The Team + The Role Pendo’s Commercial Sales organization helps growth-stage and small-to-midsize businesses understand, adopt, and expand the value they get from Pendo’s products. The team partners closely with Customer Success, Solutions Engineering, Legal, and Finance to support customer acquisition, retention, expansion, and long-term value realization
The Account Executive Commercial Sales (SMB/Growth) will own the full customer lifecycle across a territory primarily focused on growth-stage businesses with fewer than 300 employees, with additional scope across SMB accounts. This role combines net-new sales, account management, renewals, expansions, and churn mitigation into a single point of accountability for revenue growth across the customer journey
This role is based in our Raleigh office
What this looks like day-to-day Product expertise: Develop a deep understanding of Pendo’s products and how they solve customer challenges. Use that expertise to guide prospects and customers through value-based conversations
Full-cycle ownership: Own the full sales cycle for net-new prospects and current customers from discovery through close. Lead expansion and renewal strategies across your book of business
Pipeline generation: Build consistent weekly pipeline generation in collaboration with business development. Maintain a rolling forecast and consistently work toward pipeline creation and bookings targets
Discovery and evaluation: Lead value-based discovery to uncover customer challenges and align Pendo’s platform as the solution. Navigate free trials and proof-of-concept evaluations with prospects and customers
Customer relationships: Build executive-level customer relationships while partnering internally to address technical needs. Serve as the primary point of contact for customers and support long-term value realization
Account planning: Create and execute account plans that drive net-new opportunities, expansion, and long-term growth. Use customer goals and business needs to identify the right next steps across the lifecycle
Commercial execution: Develop and deliver pricing proposals, negotiate contracts, and manage billing questions and renewal transactions with precision. Partner with Legal and Finance to support clean deal execution
Sales operations: Maintain timely and accurate records of activities in Salesforce and other sales tech stack tools. Keep pipeline, account, and customer information current to support forecasting and execution
Who You Are Beyond the qualifications, we hire through a specific lens. These aren't buzzwords; they're the things we'll actually look for in how you talk about your work
You're a builder, not a maintainer