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Account Director Commercial Sales (Mid-Market)

Pendo· Commercial
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Hybrid (Raleigh, NC)$180k - $250k + bonusFull-timePosted 2mo ago

About the role

Account Director for the Mid-Market segment responsible for a full-cycle, quota-carrying sales motion across net-new revenue, existing account growth, renewals, and upsell opportunities. Partners with cross-functional teams to execute deals and deliver customer-first outcomes from Raleigh, NC.

Responsibilities

  • Prospect, land, and expand: Identify and engage new accounts and stakeholders to drive net-new revenue across the Mid-Market segment. Grow footprint within existing accounts by creating and advancing expansion opportunities.
  • Own the full sales cycle: Drive product-led deals from prospecting and solution presentations through quoting, negotiation, and close. Manage each stage with clear next steps, deal discipline, and a consultative, customer-first approach.
  • Manage renewals and expansion: Use customer data, contract details, and business goals to support renewals, retention, and upsell opportunities. Build account strategies aligning customer outcomes with Pendo’s growth opportunities.
  • Plan strategically across accounts: Conduct regular account reviews to understand priorities, assess product adoption, and identify growth paths; translate insights into clear account plans and opportunities.
  • Collaborate cross-functionally: Partner with technical, product, customer success, professional services, marketing, finance, legal, and leadership to solve challenges and move deals forward.
  • Manage pipeline and forecast: Maintain a healthy pipeline, accurate forecasts, and timely updates for leadership; track progress against quota and address risks or gaps.
  • Advocate for prospects and customers: Build executive relationships and address challenges before they become blockers; act as a trusted partner connected to Pendo’s value.
  • Develop product expertise: Build deep knowledge of Pendo’s products and how customers use them; leverage expertise to advise accounts and strengthen sales conversations.

Qualifications

  • 5+ years of experience in B2B SaaS or complex technology sales in a full-cycle, quota-carrying role (Account Executive, Account Director, and Account Management).
  • Proven success driving new business and account expansion within the Mid-Market segment.
  • Consistent 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.
  • Demonstrated ability to build and maintain executive-level relationships across technical and business stakeholders.
  • Skilled in prospecting, pipeline management, and forecasting, with proficiency in CRM tools such as Salesforce and Clari.
  • Bachelor’s degree or equivalent professional experience.

Skills

Required:B2B SaaS salesNew business developmentAccount managementExecutive relationship managementNegotiation and deal managementForecasting and pipeline managementCRM proficiency (Salesforce, Clari)

Benefits

  • Highly competitive, employer-heavy coverage including $0 premium options
  • Strong 401(k) match
  • Equity
  • Flexible time off
Last updated Aug 19, 2026. Interested? Apply on the company site.
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About Pendo

Product Experience & Analytics Platform | Pendo

AI-powered platform that improves how everyone uses software. Product analytics, in-app guides, churn prediction, and agent performance—unified by Pendo AI.

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