Account Director, Commercial Sales (Mid Market - Net New + Existing) at Pendo

Raleigh, North Carolina, United States

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Not SpecifiedCompensation

Mid-level (3 to 4 years), Senior (5 to 8 years)Experience Level

Full TimeJob Type

UnknownVisa

SaaS, Technology, SoftwareIndustries

Requirements

5+ years of experience in an Account Executive or related role (e.g., growth, retention, or sales) involving direct customer engagement and relationship management
Proven experience managing Mid Market accounts, with a demonstrated ability to build and maintain relationships at the executive level

Responsibilities

Become a mini-expert on Pendo’s Solutions and Sales Strategy: Develop a deep understanding of Pendo’s product offerings, go-to-market (GTM) strategy, and best practices for pricing, negotiating, and closing renewals and expansions
Analyze Customer Accounts: Research customer contracts, purchasing history, and usage data to craft timely and accurate renewal and expansion proposals for your assigned accounts
Own the Sales Pipeline: Manage and maintain a strong opportunity pipeline, ensuring accurate forecasting and timely updates to leadership on progress and challenges
Drive Revenue Growth: Achieve quarterly and annual targets for bookings, renewals, expansions, and other key sales metrics. Focus on increasing penetration in assigned accounts through cross-sell and upsell opportunities
Lead Strategic Account Planning: Conduct regular account reviews and planning sessions to identify growth opportunities and ensure alignment with customer goals
Running and Closing Deals: Handle the entire sales cycle from opportunity creation and quote generation to purchase order (PO) processing and deal closure
Resolve Customer Challenges: Addressing and helping to resolve any customer challenges, working to maintain high satisfaction and retention
Collaborate for Success: Partner with technical, customer success, and product teams to develop tailored renewal and expansion strategies. Engage cross-functional teams to address technical or business challenges during the sales process
Identify Upsell Opportunities: Recognize when technical or business help is needed to uncover and secure additional growth opportunities
Adapt and Travel as Needed: Be flexible to travel for key customer meetings, events, or strategic engagements as required

Skills

Key technologies and capabilities for this role

Consultative SellingStrategic ProspectingPipeline ManagementForecast AccuracyRenewalsAccount ExpansionNet New SalesQuota CarryingSaaS SalesCustomer Success Collaboration

Questions & Answers

Common questions about this position

What are the main responsibilities of this Account Director role?

Responsibilities include renewing subscriptions, identifying expansion opportunities in existing accounts, prospecting for new business, managing the sales pipeline, achieving revenue targets, and handling the full sales cycle from opportunity to close.

What skills are needed to succeed in this position?

Success requires consultative selling, strategic prospecting, pipeline execution, exceptional organizational skills, forecast accuracy, and a proactive, customer-centric mindset.

Is this a remote position or does it require office work?

This information is not specified in the job description.

What is the compensation or salary for this role?

This information is not specified in the job description.

What does Pendo's team culture emphasize for this role?

The culture emphasizes renewals as critical to growth, a dual focus on customer satisfaction and new business acquisition, partnering with internal stakeholders like Customer Success, Finance, Legal, and Leadership, and treating renewals and opportunities as moments to build trust and celebrate successes.

Pendo

Enhances product experience and digital adoption

About Pendo

Pendo enhances digital products by providing solutions for product experience and digital adoption. Its platform integrates with clients' existing software, offering tools for in-app messaging, user analytics, and feedback collection. This allows businesses to understand user behavior and improve their products based on data-driven insights. Pendo primarily serves software companies, tech startups, and enterprises in the SaaS sector, charging subscription fees for access to its services. Unlike competitors, Pendo focuses specifically on user engagement and experience, helping clients guide users through new features and updates. The goal is to help businesses meet user expectations and achieve growth in a competitive market.

Raleigh, North CarolinaHeadquarters

2013Year Founded

$455.5MTotal Funding

GROWTH_EQUITY_VCCompany Stage

Data & Analytics, Enterprise SoftwareIndustries

501-1,000Employees

Benefits

Remote Work Options

Professional Development Budget

Risks

Increased competition from AI-driven platforms could threaten Pendo's market share.

Rapid AI innovation may outpace Pendo's integration capabilities, risking competitive edge loss.

Integration risks from Zelta AI acquisition could disrupt Pendo's operations if mismanaged.

Differentiation

Pendo integrates seamlessly with existing products, enhancing user engagement and feedback collection.

The platform offers in-app messaging, user analytics, and feedback tools for product improvement.

Pendo's AI-driven insights provide a comprehensive view of user behavior and product performance.

Upsides

Pendo's acquisition of Zelta AI enhances its AI capabilities for customer feedback analysis.

Partnership with Google Cloud's Vertex AI boosts product discovery and user personalization.

Pendo's $200 million ARR and customer growth highlight its strong market position.

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