---
title: 'Account Executive Commercial Sales (Growth) at Pendo'
canonical: 'https://feeny.ai/job/account-executive-commercial-sales-growth-pendo-raleigh-p5460waves27'
type: 'job'
last_seen: '2026-09-13'
---

# Account Executive Commercial Sales (Growth) at Pendo

- **Company:** Pendo
- **Location:** Raleigh, NC
- **Posted:** 2026-08-14
- **Last confirmed live:** 2026-09-13
- **Apply:** https://job-boards.greenhouse.io/pendo/jobs/8692171002

## Job description

The Team + The Role

Pendo’s Commercial Sales organization drives revenue growth across growth-stage and SMB customer segments. The team helps customers understand, adopt, and expand the value they get from Pendo while creating a consistent revenue motion across prospecting, acquisition, account management, renewals, expansions, and retention. This work matters because it connects customer outcomes directly to Pendo’s long-term growth.

As a Sr. Account Executive, you will own the full customer lifecycle within a primary territory of growth-stage businesses with more than 300 employees, with secondary focus on small to mid-sized businesses. You will serve as the primary point of contact for customers in your book of business, leading net-new acquisition, account management, renewals, expansions, and churn mitigation. You will partner with Customer Success, Solutions Engineering, Legal, and Finance to deliver long-term customer value while achieving quarterly sales and retention targets.

This role is based in our Raleigh office.

What this looks like day-to-day

- Develop product expertise: Build deep understanding of Pendo’s products and how they solve customer challenges. Use that knowledge to guide discovery, shape solutions, and support both net-new and existing customer conversations.
- Own the full sales cycle: Manage net-new prospects and current customers from discovery through close. Lead expansion and renewal strategies within your book of business while maintaining clear accountability across the customer journey.
- Generate pipeline consistently: Build consistent weekly pipeline generation in partnership with business development. Identify new opportunities across your territory and create steady momentum toward pipeline creation and bookings targets.
- Manage forecast and targets: Own a rolling forecast and maintain clear visibility into pipeline health. Track progress against pipeline creation, bookings, renewal, and retention goals with accuracy and discipline.
- Lead value-based discovery: Uncover customer challenges through consultative discovery and align Pendo’s platform to the outcomes customers need. Translate customer needs into clear solution narratives that support confident buying decisions.
- Navigate trials and evaluations: Guide prospects through free trials and proof of concept evaluations. Help customers assess product value, understand fit, and move through the buying process with clarity.
- Build customer relationships: Develop executive-level customer relationships while partnering internally to address technical needs. Work cross-functionally to support value realization and build durable customer partnerships.
- Create account plans: Build and execute account plans that drive net-new opportunities, expansion, and long-term growth. Use customer context, business goals, and product adoption signals to identify the right next steps.
- Manage proposals and contracts: Develop and deliver pricing proposals, negotiate contracts, and manage billing questions and renewal transactions with precision. Keep deals organized and moving with strong process discipline.
- Maintain sales systems: Keep timely and accurate records of activities in Salesforce and other tools across the sales tech stack. Ensure account, opportunity, and forecast information is current and actionable.

## Who You Are

Beyond the qualifications, we hire through a specific lens. These aren't buzzwords; they're the things we'll actually look for in how you talk about your work.

You're a builder, not a maintainer.

You're most energized when there isn't a clear path yet, and you get to define it. You don't wait for direction; you identify gaps, shape solutions, and drive them forward. At Pendo, great Sr. Account Executives don't just follow instructions; they operate as strategic advisors, influencing decisions, guiding stakeholders, and elevating how we work.

You're AI-curious - genuinely.

You're not using AI tools occasionally. You're rewiring how you work around them. You're faster, sharper, and more prolific because of it, and you bring that energy to everything — how you approach your work, how you prep, how you communicate, how you think. We want someone who sees AI as a multiplier, not a shortcut.

