Sr Account Executive, Commercial Sales - ANZ

The Team + The Role The Enterprise Sales team at Pendo is responsible for driving strategic growth across our highest-value customers. This team engages ASX Top 100 organizations, delivering transformative value through Pendo’s all-in-one platform for product analytics, digital adoption, in-app guidance, feedback, and AI-powered insights. With over 15,000 customers, Pendo is scaling with purpose. The Enterprise team plays a critical role in this journey, driving multi-year partnerships and large-scale transformation through disciplined sales execution and deep customer engagement. This role is based 3 days per week in our Sydney office, What this looks like day-to-day Own and drive strategic sales cycles across a portfolio of named enterprise accounts, focused on both new business and expansion across ANZ Execute a disciplined territory and account planning strategy, with an emphasis on pipeline generation (PG), multi-threading, and long-term growth Apply value-based selling approaches to align Pendo's platform capabilities with each customer's unique strategic and technical priorities Engage deeply with C-suite and VP-level buyers, fostering urgency and clarity throughout the sales process Build and deliver tailored points of view (POVs), proof-of-value engagements, and business cases using frameworks like MEDDPICC and Force Management Partner closely with cross-functional stakeholders including Solutions Engineers, Customer Success, and Product to ensure strategic alignment and deal velocity Be in the field regularly—meet prospects onsite to deepen relationships, accelerate timelines, and differentiate Track and forecast with precision using Salesforce, Clari, Gong, and other tools, using data to drive decision-making 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 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 Proven success selling enterprise SaaS to VP and C-level stakeholders at ASX Top 100 companies Demonstrated ability to run complex solution sales motions with large buying groups across business and IT Strong track record of pipeline generation, account planning, and consistent quota overachievement across the ANZ Region Deep familiarity with value selling, MEDDPICC, and strategic forecasting methodologies Nice-to-haves Experience selling in competitive SaaS environments (e.g., product analytics, data/AI, digital adoption platforms) Expertise in developing territory strategy and owning PG end-to-end Exposure to AI/ML or data-focused customer conversations About Pendo Pendo was founded in 2013 by former product managers, who combined their heads and hearts to build something they wanted but never had as product managers: a simple way to understand and attack what truly drives product success. Our mission is to improve society's experience with software. Come join one of the fastest-growing startups, supported by best-in-class institutions like Battery Ventures, Salesforce Ventures, Spark Capital and Meritech. Pendo Core Values: Bias to Act, Hone Your Craft, The Team is Pendo, and Maniacal Focus. Location: Pendo is a hybrid culture. In-office 3 days per week unless designated remote. Benefits: Flexible, high-