Pendo

SMB Account Executive (Hybrid)

Team Description

Pendo is looking for a motivated and strategic SMB Account Executive to join our growing sales organization. In this role, you will own the full customer lifecycle within your territory of small-to-midsize businesses (< 300 FTEs), including net new customer acquisition, renewals, expansions, and churn mitigation. This combined role integrates the responsibilities of both Account Executives and Account Managers to provide a single point of accountability for revenue growth across the entire customer journey.

You will be the primary point of contact for customers in your book of business and partner closely with Customer Success, Solutions Engineering, Legal, and Finance to ensure long-term customer value while driving toward quarterly sales and retention targets. This role is perfect for a consultative seller who is energized by owning a full book of business and thrives in a dynamic, high-growth environment.

Role Responsibilities

• Develop deep expertise and understanding of Pendo’s products
• Own the full sales cycle for net new prospects and current customers from discovery through close
• Drive expansion and renewal strategies within your book of business
• Consistent, weekly pipeline generation in collaboration with business development
• Manage a rolling forecast and consistently hit pipeline creation and bookings targets
• Navigate free trials and proof of concept evaluations with prospects
• Lead value-based discovery to uncover customer challenges and align Pendo's platform as the solution
• Build executive-level relationships across customer organizations
• Create and execute account plans that drive net new, expansion opportunities and long-term growth
• Develop and deliver pricing proposals and negotiate contracts
• Manage billing questions and renewal transactions with precision
• Partner cross-functionally to address technical needs and deliver value realization
• Maintain timely and accurate records of activities in Salesforce and other sales tech tools

Minimum Qualifications

• 2+ years experience in B2B SaaS sales or account management with closing responsibilities
• Proven ability to manage a full sales cycle, including renewals and expansions
• Experience providing tailored technical product demonstrations to net new and existing customers
• Strong negotiation and contract management skills
• Demonstrated track record of consistent goal attainment
• Business acumen with an understanding of SaaS metrics and customer value drivers
• Competency with sales pipeline management and CRM tools, including salesforce.com
• Excellent communication, organizational, and interpersonal skills
• Bachelor’s degree or equivalent work experience

Preferred Qualifications

• Training in MEDDIC and/or Force Management methodologies
• Experience managing a territory of SMB and/or emerging market accounts
• High emotional intelligence and ability to resolve conflict with empathy
• Ability to multitask and prioritize effectively in a fast-paced environment
• Strong desire to learn and grow within a team-based culture
• Self-motivated, proactive, energetic team player
• Extraordinary time and process management skills, ensuring nothing slips through the cracks
• Treats work like a craft, constantly honing and refining skills to adapt to an ever-changing landscape

Pendo Description:

Pendo was founded in 2013 by former product managers, who combined their heads and hearts to build something they wanted but never had as product managers -- a simple way to understand and attack what truly drives product success. Our mission is to improve society's experience with software.

Come join one of the fastest-growing startups, supported by best-in-class institutions like Battery Ventures, Salesforce Ventures, Spark Capital and Meritech. You will gain experience in a diverse and exciting set of technologies and clients and have a real impact on Pendo's future. Our culture is passionate, dynamic, and fun.

EEOC

We are an equal opportunity employer and believe having diverse teams where everyone brings their whole self to Pendo is key to our success. We welcome all people of different backgrounds, experiences, abilities and perspectives.

Accessibility

Pendo is committed to working with, and providing access and reasonable accommodation to, applicants with mental and/or physical disabilities. If you think you may require accommodation(s) for any part of the recruitment process, please send a request to: accommodation@pendo.io. All requests for accommodations are treated discreetly and confidentially, as practical and permitted by law.

Compensation

Our salary ranges are based on paying competitively for our size and industry, and are one part of many compensation, benefits and other reward opportunities we provide.

The expected OTE salary range for this role in Raleigh, NC is $115,000 - $140,000 (50/50 split).

Individual pay rate decisions, including offers made within and over the expected salary range, are based on a number of factors, including qualifications for the role, experience level, skillset, and balancing internal equity relative to peers at the company.

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