Must-haves

- 3+ years of experience in B2B SaaS net-new sales and account management with closing responsibilities.
- Proven ability to manage a full sales cycle, including renewals and expansions.
- Demonstrated track record of consistent goal attainment in a quota-carrying sales environment.
- Experience providing tailored technical product demonstrations to net-new and existing customers.
- Strong negotiation and contract management skills.
- Business acumen with an understanding of SaaS metrics and customer value drivers.
- Competency with sales pipeline management and CRM tools, including Salesforce.com.
- Excellent communication, organizational, and interpersonal skills.
- Active use of AI-powered tools and automation in daily workflows to increase efficiency and impact, with the ability to translate emerging AI capabilities into practical business value.
- Bachelor’s degree or equivalent work experience.

Nice-to-haves

- Training in MEDDICC and/or Force Management methodologies.
- Experience managing a territory of SMB and/or emerging market accounts.
- High emotional intelligence and the ability to resolve conflict with empathy.
- Ability to multitask and prioritize effectively in a fast-paced environment.
- Desire to learn and grow within a team-based culture.
- Self-motivated, proactive approach with strong team orientation.
- Excellent time and process management skills, with the discipline to ensure nothing slips through the cracks.
- Commitment to treating work like a craft by continuously honing and refining skills in an ever-changing landscape.

## About Pendo

Pendo was founded in 2013 by former product managers, who combined their heads and hearts to build something they wanted but never had as product managers: a simple way to understand and attack what truly drives product success. Our mission is to improve society's experience with software. Come join one of the fastest-growing startups, supported by best-in-class institutions like Battery Ventures, Salesforce Ventures, Spark Capital and Meritech.

Pendo Core Values: Bias to Act, Hone Your Craft, The Team is Pendo, and Maniacal Focus.

Location: Pendo is a hybrid culture. In-office 3 days per week unless designated remote.

Compensation: The expected on-target-earnings (OTE) range for this role in Raleigh, NC is $140,000 - $200,000 (on a 50/50 base-to-variable split).

Benefits: Highly competitive, employer-heavy coverage including $0 premium options, strong 401(k) match, equity, and flexible time off.

EEOC: We are an equal opportunity employer and believe having diverse teams where everyone brings their whole self to Pendo is key to our success. We welcome all people of different backgrounds, experiences, abilities and perspectives.

Accessibility: Pendo is committed to working with, and providing access and reasonable accommodation to, applicants with mental and/or physical disabilities. If you think you may require an accommodation for any part of the recruitment process, please send a request to: accommodation@pendo.io. All requests for accommodations are treated discreetly and confidentially, as practical and permitted by law.

## About Pendo

## Company Overview
- **One-liner**: Pendo provides a comprehensive product experience platform that uses AI-powered analytics, in-app guidance, and user feedback to help companies improve software adoption and user experience.
- **Entity Type**: Private (Unicorn, Secondary Market)
- **Headquarters**: Raleigh, North Carolina, United States
- **Founded**: October 2013
- **Founders**: Eric Boduch, Erik Troan, Rahul Jain, Todd Olson

## Core Business
- **Primary industry/industries**: Product Experience & Analytics Software, SaaS
- **Target customers**: B2B; serves a wide range from SMB and mid-market to large enterprises (Fortune 500, B2B tech, education, healthcare). Over 14,000 companies use Pendo across 115 different industries.
- **Mission or purpose statement**: "To elevate the world's experiences with software." [pendo.io](https://www.pendo.io/about/)

## Products & Services
- **[Pendo Platform]**: The core all-in-one product experience platform combining powerful software usage analytics, in-app guidance (walkthroughs, tooltips), and user feedback capabilities. It enables both technical and non-technical teams to deliver better product experiences. [pendo.io](https://www.pendo.io/)
- **[Pendo Listen]**: An AI product launched in 2024 to help product teams take action on customer feedback and deliver returns on R&D investments. [crunchbase.com](https://www.crunchbase.com/organization/pendo-io)
- **Mind the Product & Customer Communities**: Provides education, events, and training to support product and digital leaders globally.

