📌 Core Information
🔹 Job Title: Account Director Enterprise Sales
🔹 Company: Pendo
🔹 Location: New York City, NY
🔹 Job Type: Full-time
🔹 Category: Sales
🔹 Date Posted: April 7, 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 and enable sales velocity
ASSUMPTION: This role requires a strategic mindset, strong communication skills, and the ability to work effectively with various stakeholders within and outside the organization.
📋 Key Responsibilities
✅ Drive revenue growth through new and existing accounts within your territory
✅ Execute a complex, value-based sales process and build executive awareness to grow sales pipeline and bookings
✅ 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
✅ 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
✅ Other duties as assigned
✅ 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
- Established proficiency in effectively overseeing a substantial and diverse sales opportunity pipeline as part of a collaborative team
- 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: Candidates should have a proven track record in enterprise sales, with a focus on strategic account planning and execution.
💰 Compensation & Benefits
Salary Range: $240,000 - $300,000 USD (OTE)
Benefits:
- Health, dental, and vision insurance
- 401(k) plan with company match
- Generous PTO and company holidays
- Parental leave
- Employee assistance program
- Professional development opportunities
Working Hours: Full-time, with flexible hours and remote work options available
ASSUMPTION: The salary range provided is based on industry standards for enterprise sales roles with similar experience requirements. Benefits may vary based on individual circumstances and company policies.
📌 Applicant Insights
🔍 Company Context
Industry: Software Development, specifically Product Experience and Digital Adoption platforms
Company Size: Medium (501-1,000 employees), which offers a balance between growth opportunities and established processes
Founded: 2013, with a mission to improve society’s experience with software
Company Description:
- Pendo provides a product experience platform that enables companies to make product intelligence actionable with speed and scale
- Pendo’s customers include leading companies across various industries, such as Verizon, Morgan Stanley, LabCorp, OpenTable, Okta, Salesforce, and Zendesk
- Pendo supports the success of product and digital leaders through Mind the Product and customer communities, sponsored events, and podcasts
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 presents an exciting opportunity for candidates interested in driving product success and customer engagement.
📊 Role Analysis
Career Level: Mid-level to senior, with opportunities for growth and advancement within the sales organization
Reporting Structure: This role reports directly to the VP of Enterprise Sales and may have team members reporting to them
Work Arrangement: Remote OK, with flexible hours and the option to work from one of Pendo’s global offices
Growth Opportunities:
- Advancement to a senior sales leadership role, such as a Regional Sales Director or VP of Sales
- Expansion into new markets or product lines as Pendo continues to grow
- Development of skills in areas such as sales management, team leadership, or strategic account planning
ASSUMPTION: This role offers a clear path for career progression, with opportunities to grow within the sales organization or explore other areas of the business.
🌍 Location & Work Environment
Office Type: Hybrid, with a mix of remote work and in-office collaboration
Office Location(s): New York City, NY (with additional offices in Raleigh, NC; Herzilya, Israel; San Francisco, CA; and Sheffield, UK)
Geographic Context:
- New York City offers a dynamic and diverse business environment, with access to numerous industry events and networking opportunities
- The city’s vibrant culture and extensive public transportation system make it an attractive location for professionals
- Pendo’s offices are located in major cities worldwide, providing opportunities for international collaboration and travel
Work Schedule: Full-time, with flexible hours and the option to work remotely
ASSUMPTION: The hybrid work environment at Pendo offers the best of both worlds, allowing employees to collaborate in person while also enjoying the flexibility of remote work.
