Pendo

Account Executive Commercial Sales (SMB)

Raleigh, NC

Sponsorship not specified$115k-$140kDetected 14 days ago

SparkSalesforceCRMSalesAccount ManagementPipeline ManagementNegotiationForecastingContract ManagementCustomer SuccessCommunicationCollaboration

About the role

The Team + The Role Pendo's Commercial Sales organization helps small-to-midsize businesses understand, adopt, and expand the value they get from Pendo's products.
This role combines net-new sales, account management, renewals, expansions, and churn mitigation into a single point of accountability for revenue growth across the customer journey.
This role is based in our Raleigh office.

The team partners closely with Customer Success, Solutions Engineering, Legal, and Finance to support customer acquisition, retention, expansion, and long-term value realization.
The Account Executive Commercial Sales (SMB) will own the full customer lifecycle across a territory of SMB accounts with fewer than 300 employees.
Develop a deep understanding of Pendo's products and how they solve customer challenges.
Lead expansion and renewal strategies across your book of business.
Build consistent weekly pipeline generation in collaboration with business development.
Maintain a rolling forecast and consistently work toward pipeline creation and bookings targets.
Build executive-level customer relationships while partnering internally to address technical needs.
Create and execute account plans that drive net-new opportunities, expansion, and long-term growth.
Develop and deliver pricing proposals, negotiate contracts, and manage billing questions and renewal transactions with precision.
Partner with Legal and Finance to support clean deal execution.

You're rewiring how you work around them.
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 advantage.
1+ year of experience in B2B SaaS net-new sales and account management with closing responsibilities.
Demonstrated track record of consistent goal attainment.
Bachelor's degree or equivalent work experience.
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.

The expected on-target-earnings (OTE) range for this role to be performed in Raleigh, NC is $115,000 - $140,000 OTE with a 50/50 base-to-variable split.

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

Lead value-based discovery to uncover customer challenges and align Pendo's platform as the solution.
Navigate free trials and proof-of-concept evaluations with prospects and customers.
Use that expertise to guide prospects and customers through value-based conversations.
Own the full sales cycle for net-new prospects and current customers from discovery through close.
Serve as the primary point of contact for customers and support long-term value realization.
EEOC: We are an
If you think you may require an accommodation for any part of the recruitment process, please send a request to: accommodation@pendo.io.

equal opportunity employer and believe having diverse teams where everyone brings their whole self to Pendo is key to our success.
We are an equal opportunity employer and believe having diverse teams where everyone brings their whole self to Pendo is key to our success.
Pendo is committed to working with, and providing access and reasonable accommodation to, applicants with mental and/or physical disabilities.

This listing is sourced directly from Pendo's careers page and normalized into a canonical job model.