📌 Core Information
🔹 Job Title: Account Director, Enterprise Sales
🔹 Company: Pendo
🔹 Location: San Francisco, CA
🔹 Job Type: Full-time
🔹 Category: Sales
🔹 Date Posted: April 23, 2025
🔹 Experience Level: 5-10 years
🔹 Remote Status: Remote OK
🚀 Job Overview
Key aspects of this role include:
- Driving revenue growth through net new and existing accounts within your territory
- Executing a complex, value-based sales process encompassing multiple groups within your accounts
- Building executive awareness, sales pipeline, and bookings growth in accounts
- Partnering with cross-functional teams to define account strategies enabling sales velocity
ASSUMPTION: This role requires a strategic mindset, excellent communication skills, and the ability to navigate complex sales cycles.
📋 Key Responsibilities
✅ Execute a complex, value-based sales process encompassing multiple groups within your accounts
✅ Source and develop new business opportunities by analyzing and proactively targeting high-value needs across multiple functions and business lines
✅ Effectively articulate Pendo’s unique business, solution, and functional value
✅ Build executive awareness, sales pipeline, and bookings growth in accounts
✅ Define account strategies that enable sales velocity by partnering with Solutions Engineers, Customer Success Managers, and Emerging Account Directors
✅ Effectively forecast sales opportunities while tracking and using critical metrics that predict sales success
✅ Track all relevant sales activity using the company’s Salesforce CRM platform
✅ Travel as needed
ASSUMPTION: This role involves a high degree of autonomy and requires strong organizational skills to manage multiple priorities and stakeholders.
🎯 Required Qualifications
Education: Bachelor's degree in Business, Marketing, or a related field (or equivalent experience)
Experience: Proven track record selling enterprise software and software-as-a-service platforms to the VP and c-suite level
Required Skills:
- Expertise in building multi-year account plans to build value and grow the footprint within a set of accounts
- Proven aptitude in cultivating relationships with senior executives across Global 2000 organizations, spanning both line-of-business and IT domains
- Exceptional proficiency in communication (both written and verbal), interpersonal abilities, and delivering impactful presentations
- Ability to distinguish between productive activity and tangible results; demonstrates a strong and diligent work ethic
- Capable of working autonomously while fostering effective collaboration within the Pendo team
- Experience with Sales tools including Salesforce, Clari, Looker, Gong, Outreach
- Familiar with MEDDIC and Force Management Methodology
Preferred Skills:
- Trained in MEDDIC and Force Management Methodology
ASSUMPTION: This role requires a high level of sales acumen, strategic thinking, and the ability to build strong relationships with senior executives.
💰 Compensation & Benefits
Salary Range: $240,000 - $300,000 USD (OTE)
Benefits:
- Competitive benefits package
- 401(k) plan with company match
- Health, dental, and vision insurance
- Flexible time off
- Employee stock options
Working Hours: Full-time, with flexible hours and the ability to work remotely
ASSUMPTION: The salary range provided is based on industry standards for a late-stage startup and may vary depending on the candidate's experience and qualifications.
📌 Applicant Insights
🔍 Company Context
Industry: Software Development, specifically Product Experience and Digital Adoption Platforms
Company Size: 501-1,000 employees, providing a dynamic and collaborative work environment
Founded: 2013, with a mission to improve society's experience with software
Company Description:
- Pendo was founded by former product managers to address the need for a simple way to understand and attack what truly drives product success
- Recognized as the leading force in the categories of Product Analytics and Digital Adoption platforms
- Serves over 3,000 customers, including leading enterprises and startups across the globe
Company Specialties:
- SaaS Analytics
- Product Management Tools
- Big Data
- In-Application Messaging and Guides
- Product Success
- Onboarding
- Product Analytics
- NPS
- User onboarding
- In-Application Survey and Polls
Company Website: http://www.pendo.io
ASSUMPTION: Pendo's focus on improving the user experience with software makes it an attractive choice for candidates interested in driving product success and customer satisfaction.
📊 Role Analysis
Career Level: Mid to Senior-level sales role with significant growth opportunities
Reporting Structure: This role reports directly to the Vice President of Enterprise Sales
Work Arrangement: Remote OK, with the expectation of traveling as needed to meet with clients and attend company events
Growth Opportunities:
- Proven track record of success may lead to promotions or expanded responsibilities
- Opportunities to work with a diverse range of clients across various industries
- Potential to gain experience in a fast-growing startup environment
ASSUMPTION: This role offers significant growth potential for the right candidate, with opportunities to advance their career within the company.
