Account Director Enterprise Sales

📌 Core Information

🔹 Job Title: Account Director Enterprise Sales

🔹 Company: Pendo

🔹 Location: Chicago, IL, United States

🔹 Job Type: Full-time

🔹 Category: Sales

🔹 Date Posted: April 9, 2025

🔹 Experience Level: 5-10 years

🔹 Remote Status: Remote OK

🚀 Job Overview

Key aspects of this role include:

• Driving revenue growth through net new accounts within your territory
• Executing a complex, value-based sales process
• Building executive awareness and sales pipeline
• Defining account strategies to enable sales velocity

ASSUMPTION: This role requires a proven track record in enterprise sales, with a focus on selling to senior executives and building multi-year account plans.

📋 Key Responsibilities

✅ Execute a complex, value-based sales process encompassing multiple groups within your territory

✅ 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 requires strong communication skills, interpersonal abilities, and the ability to deliver impactful presentations.

🎯 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
• Experience 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: This role requires a high level of accountability, tenacity, great attitude, high energy, integrity, and discipline.

💰 Compensation & Benefits

Salary Range: $212,000 - $265,000 USD (OTE)

Benefits:

• Competitive benefits package
• 401(k) matching
• Health, dental, and vision insurance
• Flexible time off
• Professional development opportunities

Working Hours: Full-time, with flexibility for remote work

ASSUMPTION: The salary range provided is based on Pendo's size and industry, and is one part of many compensation, benefits, and other reward opportunities provided by the company.

📌 Applicant Insights

🔍 Company Context

Industry: Software Development

Company Size: 501-1,000 employees

Founded: 2013

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 customers include the world’s leading companies, including Verizon, Morgan Stanley, LabCorp, OpenTable, Okta, Salesforce, and Zendesk

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
• and Product Engagement

Company Website: http://www.pendo.io

ASSUMPTION: Pendo is a late-stage startup with a strong focus on product experience and customer success.

📊 Role Analysis

Career Level: Mid-level to senior sales role

Reporting Structure: This role reports directly to the VP of Sales

Work Arrangement: Remote OK, with flexibility for on-site work as needed

Growth Opportunities:

• Potential for career advancement within the sales organization
• Opportunities to work with a diverse and dynamic team
• Chance to impact Pendo's future and growth trajectory

ASSUMPTION: This role offers a high level of autonomy and the opportunity to work with senior executives, driving revenue growth and expanding Pendo's customer base.

🌍 Location & Work Environment

Office Type: Hybrid (remote and on-site)

Office Location(s): Chicago, IL, United States

Geographic Context:

• Chicago is a major city with a diverse population and a thriving tech industry
• The Chicago office is one of several global locations for Pendo
• Pendo offers a flexible work environment, with remote work options available

Work Schedule: Full-time, with flexibility for remote work

ASSUMPTION: This role may require travel to other Pendo offices or client locations as needed.

💼 Interview & Application Insights

Typical Process:

• Phone or video screen with the hiring manager
• On-site or virtual interview with the sales team
• Final interview with the VP of Sales
• Background check and offer extension

Key Assessment Areas:

• Sales skills and experience
• Communication and presentation skills
• Problem-solving and strategic thinking
• Cultural fit and alignment with Pendo's values

Application Tips:

• Highlight your proven track record in enterprise sales and your ability to build multi-year account plans
• 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 skills and experiences

ATS Keywords: Enterprise Sales, Account Director, Sales Strategy, Executive Engagement, Salesforce, MEDDIC, Force Management, Sales Pipeline Management, Customer Success, High Energy, Integrity

ASSUMPTION: Pendo uses an Applicant Tracking System (ATS) to manage and review job applications, so including relevant keywords in your resume can help improve your visibility to the hiring team.

🛠️ Tools & Technologies

• Salesforce
• Clari
• Looker
• Gong
• Outreach

ASSUMPTION: Familiarity with these tools is preferred, but not required, as training will be provided.

👔 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 have a proven track record of exceeding quotas in enterprise sales?
• Are you comfortable working in a dynamic and fast-paced environment?
• Do you thrive in a collaborative and team-oriented work environment?
• Are you results-driven and accountable for your actions?
• Are you adaptable and open to change?

ASSUMPTION: Pendo values a strong cultural fit and looks for candidates who align with their core values and work style.

⚠️ Potential Challenges

• Managing a large and diverse sales opportunity pipeline
• Building and maintaining relationships with senior executives across multiple functions and business lines
• Executing a complex, value-based sales process
• Working in a fast-paced and dynamic environment

ASSUMPTION: These challenges can be overcome with strong sales skills, experience, and a high level of accountability.

📈 Similar Roles Comparison

• This role is similar to an Account Executive or Account Manager role, but with a focus on enterprise accounts and a higher level of responsibility
• Unlike other sales roles, this role requires a proven track record in enterprise sales and the ability to build multi-year account plans
• This role offers the opportunity to work with senior executives and drive revenue growth for a late-stage startup

ASSUMPTION: This role offers a unique opportunity to work with senior executives and drive revenue growth for a late-stage startup in the software industry.

📝 Sample Projects

• Developing a multi-year account plan for a set of enterprise accounts
• Executing a complex, value-based sales process to close a large deal
• Building and maintaining relationships with senior executives across multiple functions and business lines

ASSUMPTION: These projects are representative of the types of tasks and responsibilities required for this role.

❓ Key Questions to Ask During Interview

• What are the key priorities for this role in the first 30, 60, and 90 days?
• How does Pendo support the success of its sales team?
• What are the most challenging aspects of this role, and how can I prepare for them?
• How does Pendo measure success for this role?
• What opportunities are there for growth and development within the sales organization?

ASSUMPTION: These questions can help you better understand the role, the company, and the team, and demonstrate your interest and preparation for 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 relevant skills and experiences
• Prepare for behavioral and situational interview questions that focus on your sales skills and experiences
• Follow up with the hiring manager after your interview to express your interest in the role
• If selected for the final round, be prepared to present a detailed account plan for a set of enterprise accounts

⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.