Account Director Enterprise Sales - TOLA

Pendo.io is a company focused on improving digital experiences for large organizations. They are seeking an Account Director for Enterprise Sales to lead complex deals, build executive relationships, and develop multi-year account strategies within organizations of 1,500+ employees.

Responsibilities:

• Act as the internal lead for complex enterprise opportunities, coordinating cross-functional partners across Solutions Engineering, Customer Success, Legal, Product, and executive leadership
• Build and maintain strong relationships across the C-suite, IT, and business leadership within organizations of 1,500+ employees
• Lead 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
• Develop and execute multi-year account strategies that expand Pendo’s presence within enterprise customers
• Consistently generate and maintain a high-quality pipeline through proactive prospecting and account development
• Use AI tools and insights to improve sales preparation, productivity, and customer engagement

Requirements:

• Proven track record of success in enterprise software sales, including SaaS or application software, selling into organizations with 1,500+ 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 across Solutions Engineering, Legal, Customer Success, and executive stakeholders to close enterprise agreements
• Comfort 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