Account Director Enterprise Sales - TOLA

Pendo is a fast-growing startup that aims to improve society's experience with software. The Account Director Enterprise Sales role involves leading complex enterprise deals, building relationships with C-suite executives, and driving digital transformation initiatives for large organizations.

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