🌍 Location & Work Environment
Office Type: Pendo has multiple offices worldwide, with this role based in San Francisco, CA
Office Location(s): San Francisco, CA; Raleigh, NC; Herzilya, Israel; New York, NY; and Sheffield, UK
Geographic Context:
- San Francisco, CA: A major tech hub with a vibrant startup scene and diverse cultural offerings
- Remote work: Allows for flexibility and work-life balance
Work Schedule: Full-time, with flexible hours and the ability to work remotely
ASSUMPTION: The remote work option provides flexibility for candidates who prefer to work from home or maintain a balance between office and remote work.
💼 Interview & Application Insights
Typical Process:
- Phone or video screen with the hiring manager
- In-depth behavioral and situational interviews with cross-functional team members
- Final interview with the Vice President of Enterprise Sales
- Background check and reference checks
Key Assessment Areas:
- Sales acumen and strategic thinking
- Communication and presentation skills
- Relationship-building abilities
- Adaptability and problem-solving skills
Application Tips:
- Tailor your resume and cover letter to highlight your sales experience, particularly with enterprise-level clients
- Prepare examples of your ability to build multi-year account plans and navigate complex sales cycles
- Demonstrate your understanding of Pendo's products and their value proposition
ATS Keywords: Enterprise Sales, Account Director, Sales Strategy, Sales Pipeline, Sales Forecasting, Sales Tools, MEDDIC, Force Management, Executive Engagement, Value-Based Selling, Customer Success
ASSUMPTION: The interview process will focus on assessing the candidate's sales skills, strategic thinking, and cultural fit within the Pendo team.
🛠️ Tools & Technologies
- Salesforce
- Clari
- Looker
- Gong
- Outreach
ASSUMPTION: Familiarity with these sales tools is essential for success in this role, as they are used to manage sales activities, track performance, and collaborate with the team.
👔 Cultural Fit Considerations
Company Values:
- Customer-centric
- Innovative
- Collaborative
- Accountable
- Passionate
Work Style:
- Dynamic and fast-paced
- Collaborative and team-oriented
- Results-driven and accountable
- Adaptable and open to change
Self-Assessment Questions:
- Do you thrive in a fast-paced, dynamic work environment?
- Are you comfortable working remotely and collaborating with a distributed team?
- Do you have a proven track record of success in enterprise sales, with a focus on strategic account planning?
ASSUMPTION: Pendo values candidates who are passionate, innovative, and customer-focused, with a strong work ethic and the ability to thrive in a dynamic, collaborative environment.
⚠️ Potential Challenges
- Navigating complex sales cycles with multiple stakeholders
- Managing a large territory with a diverse set of accounts
- Balancing the need for strategic planning with the demands of day-to-day sales activities
- Adapting to a fast-growing startup environment with evolving priorities and responsibilities
ASSUMPTION: These challenges require strong organizational skills, strategic thinking, and the ability to adapt to change in a fast-paced environment.
📈 Similar Roles Comparison
- This role differs from other enterprise sales positions in its focus on strategic account planning and navigating complex sales cycles
- Pendo's products and value proposition set it apart from other software development companies
- Career path opportunities may include promotions to Senior Account Director, Vice President, or other leadership roles within the sales organization
ASSUMPTION: This role offers unique challenges and opportunities compared to other enterprise sales positions, with a focus on strategic account planning and navigating complex sales cycles.
📝 Sample Projects
- Developing a multi-year account plan for a Fortune 500 company to expand its use of Pendo's products
- Collaborating with cross-functional teams to deliver a successful customer onboarding experience for a new enterprise client
- Executing a complex, value-based sales process to close a seven-figure deal with a global technology company
ASSUMPTION: These sample projects illustrate the strategic, collaborative, and results-driven nature of the Account Director, Enterprise Sales role at Pendo.
❓ Key Questions to Ask During Interview
- Can you describe the typical sales cycle for an enterprise account and how this role fits into that process?
- How does Pendo support the success of its Account Directors, particularly in terms of training, resources, and mentorship?
- What are the key priorities for this role in the first 30, 60, and 90 days?
- How does Pendo measure the success of its Account Directors, and what are the key performance indicators (KPIs) for this role?
- What opportunities exist for growth and advancement within the sales organization at Pendo?
ASSUMPTION: These questions will help candidates better understand the role, the company, and the opportunities for growth and success in this position.
📌 Next Steps for Applicants
To apply for this position:
- Submit your application through this link
- Tailor your resume and cover letter to highlight your sales experience, particularly with enterprise-level clients
- Prepare examples of your ability to build multi-year account plans and navigate complex sales cycles
- Demonstrate your understanding of Pendo's products and their value proposition
- Follow up with the hiring manager one week after submitting your application to express your interest in the role
⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.
