Sr. Sales Engineer - Enterprise at Pendo
Arlington Heights, IL 60005
About the Job
Team Description As an Enterprise Sales Engineer, you will play a critical role as a technical expert on our sales team, aligning Pendo’s solutions to customers’ business challenges
Successful SEs also demonstrate Pendo's core values. You will work closely with our account executives to demonstrate the value of Pendo’s platform through discovery of customers’ underlying challenges and pain, navigating their technical and business requirements, crafting and leading tailored presentations, guiding the evaluation process to a successful technical win and setting customers up for long term success and value.You must have a proven track record of selling technical solutions to both executive and technical buyers in large enterprises
Successful SEs at Pendo have both a strong technical and business acumen, and can manage deals involving multiple stakeholders
Curiosity, credibility and integrity are defining characteristics for success in this role. We have a “win as a team” sales mentality where everyone works together towards 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 Collaborate with Account Executives to identify pain and challenges in a customers’ business related to software adoption and analyticsCraft and deliver sales presentations & demonstrations that show how Pendo can uniquely addresses a customers’ needs and deliver valueScope and execute proof of concept evaluations - gathering technical requirements, defining success criteria, guiding installation and conducting hands-on workshops and trainingsAddress prospects technical questions on Pendo’s technology, installation, security and data privacyGather technical requirements and validate technical fit, ensuring a smooth handoff to implementation teams and setting up customers for successCollaborate cross functionally with product, engineering, customer success and others to gather customer feedback and escalate deal-blocking issues Respond to RFI/RFP/Security documentation requestsMinimum Qualifications 5+ years in a customer facing role selling to large enterprises and Fortune 500 accounts, of which 3+ years specific to pre-sales experienceExperience / familiarity working on teams using the MEDDICC (or similar) frameworkHands-on experience working with/troubleshooting web (HTML, CSS, Javascript, REST APIs) or mobile technologies either in a customer-focused role or as a developerExcellent presentation and product demonstration skills adaptable to both executives and technical buyersWillingness to travelBachelor’s degree in a related fieldPreferred Qualifications Experience in the analytics, product experience or digital adoption space, selling to product, digital transformation and similar rolesExperience as our target buyer in product management, digital transformation or change managementPendo 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.EEOCWe 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.AccessibilityPendo 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:
All requests for accommodations are treated discreetly and confidentially, as practical and permitted by law.CompensationOur 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 salary range for this role is $165,000 - $205,000 OTE (70/30 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.#LI-CS1#LI-Remote
Successful SEs also demonstrate Pendo's core values. You will work closely with our account executives to demonstrate the value of Pendo’s platform through discovery of customers’ underlying challenges and pain, navigating their technical and business requirements, crafting and leading tailored presentations, guiding the evaluation process to a successful technical win and setting customers up for long term success and value.You must have a proven track record of selling technical solutions to both executive and technical buyers in large enterprises
Successful SEs at Pendo have both a strong technical and business acumen, and can manage deals involving multiple stakeholders
Curiosity, credibility and integrity are defining characteristics for success in this role. We have a “win as a team” sales mentality where everyone works together towards 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 Collaborate with Account Executives to identify pain and challenges in a customers’ business related to software adoption and analyticsCraft and deliver sales presentations & demonstrations that show how Pendo can uniquely addresses a customers’ needs and deliver valueScope and execute proof of concept evaluations - gathering technical requirements, defining success criteria, guiding installation and conducting hands-on workshops and trainingsAddress prospects technical questions on Pendo’s technology, installation, security and data privacyGather technical requirements and validate technical fit, ensuring a smooth handoff to implementation teams and setting up customers for successCollaborate cross functionally with product, engineering, customer success and others to gather customer feedback and escalate deal-blocking issues Respond to RFI/RFP/Security documentation requestsMinimum Qualifications 5+ years in a customer facing role selling to large enterprises and Fortune 500 accounts, of which 3+ years specific to pre-sales experienceExperience / familiarity working on teams using the MEDDICC (or similar) frameworkHands-on experience working with/troubleshooting web (HTML, CSS, Javascript, REST APIs) or mobile technologies either in a customer-focused role or as a developerExcellent presentation and product demonstration skills adaptable to both executives and technical buyersWillingness to travelBachelor’s degree in a related fieldPreferred Qualifications Experience in the analytics, product experience or digital adoption space, selling to product, digital transformation and similar rolesExperience as our target buyer in product management, digital transformation or change managementPendo 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.EEOCWe 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.AccessibilityPendo 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.CompensationOur 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 salary range for this role is $165,000 - $205,000 OTE (70/30 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.#LI-CS1#LI-Remote
