Account Director Commercial Sales (Mid-Market)

ABOUT THE ROLE We are seeking an experienced Account Director to drive net-new revenue growth, retention, and expansion across a portfolio of mid-market accounts for Pendo's Commercial Sales organization. This role will own the full sales cycle, balancing proactive prospecting, product-led deal execution, renewals, upsell opportunities, and strategic account planning in a quota-carrying environment. WHAT YOU'LL DO - Drive net-new revenue growth, retention, and expansion across mid-market accounts - Own the full sales cycle, from prospecting to deal closure - Proactively prospect and engage new accounts and stakeholders - Grow Pendo's footprint within existing accounts through proactive outreach and relationship development - Manage product-led deals from prospecting through solution presentations, quoting, negotiation, and close - Use customer data, contracts, and business goals to drive renewals, retention, and upsell opportunities - Partner with customers to ensure they continue to realize value from Pendo's products - Conduct regular account reviews to understand customer goals and identify growth opportunities - Build account strategies that support long-term adoption, product growth, and commercial success - Collaborate with cross-functional teams to address challenges, build custom solutions, and support smooth deal execution - Maintain a healthy pipeline and accurate forecasts while providing timely updates to leadership - Build strong executive relationships with prospects and customers - Develop deep knowledge of Pendo's products and how they support customer goals - Advise accounts and connect product capabilities to business outcomes WHAT YOU'LL NEED - 5+ years of experience in B2B SaaS or complex technology sales in a full-cycle, quota-carrying role - Proven success driving new business and account expansion within the mid-market segment - Demonstrated ability to build and maintain executive-level relationships across technical and business stakeholders - Strong negotiation and deal management skills, including experience structuring multi-year agreements - Consistent track record of meeting or exceeding revenue targets in product-led, subscription-based sales environments - Strong prospecting, pipeline management, and forecasting skills, with proficiency in CRM tools such as Salesforce or Clari - Bachelor’s degree or equivalent professional experience WHY REMOTE Unfortunately, this role is based in our Raleigh office, with a hybrid culture in-office 3 days per week unless designated remote. BENEFITS - The expected on-target-earnings (OTE) range for this role to be performed in Raleigh, NC is $180,000 - $250,000 OTE with a 50/50 split of base salary and commission.