AE, Commercial Sales (SMB - 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

Technology, SaaSIndustries

Requirements

2+ years experience in B2B SaaS sales or 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
Training in MEDDIC and/or Force Management methodologies (Preferred)
Experience managing a territory of SMB and/or emerging market accounts (Preferred)
High emotional intelligence and ability to resolve conflict with empathy (Preferred)
Ability to multitask and prioritize effectively in a fast-paced environment (Preferred)
Strong desire to learn and grow within a team-based culture (Preferred)
Self-motivated, proactive, energetic team player (Preferred)
Extraordinary time and process management skills, ensuring nothing slips through the cracks (Preferred)
Treats work like a craft, constantly honing and refining skills to adapt to an ever-changing landscape (Preferred)

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
Drive expansion and renewal strategies within your book of business
Consistent, weekly pipeline generation in collaboration with business development
Manage a rolling forecast and consistently hit pipeline creation and bookings targets
Navigate free trials and proof of concept evaluations with prospects
Lead value-based discovery to uncover customer challenges and align Pendo's platform as the solution
Build executive-level relationships across customer organizations
Create and execute account plans that drive net new, expansion opportunities and long-term growth
Develop and deliver pricing proposals and negotiate contracts
Manage billing questions and renewal transactions with precision
Partner cross-functionally to address technical needs and deliver value realization
Maintain timely and accurate records of activities in Salesforce and other sales tech tools

Skills

Key technologies and capabilities for this role

Consultative SellingPipeline GenerationSales ForecastingContract NegotiationAccount PlanningRenewal ManagementExpansion StrategiesProof of ConceptValue-Based DiscoveryExecutive RelationshipsPricing ProposalsCross-Functional Collaboration

Questions & Answers

Common questions about this position

What experience is required for this Account Executive role?

Candidates need 2+ years of experience in B2B SaaS sales or account management with closing responsibilities, proven ability to manage a full sales cycle including renewals and expansions, and experience providing tailored technical product demonstrations.

What are the key responsibilities of this position?

Responsibilities include owning the full sales cycle for net new prospects and current customers, driving expansion and renewal strategies, consistent pipeline generation, managing forecasts and targets, leading discovery calls, building executive relationships, and maintaining accurate records in Salesforce.

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

This information is not specified in the job description.

What is the salary or compensation for this role?

This information is not specified in the job description.

What preferred qualifications will make my application stand out?

Preferred qualifications include training in MEDDIC and/or Force Management methodologies, experience managing SMB or emerging market accounts, high emotional intelligence for conflict resolution, and the ability to multitask and prioritize effectively.

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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