Sr. Account Executive Commercial Sales (Growth)

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 opportunities, expansion, and long-term growth. Use customer context, business goals, and product adoption signals to identify the right next steps. Manage proposals and contracts: Develop and deliver pricing proposals, negotiate contracts, and manage billing questions and renewal transactions with precision. Keep deals organized and moving with strong process discipline. Maintain sales systems: Keep timely and accurate records of activities in Salesforce and other tools across the sales tech stack. Ensure account, opportunity, and forecast information is current and actionable. 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. You're most energized when there isn't a clear path yet, and you get to define it. You don't wait for direction; you identify gaps, shape solutions, and drive them forward. At Pendo, great Sr. Account Executives don't just follow instructions; they operate as strategic advisors, influencing decisions, guiding stakeholders, and elevating how we work. You're AI-curious - genuinely. You're not using AI tools occasionally. You're rewiring how you work around