Account Director Enterprise Sales at Pendo

We seek exceptional Enterprise Account Directors to join our mission as we elevate the world’s experience with Software. Recognized as the leading force in the categories of Product Analytics and Digital Adoption platforms, our value proposition applies to startups and leading enterprises across the globe. Our 3,000 customers and growing relationships are a testament to our growth trajectory as a late-stage startup.

As an enterprise sales Account Director, you will be responsible for driving revenue growth through net new and existing accounts within your territory. You will play a leadership role in executing our sales strategy to expand a defined set of enterprise accounts rapidly. You will be responsible for driving executive engagement selling solutions and services that deliver significant value to our customers. You must have a proven track record of exceeding quotas with tenacity, great attitude, accountability, high energy, integrity, and discipline, which are defining characteristics for success in this role.

We have a “win as a team” sales mentality where everyone works together toward a common objective. We are metrics-driven, we hold ourselves to a high level of accountability, we believe in rewarding top performers, and we celebrate our successes!

Role Responsibilities

• Execute a complex, value-based sales process encompassing multiple groups within your accounts.
• Source and develop new business opportunities by analyzing and proactively targeting high-value needs across multiple functions and business lines.
• Effectively articulate Pendo’s unique business, solution, and functional value.
• Build executive awareness, sales pipeline, and bookings growth in accounts.
• Define account strategies that enable sales velocity by partnering with Solutions Engineers, Customer Success Managers, and Emerging Account Directors.
• Effectively forecast sales opportunities while tracking and using critical metrics that predict sales success.
• Track all relevant sales activity using the company's Salesforce CRM platform.
• Other duties as assigned.
• Travel as needed.

Minimum Qualifications

• You have a successful track record selling Enterprise software and software-as-a-service platforms to the VP and c-suite level.
• Have demonstrated aptitude in cultivating relationships with senior executives across Global 2000 organizations, spanning both line-of-business and IT domains.
• Expertise in building multi-year account plans to build value and grow the footprint within a set of accounts.
• You have established proficiency in effectively overseeing a substantial and diverse sales opportunity pipeline as part of a collaborative team.
• Exceptional proficiency in communication (both written and verbal), interpersonal abilities, and delivering impactful presentations.
• You are able to distinguish between productive activity and tangible results; demonstrates a strong and diligent work ethic.
• Capable of working autonomously while fostering effective collaboration within the Pendo team.
• Experience with Sales tools including Salesforce, Clari, Looker, Gong, Outreach.
• Familiar with MEDDIC and Force Management Methodology.

Preferred

• Trained in MEDDIC and Force Management Methodology.