📌 Core Information
🔹 Job Title: Account Director Enterprise Sales
🔹 Company: Pendo
🔹 Location: Philadelphia, PA
🔹 Job Type: Full-Time
🔹 Category: Sales
🔹 Date Posted: April 14, 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 navigate complex sales cycles within enterprise accounts.
📋 Key Responsibilities
✅ Drive revenue growth through net new and existing accounts within your territory
✅ 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
✅ 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
- 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: Candidates should have a proven track record in enterprise sales, with a focus on strategic account management and complex sales cycles.
💰 Compensation & Benefits
Salary Range: $240,000 - $300,000 USD (based on the provided OTE range)
Benefits:
- Competitive salary and benefits package
- 401(k) plan with company match
- Health, dental, and vision insurance
- Flexible work arrangements
- Professional development opportunities
Working Hours: Full-time, with flexible hours and the ability to work remotely
ASSUMPTION: The salary range provided is based on the expected OTE range for this role in the United States. Individual pay rate decisions may vary based on qualifications, experience, and internal equity.
📌 Applicant Insights
🔍 Company Context
Industry: Software Development, specifically Product Experience and Digital Adoption Platforms
Company Size: Medium to Large (501-1,000 employees), offering a dynamic and collaborative work environment
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 customers include the world’s leading companies, such as Verizon, Morgan Stanley, LabCorp, OpenTable, Okta, Salesforce, and Zendesk
- Pendo aims to support 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 is a well-established company in the software development industry, with a strong focus on product experience and digital adoption platforms.
📊 Role Analysis
Career Level: Mid to Senior-level sales role, with a focus on strategic account management and complex sales cycles
Reporting Structure: This role reports directly to the Vice President of Enterprise Sales
Work Arrangement: Remote OK, with the ability to work from home or in one of Pendo's offices
Growth Opportunities:
- Potential for career advancement within the sales organization
- Opportunities to work with and learn from experienced sales professionals
- Chance to make a significant impact on Pendo's growth and success
ASSUMPTION: This role offers significant growth opportunities for the right candidate, with a focus on developing strategic sales skills and building relationships with enterprise customers.
🌍 Location & Work Environment
Office Type: Hybrid (remote and on-site) with offices in Raleigh, NC; Herzilya, Israel; San Francisco, CA; New York, NY; and Sheffield, UK
Office Location(s): Philadelphia, PA
Geographic Context:
- Philadelphia is the fifth-most populous city in the United States, offering a diverse cultural scene and a rich history
- The Philadelphia office is centrally located, with easy access to public transportation and amenities
- Pendo's offices are designed to foster collaboration and innovation, with modern facilities and amenities
Work Schedule: Full-time, with flexible hours and the ability to work remotely
ASSUMPTION: The Philadelphia office offers a dynamic and collaborative work environment, with easy access to amenities and public transportation.
💼 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 check
Key Assessment Areas:
- Sales strategy and account planning
- Communication and presentation skills
- Problem-solving and analytical skills
- Cultural fit and alignment with Pendo's values
Application Tips:
- Tailor your resume and cover letter to highlight your relevant sales experience and achievements
- Prepare for behavioral and situational interview questions by reflecting on your past experiences and accomplishments
- Research Pendo's products, customers, and market position to demonstrate your knowledge and enthusiasm for the role
ATS Keywords: Enterprise Sales, Account Director, Strategic Sales, Complex Sales Cycles, Executive Engagement, Sales Strategy, Salesforce, MEDDIC, Force Management
ASSUMPTION: Pendo's interview process is designed to assess candidates' sales skills, strategic thinking, and cultural fit, with a focus on identifying high-potential candidates for long-term success.
🛠️ Tools & Technologies
- Salesforce
- Clari
- Looker
- Gong
- Outreach
ASSUMPTION: Familiarity with these sales tools is required for success in this role, as they are essential for managing sales activities, pipeline, and forecasting.
👔 Cultural Fit Considerations
Company Values:
- Customer-centric
- Innovative
- Collaborative
- Accountable
- Passionate
Work Style:
- Dynamic and fast-paced
- Results-driven
- Team-oriented
- Adaptable and resilient
Self-Assessment Questions:
- Do you have a proven track record of exceeding sales quotas in a complex, enterprise sales environment?
- Are you comfortable working autonomously and collaborating effectively with cross-functional teams?
- Do you thrive in a dynamic and fast-paced work environment, with a focus on driving results and continuous improvement?
ASSUMPTION: Pendo values candidates who are customer-focused, innovative, collaborative, accountable, and passionate, with a dynamic and results-driven work style.
⚠️ Potential Challenges
- Managing a large and diverse sales pipeline, requiring strong organizational skills and prioritization
- Navigating complex sales cycles within enterprise accounts, with multiple stakeholders and decision-makers
- Working remotely, which may require self-discipline and effective time management
- Keeping up with Pendo's rapid growth and evolving product portfolio
ASSUMPTION: These challenges are inherent to the role and require a strategic mindset, strong communication skills, and the ability to adapt to change.
📈 Similar Roles Comparison
- Compared to other enterprise sales roles, this position places a greater emphasis on strategic account management and complex sales cycles
- Pendo's focus on product experience and digital adoption platforms differentiates it from other software development companies
- This role offers significant growth opportunities for the right candidate, with a focus on developing strategic sales skills and building relationships with enterprise customers
ASSUMPTION: This role is well-suited for experienced sales professionals looking to advance their careers in a dynamic and growing company, with a focus on strategic account management and complex sales cycles.
📝 Sample Projects
- Developing a multi-year account plan for a Global 2000 organization, with a focus on expanding Pendo's footprint within the account
- Executing a complex, value-based sales process within an enterprise account, encompassing multiple groups and stakeholders
- Building executive awareness and pipeline within an existing account, with a focus on driving bookings growth and expanding Pendo's presence within the account
ASSUMPTION: These sample projects are representative of the strategic and complex sales challenges faced by the Account Director Enterprise Sales.
❓ Key Questions to Ask During Interview
- Can you describe the typical sales cycle for enterprise accounts at Pendo?
- How does Pendo support the success of its Account Directors in driving revenue growth and expanding enterprise accounts?
- What opportunities exist for career advancement within the sales organization at Pendo?
- How does Pendo foster a culture of collaboration and innovation within its sales teams?
- What are the most challenging aspects of working remotely for Pendo's sales team?
ASSUMPTION: These questions are designed to assess Pendo's sales strategy, support for Account Directors, career growth opportunities, company culture, and remote work environment.
📌 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 sales experience and achievements
- Prepare for behavioral and situational interview questions by reflecting on your past experiences and accomplishments
- Research Pendo's products, customers, and market position to demonstrate your knowledge and enthusiasm for the role
- Follow up with the hiring manager one week after submitting your application to express your interest and reiterate your qualifications
⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.
