Account Executive, Enterprise Sales

About the role

Pendo is looking for an Account Executive to drive complex sales cycles with large organizations and expand relationships across enterprise accounts. You will own deals from prospecting through close, working alongside internal teams to deliver measurable business outcomes. This position suits someone who thrives in ambiguity and actively uses AI to sharpen their work.

Key facts

What you'll do

• Lead end-to-end sales processes with companies of 1,500+ employees, coordinating with Solutions Engineering, Customer Success, Legal, Product, and leadership
• Establish and grow relationships with C-suite, IT, and business leaders, connecting their priorities to Pendo's offerings
• Run sales cycles centered on solving real business challenges and supporting digital transformation goals
• Apply MEDDPICC and Force Management frameworks to manage multi-stakeholder deals, flag risks early, and maintain forecast accuracy
• Create and execute multi-year account plans that grow Pendo's footprint within existing customers
• Build and sustain a healthy pipeline through disciplined prospecting and strategic account outreach
• Use AI tools to improve preparation, communication, and decision-making throughout the sales process

Requirements

• Demonstrated success selling enterprise software or SaaS to organizations with 1,500+ employees
• Hands-on experience with MEDDPICC and/or Force Management in complex, multi-stakeholder sales environments
• Ability to independently generate pipeline through targeted prospecting and account development
• Track record leading cross-functional deal teams including Solutions Engineering, Legal, Customer Success, and executives
• Comfortable integrating AI tools into daily sales workflows for efficiency and engagement

Nice to have

• Background in a startup or high-growth company where you operated through ambiguity and built new processes
• Experience selling emerging or innovative technologies that required market education and value shaping
• History of perseverance and resilience in professional or personal pursuits
• Ability to mentor colleagues and contribute to broader sales team development

Skills & tools

• MEDDPICC sales methodology
• Force Management framework
• AI productivity tools for sales preparation and engagement
• Cross-functional coordination with technical and executive stakeholders
• Strategic account planning and pipeline management

Practical notes

• Benefits include medical, dental, and life insurance, pension match, equity, and lifestyle perks
• Accommodation requests for applicants with disabilities can be sent to accommodation@pendo.io
• Pendo is an equal opportunity employer and values diverse teams