Account Director, Commercial Sales

TL;DR

Account Director, Commercial Sales: Driving revenue retention and identifying new opportunities to expand the customer base, with an accent on renewing subscriptions, identifying expansion opportunities, and prospecting new business. Focus on consultative selling, strategic prospecting, and pipeline execution to manage opportunities and close deals.

Location: Must be based in Raleigh, NC. Travel for key customer meetings, events, or strategic engagements may be required.

Salary: $212,000 - $265,000 OTE (50/50 split)

Company

Pendo is a fast-growing startup founded in 2013 by former product managers to improve society's experience with software.

What you will do

• Develop expertise in Pendo's solutions and sales strategy, including pricing, negotiating, and closing renewals.
• Analyze customer accounts to craft timely and accurate renewal and expansion proposals.
• Manage and maintain a strong sales opportunity pipeline with accurate forecasting.
• Achieve quarterly and annual targets for bookings, renewals, and expansions.
• Lead strategic account planning sessions to identify growth opportunities.
• Handle the entire sales cycle from opportunity creation to deal closure.

Requirements

• 5+ years of experience in an Account Executive or related sales role with direct customer engagement, focusing on Mid Market accounts and executive-level relationship building.
• Strong contract negotiation skills for multi-year agreements, coupled with exceptional communication and presentation abilities for executive audiences.
• Proven track record in technology sales within a subscription-based business model, consistently achieving targets.
• Experience in territory planning and developing strategic account plans.
• Proficiency in sales pipeline management and CRM tools, specifically Salesforce.com and Clari.
• Bachelor’s degree or equivalent professional experience.

Nice to have

• Approaches work with empathy and a creative, problem-solving mindset.
• Excellent interpersonal skills with the ability to handle conflict.
• Self-motivated, proactive, energetic team player.
• Takes an active interest in increasing customer happiness and deepening customer relationships.
• Extraordinary time and process management skills.
• Treats work like a craft, constantly honing and refining skills.

Culture & Benefits

• Diverse teams where everyone brings their whole self to Pendo are key to success.
• Committed to providing reasonable accommodation to applicants with disabilities.
• Compensation includes salary, benefits, and other reward opportunities.