sales
Posted 2 days agoAccount Executive Commercial Sales (SMB)
at pendo
Raleigh, United StatesHybrid
Responsibilities
- Maintain a rolling forecast and consistently work toward pipeline creation and bookings targets.
Requirements
- Product expertise: Develop a deep understanding of Pendo’s products and how they solve customer challenges. Use that expertise to guide prospects and customers through value-based conversations.
- Sales operations: Maintain timely and accurate records of activities in Salesforce and other sales tech stack tools.
- 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
- Active use of AI-powered tools and automation in daily workflows to increase efficiency and impact, with the ability to translate emerging AI capabilities into practical business advantage. 1+ year of
- experience in B2B SaaS net-new sales and account management with closing responsibilities.
- Proven ability to manage a full sales cycle, including renewals and expansions. •
- Experience providing tailored technical product demonstrations to net-new and existing customers.
- Business acumen with an understanding of SaaS metrics and customer value drivers.
- Competency with sales pipeline management and CRM tools, including Salesforce.com.
- Bachelor’s degree or equivalent work experience. Nice-to-haves
- Training in MEDDICC and/or Force Management methodologies. •
- Experience managing a territory of SMB and/or emerging market accounts.
- High emotional intelligence and the ability to resolve conflict with empathy.
- Ability to multitask and prioritize effectively in a fast-paced environment.
- 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 to be performed in Raleigh, NC is $115,000 - $160,000 OTE with a 50/50 base-to-variable 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
- Pendo’s Commercial Sales organization helps small-to-midsize businesses understand, adopt, and expand the value they get from Pendo’s products.
- The team partners closely with Customer Success, Solutions Engineering, Legal, and Finance to support customer acquisition, retention, expansion, and long-term value realization.
- The Account Executive Commercial Sales (SMB) will own the full customer lifecycle across a territory of SMB accounts with fewer than 300 employees.
- This role combines net-new sales, account management, renewals, expansions, and churn mitigation into a single point of accountability for revenue growth across the customer journey.
- Full-cycle ownership: Own the full sales cycle for net-new prospects and current customers from discovery through close. Lead expansion and renewal strategies across your book of business.
- Pipeline generation: Build consistent weekly pipeline generation in collaboration with business development.
- Discovery and evaluation: Lead value-based discovery to uncover customer challenges and align Pendo’s platform as the solution.
- Navigate free trials and proof-of-concept evaluations with prospects and customers.
- Customer relationships: Build executive-level customer relationships while partnering internally to address technical needs.
- Serve as the primary point of contact for customers and support long-term value realization.