Account Executive Commercial Sales (SMB)

The Team + The Role Pendo’s Commercial Sales organization helps 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) will own the full customer lifecycle across a territory of SMB accounts with fewer than 300 employees. 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. 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 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 them. You're faster, sharper, and more prolific because of it, and you bring that energy to everything — how you approach your work, how you prep, how you communicate, how you think. We want someone who sees AI as a multiplier, not a shortcut. Must-haves Active use of AI-powered tools and automation in daily workflows to increase efficiency and impact, with the ability to translate emerging AI 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