Account Executive Commercial Sales (SMB)
Pendo.io, Raleigh, NC, United States
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 (
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.
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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
#J-18808-Ljbffr