Account Executive, Enterprise Sales - EMEA

London, United KingdomHybrid

Responsibilities

Value-based selling: Lead sales cycles focused on solving meaningful business problems and supporting digital transformation initiatives.

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: Comprehensive, top-tier coverage including medical, dental, and life insurance, combined with pension match, equity, and high-value lifestyle perks.

If you think you may require an accommodation for any part of the recruitment process, please send a request to: accommodation@pendo.io.

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.
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.
This role is a hybrid position based 3 days per week in our London office.
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.