Account Executive, Enterprise Sales

About the role

Pendo is looking for an experienced sales professional to join our Munich team and focus on acquiring new business within the DACH region. You will manage high-value sales cycles for our enterprise platform, targeting DAX 40 companies and other large organizations. In this capacity, you will own the end-to-end commercial journey for strategic deals, navigating complex enterprise landscapes to secure mutually beneficial outcomes. The role requires a disciplined approach to managing multiple concurrent opportunities while aligning your efforts with the broader market strategy of the DACH region. You will act as a key architect of growth, leveraging deep market knowledge to identify and penetrate new accounts that align with our target profile. Success in this position hinges on your ability to translate customer challenges into compelling value propositions for our AI-driven platform. You will be responsible for building and sustaining executive-level relationships that drive long-term partnerships and expansion. This is a pivotal role for a self-motivated leader who thrives in fast-paced, high-visibility environments.

Key facts

What you'll do

• Acquire new enterprise customers within the strategic DACH market by identifying key decision-makers and influencing multi-threaded buying committees.
• Manage full-cycle sales processes involving multiple stakeholders from initial contact to contract signature, ensuring alignment with Pendo's governance standards.
• Close SaaS agreements valued between $500K and $1M+ by articulating the financial impact and strategic benefits of our product suite.
• Establish and maintain relationships with C-suite executives and senior decision-makers, positioning Pendo as a critical partner in their digital evolution.
• Create and implement detailed account strategies that map stakeholder ecosystems, define competitive differentiators, and outline tactical engagement plans.
• Demonstrate how our AI-driven data and analytics platform supports digital transformation initiatives, linking product capabilities to measurable business outcomes.
• Work with internal teams to secure and grow strategic accounts through coordinated efforts with delivery, professional services, and executive leadership.
• Manage your sales pipeline and provide accurate revenue forecasts using established methodologies and tools to support investor and board reporting.
• Conduct discovery sessions to uncover latent needs, validate solution fit, and build business cases that justify significant capital investments.
• Leverage competitive intelligence to shape win strategies, address objections proactively, and reinforce the unique value of the Pendo platform.
• Collaborate with marketing to develop targeted campaign assets and narrative frameworks that resonate with technical and executive audiences.
• Represent Pendo at industry events and stakeholder meetings to elevate brand presence and generate new pipeline within the DACH region.

Requirements

• Proven history of closing SaaS deals in the $500K to $1M+ range within the DACH region, demonstrating a clear pattern of enterprise-scale transactions.
• Experience selling into large, complex, matrix-style organizations, navigating intricate decision-making processes with confidence and poise.
• Professional background in AI, data, analytics, or enterprise technology, with a strong understanding of how these trends impact enterprise priorities.
• Demonstrated success working in high-growth or startup environments, adapting quickly to shifting priorities and ambiguous scenarios.
• Ability to communicate effectively with executive-level buyers, using language that resonates with strategic intent and operational realities.
• Fluency in German and professional proficiency in English, enabling nuanced discussions and relationship-building with native stakeholders.
• Self-directed, structured, and strategic approach to sales, with the discipline to manage multiple priorities without sacrificing quality.
• A commitment to ethical sales practices and compliance with all relevant regulations, including data protection standards prevalent in Germany.

Skills & tools

• Enterprise SaaS sales
• AI and data analytics platforms
• Pipeline management and forecasting
• Strategic account planning

Practical notes

Pendo is an equal opportunity employer. We provide reasonable accommodations for candidates with disabilities during the recruitment process. If you require an accommodation, please contact accommodation@pendo.io. All requests are handled with confidentiality.