The Team + The Role The Enterprise Sales team at Pendo partners with some of the world’s largest organizations to improve and transform their digital experiences. The team operates in a fast-paced, collaborative environment and works closely with Solutions Engineering, Customer Success, Legal, Product, and executive leadership to drive meaningful business outcomes. Enterprise Sales values clear execution, strong partnership, and disciplined sales practices to win complex enterprise opportunities
As an Account Director, Enterprise Sales, you will lead complex enterprise deals and own multi-stakeholder sales cycles with organizations of 1,500+ employees. You will build executive relationships, develop multi-year account strategies, generate high-quality pipeline, and apply MEDDPICC and Force Management principles to drive forecast accuracy and long-term customer value
This is a remote role based in the PacificNW
What this looks like day-to-day Enterprise deal leadership: Act as the internal lead for complex enterprise opportunities, coordinating cross-functional partners across Solutions Engineering, Customer Success, Legal, Product, and executive leadership. You keep the team aligned, the deal strategy clear, and the process moving with urgency and discipline
Executive relationship building: Build and maintain strong relationships across the C-suite, IT, and business leadership within organizations of 1,500+ employees. You understand stakeholder priorities and connect Pendo’s value to meaningful business outcomes
Value-based selling: Lead sales cycles focused on solving meaningful business problems and supporting digital transformation initiatives. You shape the value narrative, guide customers through complex decisions, and position Pendo as a strategic partner
Sales methodology and forecasting: Apply MEDDPICC and Force Management principles to manage complex, multi-stakeholder sales cycles. You maintain strong deal hygiene, identify risk early, and support accurate forecasting
Account strategy and expansion: Develop and execute multi-year account strategies that expand Pendo’s presence within enterprise customers. You identify growth opportunities, prioritize high-impact activities, and build plans that deliver long-term customer value
Pipeline generation: Consistently generate and maintain a high-quality pipeline through proactive prospecting and account development. You take ownership of pipeline health and create opportunities through disciplined, strategic outreach
AI-enabled productivity: Use AI tools and insights to improve sales preparation, productivity, and customer engagement. You look for practical ways to work faster, communicate more effectively, and make better decisions in a fast-moving environment