Account Executive Commercial Sales (SMB/Growth)

TL;DR

Account Executive Commercial Sales (SMB/Growth): Own the full customer lifecycle for growth-stage SMB businesses with Pendo’s SaaS products with an accent on net-new sales, account management, renewals, and expansions. Focus on building pipeline, leading value-based discovery, navigating evaluations, and executing account plans for revenue growth.

Location: Based in Raleigh, NC office; hybrid culture with 3 days per week in-office

Compensation: $115,000 - $140,000 OTE (50/50 base-to-variable split)

Company

Fast-growing SaaS startup founded by product managers to help businesses understand and improve software product success.

What you will do

• Develop deep product expertise to guide prospects and customers through value-based conversations.
• Own full sales cycles for net-new prospects and existing customers, including expansions and renewals.
• Build and maintain pipeline in collaboration with business development, hitting forecasting and bookings targets.
• Lead discovery, evaluations, free trials, and proof-of-concepts to align Pendo’s platform with customer needs.
• Build executive relationships, create account plans, and drive long-term growth and value realization.
• Handle pricing proposals, negotiations, contracts, and sales operations in Salesforce.

Requirements

• Active use of AI-powered tools in daily workflows
• 2+ years B2B SaaS net-new sales and account management with closing experience
• Proven full sales cycle management, including renewals and expansions
• Tailored technical product demos for new and existing customers
• Strong negotiation, contract management, and Salesforce competency
• Track record of goal attainment, business acumen in SaaS metrics, excellent communication
• Bachelor’s degree or equivalent

Nice to have

• Training in MEDDICC or Force Management
• Experience with SMB/emerging market territories
• High emotional intelligence, multitasking in fast-paced environments

Culture & Benefits

• Hybrid culture with 3 days in-office in Raleigh
• Competitive benefits: $0 premium health options, strong 401(k) match, equity, flexible time off
• Core values: Bias to Act, Hone Your Craft, The Team is Pendo, Maniacal Focus
• Diverse, inclusive teams with equal opportunity