Account Director Enterprise Sales - TOLA

Account Director Enterprise Sales

Team Description

The Enterprise Sales team at Pendo partners with some of the world’s largest organizations to improve and transform their digital experiences. We operate in a fast-paced, collaborative environment and work closely with Solutions Engineering, Customer Success, and executive leadership to drive meaningful business outcomes. The team values clear execution, strong partnership, and disciplined sales practices to win complex enterprise opportunities.

Role Responsibilities 

• Act as the internal lead for complex enterprise deals, coordinating cross-functional partners including SE, CSM, Legal, Product, and executives.
• Build and maintain strong relationships across the C-suite, IT, and business leaders within organizations of 1500+ employees.
• Lead value-based sales cycles focused on solving meaningful business problems and supporting digital transformation initiatives.
• Apply MEDDPICC and Force Management principles to manage complex, multi-stakeholder sales cycles and maintain forecast accuracy.
• Develop and execute multi-year account strategies that expand Pendo’s presence and deliver long-term customer value.
• Consistently generate and maintain a high-quality pipeline through proactive prospecting and account development.
• Use AI tools and insights to improve sales productivity, preparation, and customer engagement.
• Prioritize high-impact activities and make thoughtful decisions in a fast-moving environment.

Minimum Qualifications 

• Proven track record of success in enterprise software sales (SaaS/Application) selling into organizations with 1500+ employees.
• Experience using MEDDPICC and/or Force Management to manage complex, multi-stakeholder sales cycles.
• Demonstrated ability to generate pipeline independently through strategic prospecting and account development.
• Experience leading cross-functional deal teams (SE, Legal, Customer Success, executives) to close enterprise agreements.
• Comfortable using AI tools to improve sales efficiency, preparation, and customer engagement.

Preferred 

• Experience working in a startup or high-growth environment where you navigated ambiguity and built new processes or approaches.
• Success selling emerging or innovative technologies that required educating the market and shaping the value narrative.
• A track record of perseverance and resilience in professional or personal pursuits.
• Demonstrated ability to mentor peers and contribute to the overall development of the sales organization.

Pendo Description:

Pendo was founded in 2013 by former product managers, who combined their heads and hearts to build something they wanted but never had as product managers -- a simple way to understand and attack what truly drives product success.  Our mission is to improve society's experience with software.

Join one of the fastest-growing startups, supported by best-in-class institutions like Battery Ventures, Salesforce Ventures, Spark Capital, and Meritech. You will gain experience in a diverse and exciting set of technologies and clients and impact Pendo's future. Our culture is passionate, dynamic, and fun.

EEOC

We are an equal opportunity employer and believe having diverse teams where everyone brings their whole self to Pendo is key to our success. We welcome all people of different backgrounds, experiences, abilities and perspectives.

Accessibility

Pendo is committed to working with, and providing access and reasonable accommodation to, applicants with mental and/or physical disabilities. If you think you may require an accommodation for any part of the recruitment process, please send a request to: accommodation@pendo.io. All requests for accommodations are treated discreetly and confidentially, as practical and permitted by law.

Compensation

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.

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