Account Director Commercial Sales (Mid-Market)

Location

Location: Raleigh, NC. This role is based in the Raleigh office.

Work format: hybrid (in-office 3 days per week unless designated remote).

Salary: $180,000 - $250,000 OTE on a 50/50 base-to-variable split.

Company

Pendo helps Mid-Market customers understand, adopt, and expand the value they get from Pendo.

What you will do

• Prospect, land, and expand Mid-Market accounts by identifying and engaging new accounts and stakeholders.
• Own the full sales cycle for product-led deals: solution presentations, quoting, negotiation, and close.
• Manage renewals, retention, and upsell opportunities using customer data, contract details, and business goals.
• Run regular account reviews to assess product adoption and translate insights into account plans and opportunities.
• Collaborate cross-functionally with Customer Success, Finance, Legal, Leadership, and other teams to execute deals smoothly.
• Maintain pipeline health, accurate forecasts, and timely updates against quota targets.

Requirements

• 5+ years of experience in B2B SaaS or complex technology sales in a full-cycle, quota-carrying role spanning Account Executive/Account Director/Account Management responsibilities.
• Proven success driving new business and account expansion within the Mid-Market segment.
• Track record of meeting or exceeding revenue targets in product-led, subscription-based sales environments.
• Strong negotiation and deal management skills, including experience structuring multi-year agreements.
• Ability to build and maintain executive-level relationships across technical and business stakeholders.
• Proficiency in CRM tools such as Salesforce and Clari, plus prospecting, pipeline management, and forecasting skills.

Nice to have

• Entrepreneurial mindset and ability to develop creative prospecting strategies.
• Exceptional interpersonal and executive communication skills.
• Commitment to deepening prospect and customer relationships while driving product adoption and value.
• Willingness to adopt AI and leverage AI tools as Pendo expands its AI capabilities.

Culture & Benefits

• Hybrid culture with in-office 3 days per week unless designated remote.
• Highly competitive employer-heavy benefits, including $0 premium options, strong 401(k) match, equity, and flexible time off.
• 401(k) match and equity included in compensation/benefits package.
• Equal opportunity employer with a focus on diverse teams.