Account Director Enterprise Sales - Bay Area

Pendo.io is a fast-growing startup focused on improving digital experiences for large organizations. They are seeking an Account Director to lead complex enterprise deals, build executive relationships, and develop multi-year account strategies to drive long-term customer value.

Responsibilities:

• Enterprise deal leadership: Act as the internal lead for complex enterprise opportunities, coordinating cross-functional partners across Solutions Engineering, Customer Success, Legal, Product, and executive leadership. You keep the team aligned, the deal strategy clear, and the process moving with urgency and discipline
• Executive relationship building: Build and maintain strong relationships across the C-suite, IT, and business leadership within organizations of 1,500+ employees. You understand stakeholder priorities and connect Pendo’s value to meaningful business outcomes
• Value-based selling: Lead sales cycles focused on solving meaningful business problems and supporting digital transformation initiatives. You shape the value narrative, guide customers through complex decisions, and position Pendo as a strategic partner
• Sales methodology and forecasting: Apply MEDDPICC and Force Management principles to manage complex, multi-stakeholder sales cycles. You maintain strong deal hygiene, identify risk early, and support accurate forecasting
• Account strategy and expansion: Develop and execute multi-year account strategies that expand Pendo’s presence within enterprise customers. You identify growth opportunities, prioritize high-impact activities, and build plans that deliver long-term customer value
• Pipeline generation: Consistently generate and maintain a high-quality pipeline through proactive prospecting and account development. You take ownership of pipeline health and create opportunities through disciplined, strategic outreach
• AI-enabled productivity: Use AI tools and insights to improve sales preparation, productivity, and customer engagement. You look for practical ways to work faster, communicate more effectively, and make better decisions in a fast-moving environment

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