The opportunity
Pendo’s Commercial Sales organization drives revenue growth by helping Mid-Market customers understand, adopt, and expand the value they get from Pendo. The team partners closely with customers and internal stakeholders to create durable growth across new business, renewals, retention, and expansion.
What you'll do
Prospect, land, and expand: Identify and engage new accounts and stakeholders to drive net-new revenue across the Mid-Market segment. Grow Pendo’s footprint within existing accounts by creating and advancing expansion opportunities.
Own the full sales cycle: Drive product-led deals from prospecting and solution presentations through quoting, negotiation, and close. Manage each stage with clear next steps, strong deal discipline, and a consultative customer-first approach.
Manage renewals and expansion: Use customer data, contract details, and business goals to support renewals, retention, and upsell opportunities. Build account strategies that align customer outcomes with Pendo’s growth opportunities.
Plan strategically across accounts: Conduct regular account reviews to understand customer priorities, assess product adoption, and identify paths for growth. Translate those insights into clear account plans and actionable opportunities.
Collaborate cross-functionally: Partner with technical, product, customer success, professional services, marketing, finance, legal, and leadership teams to solve customer challenges and move deals forward. Bring the right internal partners into each opportunity to support smooth execution and strong customer outcomes.
Manage pipeline and forecast: Maintain a healthy pipeline, accurate forecasts, and timely updates for leadership. Track progress against quota targets and proactively address risks or gaps in coverage.
What they're looking for
- Advocate for prospects and customers: Build strong executive relationships with prospects and clients and address challenges before they become blockers. Serve as a trusted partner who understands customer goals and helps connect them to Pendo’s value.
- Develop product expertise: Build deep knowledge of Pendo’s products and how customers use them. Use that expertise to advise accounts, shape solutions, and strengthen the credibility of your sales conversations.
- + years of experience in B2B SaaS or complex technology sales in a: full-cycle, quota-carrying role that spans Account Executive, Account Director, and Account Management responsibilities.
- Proven success driving new business and account expansion within the Mid-Market segment.
