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Emerging Account Director



Sales & Business Development
Raleigh, NC, USA
Posted on Thursday, March 14, 2024

At Pendo, we are maniacally focused on our customers, and we have ambitious goals tied to retaining and growing our Enterprise customers. We are looking to scale our account teams to support these goals. We have a team sales mentality where everyone works together toward a common objective. We are metrics-driven and hold ourselves to a high level of accountability.

As an Emerging Account Director, you will be part of an Enterprise Account Team responsible for larger, high-potential Pendo customers. This cross-functional team comprises an Enterprise Account Director, Solutions Engineer (or Technical Account Manager), Customer Success Manager, and others. The role entails owning and supporting large, complex opportunities with the largest brands in the world. You will spend your time doing the following:

  • Prospecting and event outreach
  • Data Enrichment & validation
  • Managing and owning renewals, customer upsells, and creating contracts
  • Forecasting and closing deals
  • Account Research & Account Planning
  • Facilitating and participating in both customer QBRs and customer experience planning
  • Personal enablement/enrichment

From a revenue perspective, you will be paired with multiple Enterprise Account Directors and have an individual quota comprising renewals and customer expansions. You will be measured on your ability to excel in the above categories. Emerging Account Directors will be expected to be self-starters and provide recommendations on how they can help the team achieve their overall goals for the account.

Responsibilities (what you’ll do):

  • Own renewals and expansion opportunities
  • Develop a working knowledge of Pendo and articulate the business value to customers
  • Capture customer value statements to enrich marketing outreach, proposals, etc.
  • Co-Own account planning and understand how customers are using Pendo
  • Use a variety of methods (Email, phone, social media) to engage prospects, users, and decision-makers for prospecting and inviting customers to events
  • Partner with Account Directors to design PowerMaps and manage account planning.
  • Navigate a customer through a proof of concept, building out a MAP with an understanding of the remaining steps to closure
  • Record and document all sales activities in SalesForce.com

What you'll get:

  • A deep knowledge of selling a SaaS B2B product
  • Exposure to some of the top SaaS professionals in the industry
  • Interaction with some of the largest, most innovative companies in the world
  • The ability to prospect, demo, and close in a high-paced environment
  • Proficiency in sales tools such as SalesForce.com, Outreach, Datanyze, LinkedIn, and more
  • Be part of the largest segment at Pendo and learn Enterprise sales motions
  • In-depth SaaS sales training with MEDDIC and Force Management methods

Qualifications (what you have):

  • 1+ years of sales experience in an entrepreneurial SaaS environment.
  • Self-starter and comfortable working autonomously
  • Experience using MEDDIC and/or Force Management Methodology
  • Proven success in closing renewals at least at $100K+.
  • Ability to collaborate and partner with Account Directors.
  • Consistent track record of hitting goals and numbers.
  • Possess an understanding of SaaS financial metrics and complex sales cycles.
  • Willingness to learn and work in a high-paced sales environment.
  • Ability to embrace feedback and hold yourself accountable.
  • The ability to learn technology basics and apply them to business situations.
  • Demonstrated ability to sell business value

Preferred Qualifications (nice to have):

  • MEDDIC and/or Force Management Methodology trained
  • Entrepreneurial background.

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.

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.


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.


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.


Our 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 OTE range for this role to be performed in the US is $140K - $160K (50/50 split)

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