Sr. Account Executive Commercial Sales (Growth)

ABOUT THE ROLE We are seeking a highly skilled and experienced Sr. Account Executive to join our Commercial Sales organization at Pendo. As a key member of our team, you will be responsible for driving revenue growth across growth-stage and SMB customer segments. Your primary focus will be on owning the full customer lifecycle within a primary territory of growth-stage businesses with more than 300 employees, with a secondary focus on small to mid-sized businesses. WHAT YOU'LL DO As a Sr. Account Executive, you will serve as the primary point of contact for customers in your book of business, leading net-new acquisition, account management, renewals, expansions, and churn mitigation. You will partner with Customer Success, Solutions Engineering, Legal, and Finance to deliver long-term customer value while achieving quarterly sales and retention targets. Your responsibilities will include: - Developing product expertise and using that knowledge to guide discovery, shape solutions, and support both net-new and existing customer conversations - Owning the full sales cycle, managing net-new prospects and current customers from discovery through close - Generating pipeline consistently in partnership with business development - Managing forecast and targets, owning a rolling forecast and maintaining clear visibility into pipeline health - Leading value-based discovery, uncovering customer challenges through consultative discovery and aligning Pendo's platform to the outcomes customers need - Navigating trials and evaluations, guiding prospects through free trials and proof of concept evaluations - Building customer relationships, developing executive-level customer relationships while partnering internally to address technical needs - Creating account plans that drive net-new opportunities, expansion, and long-term growth - Managing proposals and contracts, developing and delivering pricing proposals, negotiating contracts, and managing billing questions and renewal transactions with precision - Maintaining sales systems, keeping timely and accurate records of activities in Salesforce and other tools across the sales tech stack WHAT YOU'LL NEED To be successful in this role, you will need: - 3+ 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 - Demonstrated track record of consistent goal attainment in a quota-carrying sales environment - Experience providing tailored technical product demonstrations to net-new and existing customers - Strong negotiation and contract management skills - 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 - Active use of AI-powered tools and automation in daily workflows to increase efficiency and impact - Bachelor’s degree or equivalent work experience WHY REMOTE Unfortunately, this role is based in our Raleigh office and is not a remote position. BENEFITS Unfortunately, there is no mention of benefits in the original job description.