Account Executive Commercial Sales (SMB)

Pendo.io is a growing company focused on improving society's experience with software through AI. They are seeking a motivated Account Executive to manage the full customer lifecycle for small-to-midsize businesses, including prospecting, acquisition, account management, and renewals.

Responsibilities

• Develop deep expertise and understanding of Pendo’s products
• Own the full sales cycle for net new prospects and current customers from discovery through close, leading expansion and renewal strategies within your book of business
• Building consistent weekly pipeline generation in collaboration with business development
• Manage a rolling forecast and consistently hit pipeline creation and bookings targets
• 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
• Build executive-level customer relationships while partnering internally to address technical needs and deliver value realization
• Create and execute account plans that drive net new, expansion opportunities and long-term growth
• Develop and deliver pricing proposals and negotiate contracts, managing billing questions and renewal transactions with precision
• Maintain timely and accurate records of activities in Salesforce and other tools in our sales tech stack

Skills

• Actively leverages AI-powered tools and automation in daily workflows to increase efficiency and impact
• Maintains a strong understanding of the rapidly evolving AI landscape and translates emerging capabilities into practical business advantage
• 1+ year 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
• Experience providing tailored technical product demonstrations to net new and existing customers
• Strong negotiation and contract management skills
• Demonstrated track record of consistent goal attainment
• 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
• Bachelor's degree or equivalent work experience
• Training in MEDDICC and/or Force Management methodologies
• Experience managing a territory of SMB and/or emerging market accounts
• High emotional intelligence (EQ) and ability to resolve conflict with empathy
• Ability to multitask and prioritize effectively in a fast-paced environment
• Desire to learn and grow within a team-based culture
• Self-motivated, proactive team player
• Excellent time and process management skills, ensuring nothing slips through the cracks
• Treats work like a craft, constantly honing and refining skills to adapt to an ever-changing landscape

Company Overview

Company H1B Sponsorship