Account Director, Commercial Sales

TL;DR

Account Director, Commercial Sales: Driving revenue retention and new business acquisition for Mid Market accounts with an accent on renewing subscriptions, identifying expansion opportunities, and prospecting for new clients. Focus on demonstrating Pendo's platform value, resolving customer pain points, and executing strategic account plans to achieve quarterly and annual sales targets.

Location: Onsite in Chicago, IL, USA. Flexibility to travel for key customer meetings, events, or strategic engagements as required.

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

Company

Pendo, founded in 2013 by former product managers, aims to improve society's experience with software and is one of the fastest-growing startups.

What you will do

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

Requirements

• 5+ years of experience in an Account Executive or related sales role with direct customer engagement.
• Proven experience managing Mid Market accounts and building executive-level relationships.
• Strong contract negotiation skills, including expertise in structuring and closing multi-year agreements.
• Exceptional communication and presentation skills tailored for executive audiences.
• Experience in territory planning and researching customer value propositions to develop strategic account plans.
• Successful track record in technology sales within a subscription-based business model, with consistent achievement of targets and proficiency in Salesforce.com & Clari.

Culture & Benefits

• Join a passionate, dynamic, and fun culture.
• Gain experience with diverse technologies and clients, making a real impact on Pendo's future.
• Benefit from support by best-in-class institutions.
• Pendo is committed to diversity, equity, and inclusion, offering reasonable accommodation for applicants with disabilities.