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Account Executive Commercial Sales (Growth)

Pendo· Commercial
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Hybrid (Raleigh, NC)$140k - $200kFull-timePosted 2mo ago

About the role

Sr. Account Executive owning full customer lifecycle within a primary territory of growth-stage businesses (>300 employees) with a secondary focus on SMBs, responsible for net-new acquisition, account management, renewals, expansions, and churn mitigation in Raleigh, NC.

Responsibilities

  • Develop product expertise: 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.
  • Own the full sales cycle: 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.
  • Generate pipeline consistently: 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.
  • Manage forecast and targets: 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.
  • Lead value-based discovery: 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.
  • Navigate trials and evaluations: 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.
  • Build customer relationships: Develop executive-level customer relationships while partnering internally to address technical needs. Work cross-functionally to support value realization and build durable customer partnerships.
  • Create account plans: 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.
  • Manage proposals and contracts: 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.
  • Maintain sales systems: 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.

Qualifications

  • - 3+ years of experience in B2B SaaS net-new sales and account management with closing responsibilities.
  • - Proven ability to manage a full sales cycle, including renewals and expansions.
  • - Demonstrated track record of consistent goal attainment in a quota-carrying sales environment.
  • - Experience providing tailored technical product demonstrations to net-new and existing customers.
  • - Strong negotiation and contract management skills.
  • - 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.
  • - Active use of AI-powered tools and automation in daily workflows to increase efficiency and impact, with the ability to translate emerging AI capabilities into practical business value.
  • - Bachelor’s degree or equivalent work experience.

Skills

Required:B2B SaaS salesFull sales cycle managementNegotiation and contractsSalesforce.comAI-powered tools usage

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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