Account Executive Commercial Sales (Growth)

The role

You will own the full customer lifecycle for growth-stage businesses and small to mid-sized businesses. This includes leading net-new acquisition, account management, renewals, expansions, and churn mitigation.

What you will do

• Develop product expertise to guide discovery and support customer conversations.
• Manage net-new prospects and current customers from discovery through close.
• Lead expansion and renewal strategies within a book of business.
• Generate consistent weekly pipeline in partnership with business development.
• Manage rolling forecast and track progress against sales and retention goals.
• Conduct value-based discovery to align platform to customer outcomes.
• Guide prospects through free trials and proof of concept evaluations.
• Build executive-level customer relationships.
• Create and execute account plans to drive growth.
• Develop pricing proposals, negotiate contracts, and manage billing and renewals.

Required qualifications

• 3+ years of experience in B2B SaaS net-new sales and account management with closing responsibilities.
• Proven ability to manage a full sales cycle, including renewals and expansions.
• Demonstrated track record of consistent goal attainment in a quota-carrying sales environment.
• Experience providing tailored technical product demonstrations to net-new and existing customers.
• Strong negotiation and contract management skills.
• Business acumen with an understanding of SaaS metrics and customer value drivers.
• Competency with sales pipeline management and CRM tools, including Salesforce.com.
• Excellent communication, organizational, and interpersonal skills.
• Active use of AI-powered tools and automation in daily workflows.
• Bachelor’s degree or equivalent work experience.

Nice to have

• Training in MEDDICC and/or Force Management methodologies.
• Experience managing a territory of SMB and/or emerging market accounts.
• High emotional intelligence and the ability to resolve conflict with empathy.
• Ability to multitask and prioritize effectively in a fast-paced environment.
• Desire to learn and grow within a team-based culture.
• Self-motivated, proactive approach with strong team orientation.
• Excellent time and process management skills.
• Commitment to treating work like a craft.

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.