Account Director, Commercial Sales (Mid Market - Net New + Existing) (SaaS)

TL;DR

Account Director, Commercial Sales (SaaS): Driving revenue retention and acquiring new business within the mid-market segment by renewing subscriptions, identifying expansion opportunities, and prospecting for new accounts. Focus on consultative selling, strategic account planning, and resolving customer challenges to achieve quarterly and annual sales targets.

Location: Denver, CO

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

Company

Pendo improves society's experience with software by providing a simple way to understand and attack what truly drives product success.

What you will do

• Analyze customer accounts and craft timely renewal and expansion proposals.
• Manage and maintain a strong sales pipeline, ensuring 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.
• Collaborate with technical, customer success, and product teams.

Requirements

• 5+ years of experience in an Account Executive or related sales role.
• Proven experience managing Mid Market accounts.
• Strong contract negotiation skills.
• Exceptional communication and presentation skills.
• Experience in territory planning and strategic account plans.
• Successful track record in technology sales within a subscription-based business model.
• Excellence in sales pipeline management and CRM tools, particularly Salesforce.com & 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, ensuring nothing slips through the cracks
• Treats work like a craft, constantly honing and refining skills to adapt to an ever-changing landscape

Culture & Benefits

• Join one of the fastest-growing startups, supported by best-in-class institutions.
• Gain experience in a diverse and exciting set of technologies and clients.
• Have a real impact on Pendo's future.
• Passionate, dynamic, and fun culture.
• Diverse teams where everyone brings their whole self to Pendo.