Account Director Enterprise Sales - Northeast

Pendo.io is a company that partners with large organizations to enhance their digital experiences. The Account Director, Enterprise Sales will lead complex sales deals, build executive relationships, and develop account strategies while applying sales methodologies to drive customer value.

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