Account Executive Commercial Sales (SMB)

ABOUT THE ROLE We are seeking an Account Executive Commercial Sales (SMB) to join our Commercial Sales organization at Pendo. This role will be responsible for owning the full customer lifecycle across a territory of SMB accounts with fewer than 300 employees. The Account Executive 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 As an Account Executive, you will be responsible for the following: - Developing a deep understanding of Pendo's products and how they solve customer challenges to guide prospects and customers through value-based conversations. - Owning 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. - Building consistent weekly pipeline generation in collaboration with business development, maintaining a rolling forecast, and working toward pipeline creation and bookings targets. - Leading 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. - Building 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. - Creating and executing 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. - Developing and delivering pricing proposals, negotiating contracts, and managing billing questions and renewal transactions with precision, partnering with Legal and Finance to support clean deal execution. - Maintaining 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 To be successful in this role, you will need: - Active use of AI-powered tools and automation in daily workflows to increase efficiency and impact, with the ability to translate emerging AI capabilities into practical business advantage. - 1+ year 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 Note: This role is based in our Raleigh office, with a hybrid culture that involves in-office work 3 days per week unless designated remote. BENEFITS - Competitive compensation package - Opportunity to work with a fast-growing startup - Collaborative and dynamic work environment - Comprehensive benefits package, including medical, dental, and vision insurance - 401(k) matching program - Paid time off and holidays - Professional development opportunities