product teams to drive growth and customer success. Minimum Qualifications • 7+ years experience in an enterprise software company, consulting organization, or systems integrator (high-growth SaaS a plus) • 2+ years of people management experience, with a passion for mentoring and developing team members • Experience managing the Partner Ecosystem and leveraging their resources to support clients. • Experience in consulting, project management, or client engagement success • Strong internal collaboration and project management skills (planning, resourcing, scope, schedule, status, documentation) • Ability to measure, articulate, and improve key performance indicators of a Professional Services and Customer Experience business • Data-driven and hypothesis-oriented approach to problem-solving • Excellent verbal, written, and video communication skills, including executive-level presentations. • Experience with scoping/drafting SOWs and value-based service delivery that demonstrates ROI • Bachelors degree or equivalent work experience Preferred Qualifications • 3+ years of people management experience • Experience in Product Management • Experience with Agile Methodology • Experience within a pre-IPO stage startup environment with the ability to execute at a fast pace • Experience leading technical teams and can communicate technical differentiators and scope large complex engagements • Strong ability to operate autonomously and a bias towards action in the role 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 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 compensation range for this role in the following locations is: Raleigh, NC - $134,000 - $166,000 New York, NY- $140,800 - $174,600 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.