💼 Interview & Application Insights
Typical Process:
- Phone or video screen with a member of the HR team
- Behavioral and situational interviews with the hiring manager and other team members
- Final interview with the VP of Enterprise Sales
- Background check and offer extension
Key Assessment Areas:
- Sales strategy and account planning
- Communication and presentation skills
- Problem-solving and critical thinking
- Adaptability and cultural fit
Application Tips:
- Highlight your proven track record in enterprise sales and strategic account planning
- Tailor your resume and cover letter to emphasize your relevant skills and experiences
- Prepare for behavioral and situational interview questions that focus on your sales approach, problem-solving skills, and ability to work collaboratively
- Research Pendo’s products, customers, and market position to demonstrate your understanding of the business
ATS Keywords: Enterprise Sales, Strategic Account Planning, Sales Strategy, Executive Engagement, Sales Pipeline, Sales Forecasting, Sales Tools, MEDDIC, Force Management
ASSUMPTION: Pendo’s interview process is designed to assess candidates’ sales skills, strategic thinking, and cultural fit, with a focus on finding the best fit for both the candidate and the organization.
🛠️ 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 track sales activity, forecast opportunities, and collaborate with cross-functional teams.
👔 Cultural Fit Considerations
Company Values:
- Customer-centric
- Innovative
- Collaborative
- Accountable
- Passionate
Work Style:
- Fast-paced and dynamic
- Collaborative and team-oriented
- Results-driven and metrics-focused
- Adaptable and open to change
Self-Assessment Questions:
- Do you thrive in a fast-paced, dynamic work environment?
- Are you comfortable working collaboratively with cross-functional teams?
- Do you have a strong sense of accountability and a results-driven mindset?
- Are you open to learning and adapting to new tools and processes?
ASSUMPTION: Pendo values candidates who are passionate about driving customer success, innovative in their approach to sales, and collaborative in their work style.
⚠️ Potential Challenges
- Managing a large and diverse sales pipeline, requiring strong organizational skills and prioritization
- Working with senior executives across multiple domains, demanding exceptional communication and presentation skills
- Adapting to a fast-paced and dynamic work environment, with a focus on continuous improvement and innovation
- Balancing the demands of remote work and in-office collaboration, requiring strong self-motivation and time management skills
ASSUMPTION: These challenges present opportunities for growth and development, as candidates will have the chance to hone their skills and make a significant impact on Pendo’s continued success.
📈 Similar Roles Comparison
- Compared to other enterprise sales roles, this position places a greater emphasis on strategic account planning and execution
- Pendo’s focus on improving the user experience with software sets it apart from competitors in the enterprise software market
- Career progression in this role may involve expanding into new markets or product lines, as opposed to moving into a management or leadership position
ASSUMPTION: Candidates should consider their interest in strategic account planning and Pendo’s unique value proposition when evaluating this opportunity against other enterprise sales roles.
📝 Sample Projects
- Developing a multi-year account plan for a strategic enterprise customer, outlining key milestones and growth opportunities
- Executing a complex, value-based sales process to close a high-value deal with a global enterprise customer
- Building executive awareness and engagement within a target account, leading to a significant increase in sales pipeline and bookings
ASSUMPTION: These sample projects illustrate the strategic and collaborative nature of this role, as well as the opportunity to drive significant business impact.
❓ Key Questions to Ask During Interview
- Can you describe the sales strategy for my target accounts and how I can contribute to its success?
- How does Pendo support the growth and development of its sales team members?
- What is the company’s approach to fostering a diverse and inclusive work environment?
- How does Pendo measure and track sales performance, and how can I ensure my success in this role?
- What are the key priorities for this role in the first 30, 60, and 90 days?
ASSUMPTION: These questions are designed to help candidates better understand the sales strategy, company culture, and expectations for success in this role.
📌 Next Steps for Applicants
To apply for this position:
- Submit your application through this link
- Tailor your resume and cover letter to highlight your relevant skills and experiences in enterprise sales and strategic account planning
- Prepare for behavioral and situational interview questions that focus on your sales approach, problem-solving skills, and ability to work collaboratively
- Research Pendo’s products, customers, and market position to demonstrate your understanding of the business
- Follow up with the hiring manager one week after submitting your application to express your continued interest in the opportunity
⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.
