📌 Core Information
🔹 Job Title: Account Director Enterprise Sales
🔹 Company: Pendo
🔹 Location: London, UK
🔹 Job Type: On-site
🔹 Category: Sales
🔹 Date Posted: 2025-04-29
🔹 Experience Level: 5-10 years
🔹 Remote Status: On-site
🚀 Job Overview
Key aspects of this role include:
- Driving new business and closing opportunities across the EMEA Enterprise business segment
- Securing Pendo's revenue opportunities to grow the business in EMEA
- Working full-cycle deals throughout the sales process from start to close
- Prospecting into target Enterprise companies using various prospecting tools
ASSUMPTION: This role requires a strong focus on pipeline generation and closing deals to exceed budget. It's ideal for a driven, hungry, and determined new logo hunter.
📋 Key Responsibilities
✅ Work full-cycle deals throughout the sales process from start to close
✅ Research and prospect into target Enterprise companies using various prospecting tools
✅ Build and manage a territory plan
✅ Learn and demonstrate the Pendo platform to new and prospective customers
✅ Navigate prospective customers through trials and proof of concepts as and when needed
✅ Negotiate contracts
✅ Record and document all sales activities in Salesforce.com
ASSUMPTION: This role involves a high level of autonomy and requires strong organizational skills to manage the sales pipeline effectively.
🎯 Required Qualifications
Education: Not specified (ASSUMPTION: Relevant degree or equivalent experience)
Experience: 5+ years of sales success, preferably in an entrepreneurial SaaS environment
Required Skills:
- Proven success in closing deal sizes 100k-$1m+ ARR
- Consistent track record of hitting goals and revenue numbers
- The ability to learn technology basics and apply them to business situations
- Ability to work team-based complex sales cycles involving and leveraging Pendo Exec’s Experts and Partners
Preferred Skills:
- MEDDPICC and/or Force Management Methodology preferred
- Willingness to learn in a high-paced sales environment
- Technical or Product Management background
- Past SDR/BDR or Strong PG background
ASSUMPTION: While not explicitly stated, a strong understanding of the SaaS industry and sales processes is expected for this role.
💰 Compensation & Benefits
Salary Range: £165,000 - £205,000 OTE (On-Target Earnings)
Benefits:
- Competitive salaries
- Great benefits
- Much room for personal and professional growth
- High-energy environment
Working Hours: Full-time (40 hours per week)
ASSUMPTION: The salary range provided is based on Pendo's size and industry. Individual pay rate decisions may vary based on qualifications, experience level, and internal equity.
📌 Applicant Insights
🔍 Company Context
Industry: Software Development, specifically SaaS analytics and product management tools
Company Size: 501-1,000 employees (ASSUMPTION: This size offers opportunities for growth and impact but maintains a startup-like culture)
Founded: 2013 (ASSUMPTION: Pendo is a well-established company with a proven track record)
Company Description:
- Pendo's mission is to elevate the world’s experience with software
- Pendo's product experience platform allows companies to make product intelligence actionable with speed and scale
- Pendo aims to support the success of product and digital leaders through various communities and resources
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 product experience and success makes it an attractive choice for professionals looking to make an impact in the SaaS industry.
📊 Role Analysis
Career Level: Mid-level to senior (ASSUMPTION: This role offers opportunities for growth and career advancement)
Reporting Structure: Reports to RVP Enterprise Sales, EMEA, with direct lines of communication to the CEO, CTO, VP of Product, EMEA Managing Director, and other resources as needed
Work Arrangement: On-site (ASSUMPTION: This role may require frequent travel to meet with clients and prospects)
Growth Opportunities:
- Potential to grow within the sales organization as Pendo expands in EMEA
- Opportunities to work with and learn from senior leadership and other departments
- Chance to make a significant impact on Pendo's growth and success in the EMEA market
ASSUMPTION: This role offers a high level of responsibility and autonomy, with ample opportunities for growth and development.
