Senior Manager, Commercial Sales (SMB/Growth)
Pendo, Raleigh, NC, United States
Overview
Pendo is seeking a dynamic Sr. Manager of Commercial Sales to lead our high-performing team in Raleigh, North Carolina. Our goal? Grow the business by 30% year over year - and to get there, we need a strategic leader who thrives on developing talent and driving revenue results.
We believe in teamwork, collaboration, and shared success. We work together toward common objectives: generating pipeline, hitting ambitious targets, and constantly learning and improving.
As the Sr. Manager of Commercial Sales, you will lead a team of full-cycle Account Executives (AEs) focused on generating revenue in the U.S. and Canadian Commercial markets. You can expect to train and develop AEs, many in their first sales role, to own the full customer lifecycle, including prospecting, net new customer acquisition, account management, renewals, expansions, and churn mitigation in companies up to 300 employees. You will also partner closely with Business Development to align team efforts, Sales Enablement to develop training programs, Sales Operations to optimize systems and processes, and Marketing to evaluate and provide feedback on MQLs.
We are looking for leaders with the proven ability to coach, inspire, and grorw teams to exeed goals. You will thrive at Pendo if you have a technical aptitude, entrepreneurial drive, and a growth mindset. At Pendo, your success is our success. You’ll have the support, resources, and collaborative environment to drive results - and the opportunity to learn from a talented team while sharing your expertise.
Role Responsibilities
Train new and consistently develop Account Executives to advance their careers
Project and forecast bookings for Pendos Commercial market
Build and execute strategic plan for Pendos Commercial market, while assisting 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 on a weekly basis
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
Oversee development and support of current customers, through onboarding, expansion (cross and upsell motions), risk mitigation, and renewal
Exhibit and reinforce the core values of Pendo and the sales team
Negotiate contracts and engage Legal and Security teams for support, while assisting and coaching on pricing, packaging, and positioning
Own and manage the recruiting and hiring process for your own team
In-office expectation in Pendo’s Raleigh, NC HQ location, where the AEs are primarily located, particularly to support EOM, EOQ, and customers in alternate timezones
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 sales management and leadership experience, leading a team of at least 5 sellers, in a complex-sales environment
3-5+ years of proven individual contributor success and goal attainment in direct, net-new, hunting B2B SaaS sales roles
Demonstrated consistent track record of hitting goal and numbers, as a seller and manager
Possess an understanding of SaaS financial metrics
Willingness to learn in a fast-paced sales environment, including new technologies and business solutions
Ability to embrace feedback and hold yourself accountable
FORCE Management/MEDD(P)ICC methodology background
Preferred Qualifications
5+ years of sales management and leadership experience, leading a team of at least 5 sellers, in a complex-sales environment
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
Bachelor’s degree or commensurate work experience
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 societys experience with software by leveraging the power of AI.
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 diverse, exciting technologies and clients and impact Pendos 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. All requests for accommodations are treated discreetly and confidentially, as practical and permitted by law.
Compensation Our salary ranges are based on competitive pay 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 is:
US National - $240,000 - $300,000 OTE (50/50 split)
Individual pay rate decisions, including offers made within and over the expected salary range, are based on several factors, including qualifications for the role, experience level, skillset, and balancing internal equity relative to peers at the company.
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We believe in teamwork, collaboration, and shared success. We work together toward common objectives: generating pipeline, hitting ambitious targets, and constantly learning and improving.
As the Sr. Manager of Commercial Sales, you will lead a team of full-cycle Account Executives (AEs) focused on generating revenue in the U.S. and Canadian Commercial markets. You can expect to train and develop AEs, many in their first sales role, to own the full customer lifecycle, including prospecting, net new customer acquisition, account management, renewals, expansions, and churn mitigation in companies up to 300 employees. You will also partner closely with Business Development to align team efforts, Sales Enablement to develop training programs, Sales Operations to optimize systems and processes, and Marketing to evaluate and provide feedback on MQLs.
We are looking for leaders with the proven ability to coach, inspire, and grorw teams to exeed goals. You will thrive at Pendo if you have a technical aptitude, entrepreneurial drive, and a growth mindset. At Pendo, your success is our success. You’ll have the support, resources, and collaborative environment to drive results - and the opportunity to learn from a talented team while sharing your expertise.
Role Responsibilities
Train new and consistently develop Account Executives to advance their careers
Project and forecast bookings for Pendos Commercial market
Build and execute strategic plan for Pendos Commercial market, while assisting 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 on a weekly basis
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
Oversee development and support of current customers, through onboarding, expansion (cross and upsell motions), risk mitigation, and renewal
Exhibit and reinforce the core values of Pendo and the sales team
Negotiate contracts and engage Legal and Security teams for support, while assisting and coaching on pricing, packaging, and positioning
Own and manage the recruiting and hiring process for your own team
In-office expectation in Pendo’s Raleigh, NC HQ location, where the AEs are primarily located, particularly to support EOM, EOQ, and customers in alternate timezones
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 sales management and leadership experience, leading a team of at least 5 sellers, in a complex-sales environment
3-5+ years of proven individual contributor success and goal attainment in direct, net-new, hunting B2B SaaS sales roles
Demonstrated consistent track record of hitting goal and numbers, as a seller and manager
Possess an understanding of SaaS financial metrics
Willingness to learn in a fast-paced sales environment, including new technologies and business solutions
Ability to embrace feedback and hold yourself accountable
FORCE Management/MEDD(P)ICC methodology background
Preferred Qualifications
5+ years of sales management and leadership experience, leading a team of at least 5 sellers, in a complex-sales environment
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
Bachelor’s degree or commensurate work experience
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 societys experience with software by leveraging the power of AI.
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 diverse, exciting technologies and clients and impact Pendos 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. All requests for accommodations are treated discreetly and confidentially, as practical and permitted by law.
Compensation Our salary ranges are based on competitive pay 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 is:
US National - $240,000 - $300,000 OTE (50/50 split)
Individual pay rate decisions, including offers made within and over the expected salary range, are based on several factors, including qualifications for the role, experience level, skillset, and balancing internal equity relative to peers at the company.
#J-18808-Ljbffr