Account Director Enterprise Sales - Midwest

Pendo.io is a fast-growing startup focused on improving society's experience with software. They are seeking an Account Director for Enterprise Sales to lead complex sales cycles, build relationships with C-suite executives, and drive digital transformation strategies within large organizations.

Responsibilities:

• Act as the "Internal QB," leading a cross-functional ecosystem (SE, CSM, Legal, Product, and Execs) to navigate complex 6–10+ stakeholder deals
• Build and maintain deep relationships across the C-Suite, IT, and Lines of Business within organizations of 1500+ employees
• Drive value-based sales cycles that focus on category creation and digital transformation rather than traditional "rip-and-replace" strategies
• Apply MEDDPICC and Force Management frameworks with discipline to ensure forecast accuracy and deal velocity
• Develop and execute 2–3 year account strategies to expand Pendo’s footprint and deliver long-term customer outcomes
• Demonstrate a "Bias to Act" by consistently generating a high-quality pipeline independently, without reliance on partners or channels
• Champion AI proficiency by actively utilizing and advocating for AI tools to enhance sales productivity, craft, and customer insights
• Prioritize high-impact activities and make high-quality, timely decisions to drive results in an ambiguous environment

Requirements:

• Proven track record of success in enterprise software sales (SaaS/Application) selling into organizations with 1500+ employees
• Deep, rigorous experience using MEDDPICC and/or Force Management to manage complex, multi-threaded sales cycles
• Embrace the mindset that 'PG is a way of life,' consistently generating a high-quality pipeline independently without over-reliance on partners or inbound channels
• SE experience leading an internal 'deal team' (SE, Legal, CS, Execs) to win large-scale enterprise contracts
• Must demonstrate AI curiosity and a high level of proficiency in using AI tools to improve sales efficiency and customer engagement
• Experience working in an early-stage or late-stage startup environment where you have navigated ambiguity and built your own 'playbook'
• A history of successfully selling 'new-to-world' technologies where you had to define the market and value proposition
• A documented history of over-indexing on 'Grit' and overcoming significant adversity in professional or personal pursuits
• Demonstrated ability to mentor peers and act as a teammate who 'Hones the Craft' of the entire sales organization