<h2>The Team + The Role</h2> <p>Pendo’s Commercial Sales organization drives revenue growth across growth-stage and SMB customer segments. The team helps customers understand, adopt, and expand the value they get from Pendo while creating a consistent revenue motion across prospecting, acquisition, account management, renewals, expansions, and retention. This work matters because it connects customer outcomes directly to Pendo’s long-term growth.</p> <p>As a Sr. Account Executive, you will own the full customer lifecycle within a primary territory of growth-stage businesses with more than 300 employees, with secondary focus on small to mid-sized businesses. You will serve as the primary point of contact for customers in your book of business, leading net-new acquisition, account management, renewals, expansions, and churn mitigation. You will partner with Customer Success, Solutions Engineering, Legal, and Finance to deliver long-term customer value while achieving quarterly sales and retention targets.</p> <p>This role is based in our Raleigh office.</p> <h2>What this looks like day-to-day</h2> <ul> <li><strong>Develop product expertise:</strong> Build deep understanding of Pendo’s products and how they solve customer challenges. Use that knowledge to guide discovery, shape solutions, and support both net-new and existing customer conversations.</li> <li><strong>Own the full sales cycle:</strong> Manage net-new prospects and current customers from discovery through close. Lead expansion and renewal strategies within your book of business while maintaining clear accountability across the customer journey.</li> <li><strong>Generate pipeline consistently:</strong> Build consistent weekly pipeline generation in partnership with business development. Identify new opportunities across your territory and create steady momentum toward pipeline creation and bookings targets.</li> <li><strong>Manage forecast and targets:</strong> Own a rolling forecast and maintain clear visibility into pipeline health. Track progress against pipeline creation, bookings, renewal, and retention goals with accuracy and discipline.</li> <li><strong>Lead value-based discovery:</strong> Uncover customer challenges through consultative discovery and align Pendo’s platform to the outcomes customers need. Translate customer needs into clear solution narratives that support confident buying decisions.</li> <li><strong>Navigate trials and evaluations:</strong> Guide prospects through free trials and proof of concept evaluations. Help customers assess product value, understand fit, and move through the buying process with clarity.</li> <li><strong>Build customer relationships:</strong> Develop executive-level customer relationships while partnering internally to address technical needs. Work cross-functionally to support value realization and build durable customer partnerships.</li> <li><strong>Create account plans:</strong> Build and execute account plans that drive net-new opportunities, expansion, and long-term growth. Use customer context, business goals, and product adoption signals to identify the right next steps.</li> <li><strong>Manage proposals and contracts:</strong> Develop and deliver pricing proposals, negotiate contracts, and manage billing questions and renewal transactions with precision. Keep deals organized and moving with strong process discipline.</li> <li><strong>Maintain sales systems:</strong> Keep timely and accurate records of activities in Salesforce and other tools across the sales tech stack. Ensure account, opportunity, and forecast information is current and actionable.</li> </ul> <h2>Who You Are</h2> <p>Beyond the qualifications, we hire through a specific lens. These aren't buzzwords; they're the things we'll actually look for in how you talk about your work.</p> <p>You're a builder, not a maintainer.</p> <p>You're most energized when there isn't a clear path yet, and you get to define it. You don't wait for direction; you identify gaps, shape solutions, and drive them forward. At Pendo, great Sr. Account Executives don't just follow instructions; they operate as strategic advisors, influencing decisions, guiding stakeholders, and elevating how we work.</p> <p>You're AI-curious - genuinely.</p> <p>You're not using AI tools occasionally. You're rewiring how you work around them. You're faster, sharper, and more prolific because of it, and you bring that energy to everything — how you approach your work, how you prep, how you communicate, how you think. We want someone who sees AI as a multiplier, not a shortcut.</p> <h2>Must-haves</h2> <ul> <li>3+ years of experience in B2B SaaS net-new sales and account management with closing responsibilities.</li> <li>Proven ability to manage a full sales cycle, including renewals and expansions.</li> <li>Demonstrated track record of consistent goal attainment in a quota-carrying sales environment.</li> <li>Experience providing tailored technical product demonstrations to net-new and existing customers.</li> <li>Strong negotiation and contract management skills.</li> <li>Business acumen with an understanding of SaaS metrics and customer value drivers.</li> <li>Competency with sales pipeline management and CRM tools, including Salesforce.com.</li> <li>Excellent communication, organizational, and interpersonal skills.</li> <li>Active use of AI-powered tools and automation in daily workflows to increase efficiency and impact, with the ability to translate emerging