Account Director, Enterprise Sales

About the role

Pendo is hiring an Account Director for Enterprise Sales to lead and grow relationships with large enterprise accounts in the London market. This role owns the full sales cycle for strategic accounts, from initial prospecting through contract negotiation and long-term account expansion. The Account Director will work closely with internal teams to ensure customer success and drive revenue growth across a portfolio of high-value enterprise clients. The position demands a self-starter who can manage multiple enterprise deals simultaneously while maintaining a disciplined approach to pipeline management and forecasting.

Key facts

What you'll do

• Lead the end-to-end enterprise sales process for assigned accounts across the London region and surrounding markets.
• Develop and execute strategic account plans that align with each client's business objectives and product needs.
• Build and maintain strong relationships with senior stakeholders and decision-makers at enterprise-level organizations.
• Collaborate with marketing, product, and customer success teams to deliver tailored solutions for complex enterprise challenges.
• Identify and pursue new business opportunities within existing accounts to expand product adoption and increase contract value.
• Prepare and deliver compelling sales presentations, proposals, and business cases that demonstrate clear return on investment.
• Manage a pipeline of enterprise prospects, tracking progress through each stage of the sales funnel with accuracy.
• Partner with the sales leadership team to refine territory strategy and prioritize accounts for maximum revenue impact.
• Represent Pendo at industry events, conferences, and networking sessions to build brand awareness and generate qualified leads.
• Provide regular forecasts and reporting to leadership, ensuring transparency around deal progress and revenue targets.

Requirements

• Demonstrated history of successfully selling enterprise software or SaaS solutions to large, complex accounts involving multiple stakeholders and extended procurement cycles.
• Experience managing a complete enterprise sales cycle independently, from initial prospecting and qualification through negotiation, contracting, and final closing.
• Strong understanding of product analytics, customer experience platforms, or related technology sectors, with the ability to speak credibly about the category.
• Excellent communication and presentation skills, with the proven ability to articulate technical value propositions clearly to non-technical business audiences.
• Demonstrated ability to build and sustain long-term, trust-based relationships with C-suite executives and senior leadership contacts at target accounts.
• Comfortable operating in a fast-paced, target-driven environment with a high degree of autonomy, personal accountability, and ownership over deal outcomes.
• Experience working with multi-threaded accounts where influence is needed across economic buyers, technical evaluators, and end users simultaneously.
• Track record of consistently meeting or exceeding quarterly and annual revenue targets in a competitive enterprise sales environment.

Nice to have

• Prior experience working in the United Kingdom or broader European enterprise sales landscape.
• Familiarity with Pendo's product suite and the product analytics category specifically.
• Background in consulting, financial services, or other regulated industries with complex procurement processes.
• Existing professional network of enterprise contacts and relationships in the London technology ecosystem.
• Previous experience managing a team of sales representatives or mentoring junior account executives.
• Knowledge of account-based marketing strategies and how to align sales efforts with marketing campaigns.

Skills & tools

• Proficiency with CRM platforms such as Salesforce for pipeline management, deal tracking, and forecasting activities.
• Experience with sales engagement tools and outreach platforms for prospecting, sequencing, and follow-up workflows.
• Familiarity with data analytics and business intelligence tools to support evidence-based sales presentations and proposals.
• Strong command of the Microsoft Office suite, particularly Excel and PowerPoint for deal tracking and reporting.
• Ability to use collaboration and communication tools effectively for remote coordination with cross-functional internal teams.
• Knowledge of enterprise procurement and contracting processes to navigate complex deal structures and multi-party negotiations.

Practical notes

• This role is based in London and requires regular in-office presence during standard business hours each week.
• The hiring process includes multiple rounds of interviews with sales leadership and cross-functional partners across the organization.
• Candidates should be prepared to discuss specific enterprise deals, including deal size, cycle length, and stakeholder complexity.
• Pendo values candidates who demonstrate curiosity, integrity, and a collaborative approach to solving customer problems and driving outcomes.
• The position reports to the VP of Enterprise Sales and is part of a growing sales organization focused on the UK market.