sales
Posted 2 days agoAccount Director Enterprise Sales - Northeast
at pendo
New York, Ny / Stamford, Ct / Jersey City, Nj / Philadelphia, United StatesHybrid
Salesforce$280,000
Responsibilities
- Value-based selling: Lead sales cycles focused on solving meaningful business problems and supporting digital transformation initiatives.
Requirements
- AI-enabled productivity: Use AI tools and insights to improve sales preparation, productivity, and customer engagement.
- You're AI-curious - genuinely.
- You're not using AI tools occasionally.
- We want someone who sees AI as a multiplier, not a shortcut. Must-haves
- Experience using MEDDPICC and/or Force Management to manage complex, multi-stakeholder sales cycles.
- Demonstrated ability to generate pipeline independently through strategic prospecting and account development. •
- Experience leading cross-functional deal teams across Solutions Engineering, Legal, Customer Success, and executive stakeholders to close enterprise agreements.
- Comfort using AI tools to improve sales efficiency, preparation, and customer engagement. Nice-to-haves •
- Experience working in a startup or high-growth environment where you navigated ambiguity and built new processes or approaches.
- Demonstrated ability to mentor peers and contribute to the overall development of the sales organization. About Pendo
- 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.
- Pendo Core Values: Bias to Act, Hone Your Craft, The Team is Pendo, and Maniacal Focus.
Benefits
- Compensation: The expected On-Target Earnings (OTE) range for this role is $280K-$320K, with a 50/50 base-to-variable compensation split.
- Benefits: Highly competitive, employer-heavy coverage including $0 premium options, strong 401(k) match, equity, and flexible time off.
Contact
- If you think you may require an accommodation for any part of the recruitment process, please send a request to: accommodation@pendo.io.
Additional details
- The Enterprise Sales team at Pendo partners with some of the world’s largest organizations to improve and transform their digital experiences.
- The team operates in a fast-paced, collaborative environment and works closely with Solutions Engineering, Customer Success, Legal, Product, and executive leadership to drive meaningful business outcomes.
- Enterprise Sales values clear execution, strong partnership, and disciplined sales practices to win complex enterprise opportunities.
- As an Account Director, Enterprise Sales, you will lead complex enterprise deals and own multi-stakeholder sales cycles with organizations of 1,500+ employees.
- You will build executive relationships, develop multi-year account strategies, generate high-quality pipeline, and apply MEDDPICC and Force Management principles to drive forecast accuracy and long-term customer value.
- Enterprise deal leadership: Act as the internal lead for complex enterprise opportunities, coordinating cross-functional partners across Solutions Engineering, Customer Success, Legal, Product, and executive leadership.
- You keep the team aligned, the deal strategy clear, and the process moving with urgency and discipline.
- You understand stakeholder priorities and connect Pendo’s value to meaningful business outcomes.
- You shape the value narrative, guide customers through complex decisions, and position Pendo as a strategic partner.
- Sales methodology and forecasting: Apply MEDDPICC and Force Management principles to manage complex, multi-stakeholder sales cycles.