Account Director Enterprise Sales - Lakes

We seek exceptional Enterprise Account Directors to elevate the world’s experience with software. Pendo is the leading force in Product Analytics and Digital Adoption platforms, serving 3,000 customers globally. This late‑stage startup looks for a dynamic professional to drive revenue growth through net new and existing accounts.

• Execute a complex, value‑based sales process encompassing multiple groups within accounts.
• Source and develop new business opportunities by proactively targeting high‑value needs across multiple functions.
• Effectively 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.
• Effectively forecast sales opportunities while tracking and using critical metrics that predict sales success.
• Track all relevant sales activity using Salesforce (CRM platform).
• Travel as needed.

• Successful track record selling Enterprise software and SaaS platforms to VP and C‑suite level.
• Experience cultivating relationships with senior executives across Global 2000 organizations.
• Expertise in building multi‑year account plans to grow value within a set of accounts.
• Proficient at managing a substantial and diverse sales pipeline as part of a collaborative team.
• Exceptional written and verbal communication skills, and ability to deliver impactful presentations.
• Strong work ethic, distinguishing productive activity from tangible results.
• Ability to work autonomously while fostering effective collaboration within the Pendo team.
• Experience with sales tools including Salesforce, Clari, Looker, Gong, Outreach.
• Familiar with MEDDIC and Force Management Methodology.

• Trained in MEDDIC and Force Management Methodology.

Pendo was founded in 2013 by former product managers who wanted a simple way to understand what drives product success. Our mission is to improve society’s experience with software. We’re supported by top investors such as Battery Ventures, Salesforce Ventures, Spark Capital, and Meritech.

We are an equal‑opportunity employer and welcome all backgrounds, experiences, abilities and perspectives. We conduct business with a diverse, inclusive culture.

Pendo is committed to providing reasonable accommodation for applicants with mental and/or physical disabilities. If you require an accommodation, please send a request to accommodation.

The expected OTE range for this role in the United States is $260 K – $320 K USD. Compensation and benefits are competitive with industry standards.

Mid‑Senior level

Full‑time

Sales and Business Development

Software Development

Referrals increase your chances of interviewing  by 2x.