Overview Account Director Enterprise Sales - Great Lakes at Pendo.io We seek exceptional Enterprise Account Directors to join our mission as we elevate the world’s experience with Software. Pendo is recognized as a leading force in Product Analytics and Digital Adoption platforms, serving startups and enterprises worldwide. Our 3,000 customers and growing relationships reflect our growth as a late-stage startup. As an Account Director Enterprise Sales, you will drive revenue growth through net new and existing accounts within your territory, lead execution of our sales strategy to expand a defined set of enterprise accounts rapidly, and focus on a net new territory. You will drive executive engagement, selling solutions and services that deliver significant value. A proven track record of exceeding quotas, tenacity, accountability, high energy, integrity, and discipline are defining characteristics for success in this role. We have a “win as a team” sales mentality, are metrics-driven, hold ourselves to a high level of accountability, reward top performers, and celebrate successes. Role Responsibilities Execute a complex, value-based sales process spanning multiple groups within your accounts Source and develop new business opportunities by analyzing and proactively targeting high-value needs across multiple functions and business lines Articulate Pendo’s unique business, solution, and functional value Build executive awareness, sales pipeline, and bookings growth in accounts Define account strategies that enable sales velocity by partnering with Solutions Engineers, Customer Success Managers, and Emerging Account Directors Forecast sales opportunities and track/using critical metrics that predict sales success Track all relevant sales activity in the company’s Salesforce CRM Other duties as assigned Travel as needed Minimum Qualifications Successful track record selling Enterprise software and SaaS to VP and C-suite levels Adept at cultivating relationships with senior executives across Global 2000 organizations (line-of-business and IT) Expertise in building multi-year account plans to grow footprint within a set of accounts Proficient in overseeing a substantial and diverse sales pipeline as part of a collaborative team Exceptional written and verbal communication, interpersonal skills, and delivering impactful presentations Strong work ethic; able to distinguish productive activity from tangible results Capable of working autonomously while fostering collaboration within the Pendo team Experience with Sales tools including Salesforce, Clari, Looker, Gong, Outreach Familiar with MEDDIC and Force Management Methodology Preferred Trained in MEDDIC and Force Management Methodology Pendo Description Pendo was founded in 2013 by former product managers who built a simple way to understand and drive product success. Our mission is to improve society’s experience with software. Join one of the fastest-growing startups, supported by investors like Battery Ventures, Salesforce Ventures, Spark Capital, and Meritech. You will gain experience with diverse technologies and clients and impact Pendo’s future. Our culture is passionate, dynamic, and fun. EEOC We are an equal opportunity employer and believe diverse teams are key to our success. We welcome all people of different backgrounds, experiences, abilities and perspectives. Accessibility Pendo is committed to providing access and reasonable accommodation to applicants with disabilities. If you require an accommodation, please email accommodation@pendo.io. Requests are treated discreetly and confidentially as permitted by law. Compensation Our salary ranges are competitive within our size and industry, and are part of a broader compensation and benefits package. The expected OTE range for this role in the United States is $260K - $320K USD. Individual pay decisions consider qualifications, experience, skills, and internal equity. Location: Milwaukee, WI

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