Account Executive Commercial Sales (SMB/Growth)

ABOUT THE ROLE We are seeking an Account Executive Commercial Sales (SMB/Growth) to join our Commercial Sales organization at Pendo. This role will be responsible for owning the full customer lifecycle across a territory primarily focused on growth-stage businesses with fewer than 300 employees, with additional scope across SMB accounts. The ideal candidate will combine net-new sales, account management, renewals, expansions, and churn mitigation into a single point of accountability for revenue growth across the customer journey. WHAT YOU'LL DO - Develop a deep understanding of Pendo's products and how they solve customer challenges to guide prospects and customers through value-based conversations. - Own the full sales cycle for net-new prospects and current customers from discovery through close, leading expansion and renewal strategies across your book of business. - Build consistent weekly pipeline generation in collaboration with business development, maintaining a rolling forecast and consistently working toward pipeline creation and bookings targets. - Lead value-based discovery to uncover customer challenges and align Pendo's platform as the solution, navigating free trials and proof-of-concept evaluations with prospects and customers. - Build executive-level customer relationships while partnering internally to address technical needs, serving as the primary point of contact for customers and supporting long-term value realization. - Create and execute account plans that drive net-new opportunities, expansion, and long-term growth, using customer goals and business needs to identify the right next steps across the lifecycle. - Develop and deliver pricing proposals, negotiate contracts, and manage billing questions and renewal transactions with precision, partnering with Legal and Finance to support clean deal execution. - Maintain timely and accurate records of activities in Salesforce and other sales tech stack tools, keeping pipeline, account, and customer information current to support forecasting and execution. WHAT YOU'LL NEED - 2+ years of experience in B2B SaaS net-new sales and account management with closing responsibilities. - Proven ability to manage a full sales cycle, including renewals and expansions. - Experience providing tailored technical product demonstrations to net-new and existing customers. - Strong negotiation and contract management skills. - Demonstrated track record of consistent goal attainment. - Business acumen with an understanding of SaaS metrics and customer value drivers. - Competency with sales pipeline management and CRM tools, including Salesforce.com. - Excellent communication, organizational, and interpersonal skills. - Bachelor’s degree or equivalent work experience. WHY REMOTE This role is based in our Raleigh office. BENEFITS We offer a competitive salary, and a comprehensive benefits package, including [insert benefits if mentioned in the original description].