🌍 Location & Work Environment
Office Type: On-site (ASSUMPTION: Pendo's London office offers a collaborative and dynamic work environment)
Office Location(s): London, UK
Geographic Context:
- London is a major global hub for technology and finance, offering ample networking opportunities
- The city's vibrant culture and diverse population provide a rich environment for personal and professional growth
- London's time zone allows for effective collaboration with Pendo's global teams
Work Schedule: Full-time (40 hours per week, with flexibility for remote work as needed)
ASSUMPTION: Pendo's London office provides a supportive and inclusive work environment that fosters collaboration and innovation.
💼 Interview & Application Insights
Typical Process:
- Online application and resume screening
- Phone or video screen with the hiring manager
- On-site or virtual interview with the sales team and other stakeholders
- Final interview with senior leadership
Key Assessment Areas:
- Sales skills and experience
- Product knowledge and understanding of Pendo's platform
- Problem-solving and critical thinking
- Communication and interpersonal skills
Application Tips:
- Tailor your resume and cover letter to highlight your sales experience and relevant skills
- Demonstrate your understanding of Pendo's platform and its value proposition
- Prepare examples of your sales success and how you've overcome challenges in the past
ATS Keywords: Enterprise Sales, Account Director, Pipeline Generation, Salesforce.com, Deal Closing, Product Management, SaaS, Sales Success, Prospecting, Territory Planning
ASSUMPTION: Pendo's interview process is designed to assess your sales skills, cultural fit, and potential for success in the role.
🛠️ Tools & Technologies
- Salesforce.com
- Pendo's product experience platform
- Various prospecting tools (e.g., LinkedIn Sales Navigator, DiscoverOrg, etc.)
ASSUMPTION: Familiarity with CRM systems and sales enablement tools is expected for this role.
👔 Cultural Fit Considerations
Company Values:
- Elevate the world's experience with software
- Make product intelligence actionable with speed and scale
- Support the success of product and digital leaders
Work Style:
- Dynamic and high-energy
- Collaborative and team-oriented
- Focused on driving results and exceeding targets
Self-Assessment Questions:
- How do you align with Pendo's mission to elevate the world's experience with software?
- How comfortable are you working in a high-paced, dynamic sales environment?
- How does your work style fit with Pendo's collaborative and results-driven culture?
ASSUMPTION: Pendo values candidates who are passionate about their mission, driven to succeed, and eager to collaborate with their team.
⚠️ Potential Challenges
- Managing a large territory and pipeline effectively
- Balancing the need for short-term results with long-term strategic planning
- Adapting to Pendo's high-growth environment and evolving priorities
- Navigating the competitive Enterprise sales landscape in EMEA
ASSUMPTION: These challenges can be overcome with strong organizational skills, a strategic mindset, and a commitment to continuous learning and improvement.
📈 Similar Roles Comparison
- Unlike other sales roles, this position focuses primarily on new business development and enterprise-level accounts
- Pendo's focus on product experience and success sets it apart from other SaaS companies
- This role offers significant growth potential as Pendo continues to expand in EMEA
ASSUMPTION: This role is well-suited for sales professionals looking to make a significant impact in a growing, dynamic company.
📝 Sample Projects
- Developing and executing a territory plan to drive new business growth
- Collaborating with cross-functional teams to create and deliver compelling product demos
- Negotiating and closing complex enterprise-level deals
ASSUMPTION: These projects reflect the core responsibilities of the Account Director Enterprise Sales role and provide insight into the day-to-day tasks and challenges of the position.
❓ Key Questions to Ask During Interview
- How does Pendo support the success of its sales team, and what resources are available to help me excel in this role?
- Can you describe the team structure and dynamics within the EMEA Enterprise sales team?
- How does Pendo's culture and values translate into the day-to-day work environment, and what aspects of the company culture resonate with you?
- What opportunities exist for growth and development within the sales organization, and how does Pendo support its employees' career advancement?
- How does Pendo approach work-life balance, and what flexibility is available for employees to manage their personal and professional responsibilities?
ASSUMPTION: These questions are designed to help you better understand the role, the team, and the company culture, ensuring a strong fit between your expectations and the reality of the 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, relevant skills, and understanding of Pendo's platform
- Prepare for your interview by researching Pendo's mission, values, and products, as well as the specific challenges and opportunities of the role
- Follow up with the hiring manager after your interview to express your interest in the position and reiterate your qualifications
⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.
