The Team + The Role Pendo’s Commercial Sales organization drives revenue growth across growth-stage and SMB customer segments. The team helps customers understand, adopt, and expand the value they get from Pendo while creating a consistent revenue motion across prospecting, acquisition, account management, renewals, expansions, and retention. This work matters because it connects customer outcomes directly to Pendo’s long-term growth
As a Sr. Account Executive, you will own the full customer lifecycle within a primary territory of growth-stage businesses with more than 300 employees, with secondary focus on small to mid-sized businesses. 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
This role is based in our Raleigh office
What this looks like day-to-day Develop product expertise: Build deep understanding of Pendo’s products and how they solve customer challenges. Use that knowledge to guide discovery, shape solutions, and support both net-new and existing customer conversations
Own the full sales cycle: Manage net-new prospects and current customers from discovery through close. Lead expansion and renewal strategies within your book of business while maintaining clear accountability across the customer journey
Generate pipeline consistently: Build consistent weekly pipeline generation in partnership with business development. Identify new opportunities across your territory and create steady momentum toward pipeline creation and bookings targets
Manage forecast and targets: Own a rolling forecast and maintain clear visibility into pipeline health. Track progress against pipeline creation, bookings, renewal, and retention goals with accuracy and discipline
Lead value-based discovery: Uncover customer challenges through consultative discovery and align Pendo’s platform to the outcomes customers need. Translate customer needs into clear solution narratives that support confident buying decisions
Navigate trials and evaluations: Guide prospects through free trials and proof of concept evaluations. Help customers assess product value, understand fit, and move through the buying process with clarity
Build customer relationships: Develop executive-level customer relationships while partnering internally to address technical needs. Work cross-functionally to support value realization and build durable customer partnerships
Create account plans: Build and execute account plans that drive net-new opport