Account Executive Commercial Sales (SMB) at Pendo

The Team + The Role Pendo’s Commercial Sales organization helps small-to-midsize businesses understand, adopt, and expand the value they get from Pendo’s products. The team partners closely with Customer Success, Solutions Engineering, Legal, and Finance to support customer acquisition, retention, expansion, and long-term value realization. The Account Executive Commercial Sales (SMB) will own the full customer lifecycle across a territory of SMB accounts with fewer than 300 employees. This role combines net-new sales, account management, renewals, expansions, and churn mitigation into a single point of accountability for revenue growth across the customer journey. This role is based in our Raleigh office. What this looks like day-to-day • Product expertise: Develop a deep understanding of Pendo’s products and how they solve customer challenges. Use that expertise to guide prospects and customers through value-based conversations. • Full-cycle ownership: Own the full sales cycle for net-new prospects and current customers from discovery through close. Lead expansion and renewal strategies across your book of business. • Pipeline generation: Build consistent weekly pipeline generation in collaboration with business development. Maintain a rolling forecast and consistently work toward pipeline creation and bookings targets. • Discovery and evaluation: Lead value-based discovery to uncover customer challenges and align Pendo’s platform as the solution. Navigate free trials and proof-of-concept evaluations with prospects and customers. • Customer relationships: Build executive-level customer relationships while partnering internally to address technical needs. Serve as the primary point of contact for customers and support long-term value realization. • Account planning: Create and execute account plans that drive net-new opportunities, expansion, and long-term growth. Use customer goals and business needs to identify the right next steps across the lifecycle. • Commercial execution: Develop and deliver pricing proposals, negotiate contracts, and manage billing questions and renewal transactions with precision. Partner with Legal and Finance to support clean deal execution. • Sales operations: Maintain timely and accurate records of activities in Salesforce and other sales tech stack tools. Keep pipeline, account, and customer information current to support forecasting and execution. Who You Are Beyond the qualifications, we hire through a specific lens. These aren't buzzwords; they're the things we'll actually look for in how you talk about your work. You're a builder, not a maintainer. You're most energized when there isn't a clear path yet, and you get to define it. You don't wait for direction; you identify gaps, shape solutions, and drive them forward. At Pendo, great Account Executives don't just follow instructions; they operate as strategic advisors, influencing decisions, guiding stakeholders, and elevating how we work. You're AI-curious - genuinely. You're not using AI tools occasionally. You're rewiring how you work around them. You're faster, sharper, and more prolific because of it, and you bring that energy to everything — how you approach your work, how you prep, how you communicate, how you think. We want someone who sees AI as a multiplier, not a shortcut. Must-haves • 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 advantage. • 1+ year 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. • 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. Nice-to-haves • Training in MEDDICC and/or Force Management methodologies. • Experience managing a territory of SMB and/or emerging market accounts. • High emotional intelligence and the ability to resolve conflict with empathy. • Ability to multitask and prioritize effectively in a fast-paced environment. • Desire to learn and grow within a team-based culture. • Self-motivated, proactive team player. • Excellent time and process management skills, with a strong focus on follow-through. • Commitment to treating sales as a craft and continuously refining skills to adapt to an evolving market. About Pendo 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. Pendo Core Values: Bias to Act, Hone Your Craft, The Team is Pendo, and Maniacal Focus. Location: Pendo is a hybrid culture. In-office 3 days per week unless designated remote. Compensation: The expected on-target-earnings (OTE) range for this role to be performed in Raleigh, NC is $115,000 - $140,000 OTE with a 50/50 base-to-variable split. Benefits: Highly competitive, employer-heavy coverage including $0 premium options, strong 401(k) match, equity, and flexible time off. 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 an accommodation for any part of the recruitment process, please send a request to: [Upgrade to PRO to see contact]. All requests for accommodations are treated discreetly and confidentially, as practical and permitted by law.