Sr. Manager, Commercial Sales

Pendo is looking for a Sr. Manager, Commercial Sales. The Pendo Sales team has the goal of growing the business by 30% year over year. We have a team mentality where everyone works together toward a common objective. We are metrics driven and hold ourselves to a high level of accountability. In addition to the Pendo Core Values, Commercial Sales embraces these values:

• Self-generated pipeline
• Hit your number
• Work as a team
• Grow and learn
• Be exceptional
• Have fun

As a Sr. Manager, Commercial Sales you will be responsible for a team of Account Executives (AEs) selling into the Commercial segment of the US and Canadian market. Your team will consist of Commercial AEs from fully round robin territories selling Pendo products and services into companies up to 300 employees. Foremost, you will consistently train new AEs (many in their first sales role) to own the full customer lifecycle including: prospecting; net new customer acquisition; account management; renewals; expansions; and churn mitigation.

In this role, you will be responsible for consistently hitting a plan and accurately forecasting to that plan. You will work directly with our Business Development teams to create paired relationships within your team and build a pipeline of high-performers, ready for promotion. This role will be closely aligned with: Sales Enablement to build training & development; Sales Operations for systems and team management; and, Marketing to evaluate and provide a consistent feedback loop on marketing qualified leads (MQLs).

If you have a maniacal focus on operational efficiency, leading teams to achieve goals, and a proficiency in documentation, we want to hear from you. As a Sr. Manager, Commercial Sales you will be accountable for creating and executing the plan to hit your team’s revenue goal and will receive the full assistance of the company to help you be successful. You will be surrounded by a great team of people from whom you can learn. That said, we also want to learn from you. The ideal candidate will exhibit technical aptitude, entrepreneurial spirit, intellectual curiosity, and a growth mindset.

Role Responsibilities

• Train new and consistently develop Account Executives to advance their careers
• Project and forecast bookings for Pendo's Commercial market
• Build and execute strategic plan for Pendo's Commercial market, while assisting account executives in oversight and execution of their strategic plans
• Learn and demonstrate the Pendo platform to new prospective customers
• Participate in customer calls with your AEs throughout the sales process, and provide feedback and coaching for your AEs on a weekly basis
• Enable the team to aggressively prospect, identify, qualify, and develop the pipeline
• Support and manage complex, full cycle customer engagement processes, with experience executing trials, creating business cases, and presenting to C-suite decision makers alongside department champions, in limited budget departments
• Oversee development and support of current customers, through onboarding, expansion (cross and upsell motions), risk mitigation, and renewal
• Exhibit and reinforce the core values of Pendo and the sales team
• Negotiate contracts and engage Legal and Security teams for support, while assisting and coaching on pricing, packaging, and positioning
• Own and manage the recruiting and hiring process for your own team
• In-office expectation in Pendo’s Raleigh, NC HQ location, where the AEs are primarily located, particularly to support EOM, EOQ, and customers in alternate timezones

Minimum Qualifications

• Actively leverages AI-powered tools and automation in daily workflows to increase efficiency and impact. Maintains a strong understanding of the rapidly evolving AI landscape and translates emerging capabilities into practical business advantage.
• 3+ years of sales management and leadership experience, leading a team of at least 5 sellers, in a complex-sales environment
• 3-5+ years of proven individual contributor success and goal attainment in direct, net-new, hunting B2B SaaS sales roles
• Demonstrated consistent track record of hitting goal and numbers, as a seller and manager
• Possess an understanding of SaaS financial metrics
• Willingness to learn in a fast-paced sales environment, including new technologies and business solutions
• Ability to embrace feedback and hold yourself accountable
• FORCE Management/MEDD(P)ICC methodology background

Preferred Qualifications

• 5+ years of sales management and leadership experience, leading a team of at least 5 sellers, in a complex-sales environment
• Entrepreneurial background
• Experience managing a remote team of sellers
• Experience growing an early stage SaaS company
• Experience selling white-space TAM in a first-of-its-kind, category defining SaaS platform
• Bachelor’s degree or commensurate work experience

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 by leveraging the power of AI.

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 diverse, exciting technologies and clients and impact 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 require accommodation(s) for any part of the recruitment process, please request 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 competitive pay for our size and industry and are one part of many compensation, benefits, and other reward opportunities we provide.

The expected OTE range for this role is:

US National -  $240,000 - $300,000 OTE (50/50 split)

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