Commercial Account Executive - ANZ at Pendo

Sydney, New South Wales, Australia

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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, Product-Led GrowthIndustries

Requirements

2+ years of experience in SaaS sales, ideally in commercial or mid-market segments
Proven track record of new business success, consistently meeting or exceeding quota through proactive pipeline generation
Experience selling into the APAC region, with familiarity in Australia and New Zealand markets preferred
Strong consultative and value-based selling skills, with the ability to align technology solutions to business outcomes
Excellent communication and presentation skills, capable of engaging senior-level stakeholders
Experience managing a full sales cycle including prospecting, discovery, negotiation, and closing
Proficiency with Salesforce, Clari, and other modern sales tools
Demonstrated success in a small, agile team environment where initiative and adaptability are key (preferred)
Experience selling product-led growth, analytics, or customer experience solutions (preferred)
Entrepreneurial mindset, comfortable experimenting, learning, and iterating in a growing region (preferred)
Strong organisational skills with the ability to prioritise multiple opportunities effectively (preferred)
Willingness to travel across Australia and New Zealand as needed (preferred)

Responsibilities

Drive New Business Growth: Own the full sales cycle from prospecting to close, focusing primarily on landing new customers across Australia and New Zealand
Pipeline Generation: Build and manage a robust pipeline through outbound prospecting, networking, events, and collaboration with the sales development team
Territory Ownership: Execute a territory plan to identify and prioritise key accounts, industries, and market segments for growth
Consultative Selling: Understand customer challenges and align Pendo’s platform to deliver measurable value for product-led organisations
Cross-Functional Collaboration: Partner with internal teams including SDR, Customer Success, Legal, and Product to ensure seamless execution and customer satisfaction
Renew and Expand: Manage a small book of existing customers, ensuring successful renewals and identifying expansion opportunities where appropriate
Forecast and Execute: Maintain accurate forecasting and pipeline hygiene in Salesforce and Clari, providing visibility into deal progression and risk
Regional Engagement: Represent Pendo at industry events, conferences, and customer meetings to strengthen our brand presence in the region
Strategising with Sales Development Representatives and other Account Executives in the territory
Serve as the primary contact with higher-tier revenue customers
Demo Pendo's platform, provide technical assistance, navigate proof of concept, and negotiate contracts
Develop the plan that will lead to hitting territory goals

Skills

Key technologies and capabilities for this role

SalesforceClariOutbound ProspectingConsultative SellingPipeline ManagementTerritory PlanningForecastingDemoingContract NegotiationProof of Concept

Questions & Answers

Common questions about this position

What experience is required for the Commercial Account Executive role?

Candidates need 2+ years of experience in SaaS sales, ideally in commercial or mid-market segments, a proven track record of new business success meeting or exceeding quota, experience selling into the APAC region with familiarity in Australia and New Zealand preferred, strong consultative selling skills, excellent communication and presentation skills, full sales cycle management experience, and proficiency with Salesforce, Clari, and other sales tools.

Is this role remote or does it require being in the office?

This information is not specified in the job description.

What is the salary or compensation for this position?

This information is not specified in the job description.

What does the team environment look like at Pendo for this role?

The role involves working in a small, agile team environment where initiative and adaptability are key, with collaboration across SDRs, other Account Executives, Customer Success, Legal, and Product teams.

What makes a strong candidate for this Commercial Account Executive position?

A strong candidate will have demonstrated success selling product-led growth, analytics, or customer experience solutions, along with an entrepreneurial mindset comfortable with experimenting, in addition to meeting the minimum qualifications.

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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