## Market Standing
- **Valuation**: Not publicly disclosed (Private Unicorn status).
- **Key Metric**: Surpassed **$200 Million in Annual Recurring Revenue (ARR)** as of May 2024, with a record number of new products released during that fiscal year. [crunchbase.com](https://www.crunchbase.com/organization/pendo-io)
- **Total Funding**: $469.5M raised. [crunchbase.com](https://www.crunchbase.com/organization/pendo-io)
- **Notable Investors/Partners**: Thoma Bravo, Tiger Global Management. [crunchbase.com](https://www.crunchbase.com/organization/pendo-io)
- **Growth Signals**: 
  - Processes over **20 billion daily events** and serves **1 billion+ monthly users**. [pendo.io](https://www.pendo.io/about/)
  - Has collected **35 trillion events** to power its AI. [pendo.io](https://www.pendo.io/)
  - Customers include major names like Verizon, Morgan Stanley, LabCorp, OpenTable, Okta, Salesforce, and Zendesk. [crunchbase.com](https://www.crunchbase.com/organization/pendo-io)
  - 850+ employees across 10 global offices. [pendo.io](https://www.pendo.io/about/)

## Competitive Advantages
- **Massive Proprietary Data Set**: The largest product data set in the world (35 trillion events), which powers a uniquely smart, real-time AI for products and agents. [pendo.io](https://www.pendo.io/)
- **Comprehensive Platform**: Combines analytics, in-app guidance, and feedback in one platform, enabling non-technical teams (e.g., product managers, marketers) to act on data without engineering support.
- **Strong Community Moat**: Through "Mind the Product," Pendo has built a large, loyal community of product professionals, creating a powerful network effect and brand loyalty.

## Strategic Focus
- **AI-First Innovation**: Heavily investing in AI, with a Chief AI Officer and new AI products like "Pendo Listen" to close the gap between AI spend and AI adoption. [pendo.io](https://www.pendo.io/careers/)
- **Product-Led Growth**: Continuing to put "product at the center of everything," helping companies innovate at the speed of changing user needs.
- **Global Expansion**: Operating in 10 offices worldwide (Raleigh, San Francisco, New York, Herzliya, Tokyo, Sydney, London, Sheffield) with a clear focus on scaling international sales and engineering teams.

## Why Work Here
- **Culture**: Described as a blend of "startup thrill with grown-up responsibility." Values include "Maniacal Focus on the Customer," "Bias to Act," and "The TEAM is Pendo." The culture is ambitious, caring, and direct. [pendo.io](https://www.pendo.io/careers/)
- **Remote/Hybrid/Office**: Offers flexible work hours and a flexible time off policy. Many roles are available in specific offices (Raleigh, NYC, San Francisco, London, etc.) with some remote options (especially for EST-based roles). [greenhouse.io](https://job-boards.greenhouse.io/pendo)
- **Notable Perks**: 
  - Up to **16 weeks of paid parental leave** with a flexible return schedule. [pendo.io](https://www.pendo.io/careers/)
  - Generous health and wellness plans (medical, dental, vision, mental health).
  - In-house management development classes, guest speaker lunch & learns, and conference attendance.
  - Fun workplace culture including board game nights, team karaoke, ping pong, weekly catered lunch, and local brews on the rooftop deck. [pendo.io](https://www.pendo.io/careers/)
- **Diversity & Inclusion**: Committed to building teams that represent the communities they operate in, valuing diverse backgrounds and lived experiences. [pendo.io](https://www.pendo.io/careers/)

## Sources
1. [Pendo Careers Page](https://www.pendo.io/careers/)
2. [Pendo About Page](https://www.pendo.io/about/)
3. [Pendo Product Page](https://www.pendo.io/)
4. [Pendo Job Board (Greenhouse)](http://job-boards.greenhouse.io/pendo)
5. [Pendo Crunchbase Profile](https://www.crunchbase.com/organization/pendo-io)

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