Key skills
Enterprise software salesMEDDPICCForce ManagementAI toolsCross-functional leadershipStrategic prospectingAccount developmentResilienceMentoring peersCAISaaSCustomer SuccessSales
About this role
Pendo.io is a fast-growing startup that focuses on improving digital experiences for large organizations. The Account Director for Enterprise Sales will lead complex sales cycles, build relationships with C-suite executives, and develop strategies to expand Pendo's presence in the market.
Responsibilities:
- Act as the internal lead for complex enterprise deals, coordinating cross-functional partners including SE, CSM, Legal, Product, and executives
- Build and maintain strong relationships across the C-suite, IT, and business leaders within organizations of 1500+ employees
- Lead value-based sales cycles focused on solving meaningful business problems and supporting digital transformation initiatives
- Apply MEDDPICC and Force Management principles to manage complex, multi-stakeholder sales cycles and maintain forecast accuracy
- Develop and execute multi-year account strategies that expand Pendo’s presence and deliver long-term customer value
- Consistently generate and maintain a high-quality pipeline through proactive prospecting and account development
- Use AI tools and insights to improve sales productivity, preparation, and customer engagement
- Prioritize high-impact activities and make thoughtful decisions in a fast-moving environment
Requirements:
- Proven track record of success in enterprise software sales (SaaS/Application) selling into organizations with 1500+ employees
- Experience using MEDDPICC and/or Force Management to manage complex, multi-stakeholder sales cycles
- Demonstrated ability to generate pipeline independently through strategic prospecting and account development
- Experience leading cross-functional deal teams (SE, Legal, Customer Success, executives) to close enterprise agreements
- Comfortable using AI tools to improve sales efficiency, preparation, and customer engagement
- Experience working in a startup or high-growth environment where you navigated ambiguity and built new processes or approaches
- Success selling emerging or innovative technologies that required educating the market and shaping the value narrative
- A track record of perseverance and resilience in professional or personal pursuits
- Demonstrated ability to mentor peers and contribute to the overall development of the sales organization