Account Director Commercial Sales

Pendo is looking for an Account Director to drive net-new revenue growth and retention within the Mid-Market segment of our Commercial Sales organization. This role is ideal for a motivated, strategic seller who thrives in a full-cycle, quota-carrying environment.

In this position, you will identify and close new revenue opportunities, manage and grow a portfolio of existing accounts, and expand relationships within those accounts. On a day-to-day basis, you will balance proactive prospecting across both new and existing customers while driving upsell and renewal opportunities.

This full-cycle approach enables Pendo to accelerate growth while ensuring customers maximize the value of our products. You can expect to partner with internal teams - including Customer Success, Finance, Legal, and Leadership - to ensure smooth deal execution and long-term customer adoption, product growth, and overall success. If you are a consultative seller who loves working in a customer-first environment, we'd love to hear from you.

Role Responsibilities:

• Prospect, Land & Expand: Identify and engage new accounts and stakeholders to drive net-new revenue, growing Pendo’s existing footprint.
• Drive Product-Led Deals from Start to Finish: Own the full sales cycle, from prospecting and solution presentations to quoting, negotiation, and closing.
• Manage Renewals & Expansion: Leverage customer data, contracts, and business goals to drive renewals, retention, and upsell opportunities.
• Strategic Account Planning: Conduct regular account reviews to align with customer goals and identify growth opportunities.
• Cross-Functional Collaboration: Work with technical, product, customer success, professional services, and marketing teams. Tackle challenges and provide custom solutions collaboratively.
• Pipeline & Forecast Management: Maintain a healthy pipeline with accurate forecasts, providing leadership with timely updates and achieving against quota targets.
• Prospect/Customer Advocacy: Build strong executive relationships, address challenges proactively, and ensure strong partnership with prospects and clients. 
• Develop Product Expertise: Build deep knowledge of Pendo’s products to serve as a trusted advisor to your accounts.

 

Minimum Qualifications:

• 5+ years of experience in B2B SaaS or complex technology sales in a full-cycle, quota-carrying role spanning Account Executive/Account Director and Account Management responsibilities.
• Proven success driving new business and account expansion within the Mid-Market segment.
• Demonstrated ability to build and maintain executive-level relationships across technical and business stakeholders.
• Strong negotiation and deal management skills, including structuring multi-year agreements.
• Consistent track record of meeting or exceeding revenue targets in product-led, subscription-based sales environments.
• Skilled in prospecting, pipeline management and forecasting, with proficiency in CRM tools (e.g., Salesforce, Clari).
• Bachelor’s degree or equivalent professional experience.

Preferred Qualifications:

• An entrepreneurial mindset, with the ability to drive creative prospecting strategies and problem-solve with a growth mentality.
• Exceptional interpersonal and executive communication skills.
• Commitment to deepening prospect and customer relationships, driving production adoption and value.
• Continuous learner who refines sales skills to adapt in a dynamic market.
• Willingness to adopt AI and leverage AI tools as we expand our AI capabilities as a company and team.

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 society's experience with software.

Come 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 a diverse and exciting set of technologies and clients and have a real impact on Pendo's 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. If you think you may require an accommodation for any part of the recruitment process, please send a request to: accommodation@pendo.io. All requests for accommodations are treated discreetly and confidentially, as practical and permitted by law.

Compensation

Our salary ranges are based on paying competitively for our size and industry, and are one part of many compensation, benefits and other reward opportunities we provide.

The expected range for this role in Raleigh, North Carolina is $180,000 - $250,000 OTE (50/50 split).

Individual pay rate decisions, including offers made within and over the expected salary range, are based on a number of factors, including qualifications for the role, experience level, skillset, and balancing internal equity relative to peers at the company.