Account Director Enterprise Sales - PacNW

Pendo is a fast-growing startup focused on improving digital experiences for large organizations. As an Account Director in Enterprise Sales, you will lead complex sales cycles, build executive relationships, and develop strategies to drive customer value and pipeline generation.

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