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Enterprise Sales Account Executive

2 months ago

Nashville, Tennessee, United States Pendo Full time

Position Overview
We are in search of outstanding enterprise Account Directors to contribute to our mission of enhancing the global experience with software.

As a recognized leader in Product Analytics and Digital Adoption platforms, our offerings cater to both startups and established enterprises worldwide. Our expanding customer base of over 3,000 clients reflects our impressive growth trajectory as a late-stage startup.

Key Responsibilities
As an enterprise Account Director, your primary focus will be on driving revenue growth by securing new clients and managing existing accounts within your designated territory. Your role will include:

  • Executing a sophisticated, value-driven sales process that involves multiple stakeholders within your accounts.
  • Identifying and developing new business opportunities by analyzing and proactively addressing high-value needs across various functions and business lines.
  • Creating and managing a territory and account plans aimed at fostering growth.
  • Establishing yourself as an industry expert and trusted advisor for both new and existing clients.
  • Effectively communicating Pendo's unique business solutions and functional value.
  • Building executive awareness and driving sales pipeline and bookings growth within accounts.
  • Defining account strategies that enhance sales velocity by collaborating with Solutions Engineers, Customer Success Managers, and Emerging Account Directors.
  • Accurately forecasting sales opportunities while monitoring and utilizing key metrics that predict sales success.
  • Tracking all relevant sales activities using the company’s Salesforce CRM platform.
  • Performing other duties as assigned and traveling as necessary.

Minimum Qualifications
You are the catalyst that energizes our sales efforts, with a proven history of success in selling enterprise software and platform-as-a-service solutions to VP and C-suite executives. Your qualifications include:

  • Demonstrated ability to cultivate relationships with senior executives across Global 2000 organizations, encompassing both line-of-business and IT domains.
  • Expertise in developing multi-year account plans to enhance value and expand the footprint within assigned accounts.
  • Proficiency in managing a substantial and diverse sales opportunity pipeline as part of a collaborative team.
  • Exceptional communication skills (both written and verbal), strong interpersonal abilities, and a talent for delivering impactful presentations.
  • A clear distinction between productive activities and tangible results, showcasing a strong work ethic.
  • Ability to work independently while promoting effective collaboration within the Pendo team.
  • Experience with sales tools including Salesforce, Clari, Looker, Gong, and Docusign.
  • Familiarity with MEDDIC and Force Management methodologies.

Preferred Qualifications
Trained in MEDDPPIC and/or Force Management methodologies.

About Pendo
Pendo was founded in 2013 by former product managers who aimed to create a straightforward way to understand and address the key drivers of product success. Our mission is to enhance society's experience with software.

As one of the fastest-growing startups, we are backed by leading institutions such as Battery Ventures, Salesforce Ventures, Spark Capital, and Meritech. You will gain exposure to a diverse array of technologies and clients, significantly impacting Pendo's future. Our culture is vibrant, dynamic, and enjoyable.

EEOC Statement
We are an equal opportunity employer and believe that diverse teams, where everyone brings their whole self to Pendo, are essential to our success. We welcome individuals from various backgrounds, experiences, abilities, and perspectives.

Accessibility Commitment
Pendo is dedicated to working with and providing access and reasonable accommodations to applicants with mental and/or physical disabilities. If you require accommodations during the recruitment process, please let us know.

Compensation Overview
Our salary ranges are designed to be competitive within our industry and reflect our size. The expected OTE range for this role in the United States is $240K - $300K USD. Individual pay rate decisions are based on various factors, including qualifications, experience, skillset, and internal equity.