Account Director Commercial Sales (Mid-Market)

The role

You will own a full-cycle, quota-carrying sales motion across net-new revenue, existing account growth, renewals, and upsell opportunities. You will manage a portfolio of Mid-Market customers and build executive relationships to drive adoption and expansion.

What you will do

• Identify and engage new accounts and stakeholders to drive net-new revenue.
• Grow footprint within existing accounts through expansion opportunities.
• Drive product-led deals from prospecting through negotiation and close.
• Manage renewals, retention, and upsell opportunities using customer data.
• Conduct regular account reviews to understand customer priorities and product adoption.
• Partner with cross-functional teams to solve customer challenges and move deals forward.
• Maintain a healthy pipeline and accurate forecasts.
• Build executive relationships with prospects and clients.
• Build deep knowledge of Pendo products to advise accounts.

Required qualifications

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

Nice to have

• Entrepreneurial mindset with the ability to develop creative prospecting strategies and solve problems with a growth mentality.
• Exceptional interpersonal and executive communication skills.
• Commitment to deepening prospect and customer relationships while driving product adoption and value.
• Continuous learner who actively refines sales skills and adapts in a dynamic market.
• Willingness to adopt AI and leverage AI tools.

Benefits

• Highly competitive, employer-heavy coverage including $0 premium options
• Strong 401(k) match
• Equity
• Flexible time off

About the company

Pendo was founded in 2013 by former product managers to provide a way to understand what drives product success. Their mission is to improve society's experience with software.