Account Director Enterprise Sales

Proven track record of success in enterprise software sales (SaaS/Application) selling into organizations with 1500+ employees.

Deep, rigorous experience using MEDDPICC and/or Force Management to manage complex, multi-threaded sales cycles.

Embrace the mindset that "PG is a way of life," consistently generating a high-quality pipeline independently without over-reliance on partners or inbound channels.

SE experience leading an internal "deal team" (SE, Legal, CS, Execs) to win large-scale enterprise contracts.

Must demonstrate AI curiosity and a high level of proficiency in using AI tools to improve sales efficiency and customer engagement.

Our salary ranges are based on paying competitively for our size and industry, and are one part of many compensation, benefits and other reward opportunities we provide.

The expected OTE salary range for this role in the following locations is:

(OTE with a Split of 50/50)

Remote - $280K -$320K OTE

Individual pay rate decisions, including offers made within and over the expected salary range, are based on a number of factors, including qualifications for the role, experience level, skillset, and balancing internal equity relative to peers at the company.

#LI-BL1

Act as the "Internal QB," leading a cross-functional ecosystem (SE, CSM, Legal, Product, and Execs) to navigate complex 6–10+ stakeholder deals.

Build and maintain deep relationships across the C-Suite, IT, and Lines of Business within organizations of 1500+ employees.

Drive value-based sales cycles that focus on category creation and digital transformation rather than traditional "rip-and-replace" strategies.

Apply MEDDPICC and Force Management frameworks with discipline to ensure forecast accuracy and deal velocity.

Develop and execute 2–3 year account strategies to expand Pendo’s footprint and deliver long-term customer outcomes.

Demonstrate a "Bias to Act" by consistently generating a high-quality pipeline independently, without reliance on partners or channels.

The Enterprise Sales team at Pendo is a high-performance group of strategic orchestrators dedicated to helping the world’s largest organizations transform their digital experiences. We operate in a fast-paced, "win-as-a-team" environment where we act as the "Internal QB," collaborating across Solutions Engineering, Customer Success, and Executive leadership to create new categories and drive massive business value. We are metrics-driven, rigorous in our methodology, and committed to a winner-take-all market strategy.