Senior Account Executive- Commercial Sales

Pendo.io; Greater London; Hybrid; GBP 112,000 - 140,000; Full time

Job summary

A leading software company is seeking a motivated Senior Account Executive for Commercial Sales in London. The role requires owning the full customer lifecycle, including net new customer acquisition, renewals, and expansions. The ideal candidate should have over 5 years of B2B SaaS sales experience, strong negotiation skills, and be able to manage the full sales cycle. This hybrid position offers a competitive salary of £112,000 - £140,000 OTE, working 3 days a week in the office.

Qualifications

• 5+ years experience in B2B SaaS sales or account management.
• Proven ability to manage a full sales cycle including renewals and expansions.
• Strong negotiation and contract management skills.

Responsibilities

• Own the full sales cycle for net new prospects and current customers.
• Drive expansion and renewal strategies within your book of business.
• Build executive-level relationships across customer organizations.

Skills

B2B SaaS sales

Account management

Negotiation

Client management

Sales pipeline management

Technical product demonstrations

Tools

Salesforce.com

Job description

Pendo is looking for a motivated and strategic Senior Account Executive Commercial Sales to join our growing sales organization.

In this role, you will own the full customer lifecycle within your territory of Commercial businesses (< 1500 FTEs), including net new customer acquisition, renewals, expansions, and churn mitigation. This combined role integrates the responsibilities of both Account Executives and Account Managers to provide a single point of accountability for revenue growth across the entire customer journey.

You will be the primary point of contact for customers in your book of business and partner closely with Customer Success, Solutions Engineering, Legal, and Finance to ensure long-term customer value while driving toward quarterly sales and retention targets. This role is perfect for a consultative seller who is energized by owning a full book of business and thrives in a dynamic, high-growth environment.

Senior Commercial Account Executive’s key Role Responsibilities

• Develop deep expertise and understanding of Pendo’s products
• Own the full sales cycle for net new prospects and current customers from discovery through close
• Drive expansion and renewal strategies within your book of business
• Consistent, weekly pipeline generation in collaboration with business development
• Manage a rolling forecast and consistently hit pipeline creation and bookings targets
• Navigate free trials and proof of concept evaluations with prospects
• Lead value-based discovery to uncover customer challenges and align Pendo's platform as the solution
• Build executive-level relationships across customer organizations

Minimum Qualifications

• 5+ years experience in B2B SaaS sales or account management with closing responsibilities
• Proven ability to manage a full sales cycle, including renewals and expansions
• Experience providing tailored technical product demonstrations to net new and existing customers
• Strong negotiation and contract management skills
• Strong relationship building and client management skills
• Demonstrated track record of consistent goal attainment
• Business acumen with an understanding of SaaS metrics and customer value drivers
• Competency with sales pipeline management and CRM tools, including salesforce.com

Preferred Qualifications

• Use of AI and looks to embrace new tools and technologies
• Training in MEDDIC and/or Force Management methodologies
• Experience managing a territory of commercial market accounts
• High emotional intelligence and ability to resolve conflict with empathy
• Ability to multitask and prioritize effectively in a fast-paced environment
• Strong desire to learn and grow within a team-based culture
• Self-motivated, proactive, energetic team player
• Extraordinary time and process management skills, ensuring nothing slips through the cracks
• Treats work like a craft, constantly honing and refining skills to adapt to an ever-changing landscape

This is a hybrid position working 3 days per week in our London office. We are not able to consider remote workers for this position at this time.

Pendo Description

Pendo was founded in 2013 by former product managers, who combined their heads and hearts to build something they wanted but never had as product managers -- a simple way to understand and attack what truly drives product success. Our mission is to improve society's experience with software.

Come join one of the fastest-growing startups, supported by best-in-class institutions like Battery Ventures, Salesforce Ventures, Spark Capital and Meritech. You will gain experience in a diverse and exciting set of technologies and clients and have a real impact on Pendo’s future. Our culture is passionate, dynamic, and fun.

EEOC

We are an equal opportunity employer and believe having diverse teams where everyone brings their whole self to Pendo is key to our success. We welcome all people of different backgrounds, experiences, abilities and perspectives.

Accessibility

Pendo is committed to working with, and providing access and reasonable accommodation to, applicants with mental and/or physical disabilities. If you think you may require an accommodation for any part of the recruitment process, please send a request to: [e-mail]. All requests for accommodations are treated discreetly and confidentially, as practical and permitted by law.

Compensation

Our salary ranges are based on paying competitively for our size and industry, and are one part of many compensation, benefits and other reward opportunities we provide.

The expected salary range for this role to be performed in London is £112,000 - £140,000 OTE on 50/50 split.

Individual pay rate decisions, including offers made within and over the expected salary range, are based on a number of factors, including qualifications for the role, experience level, skillset, and balancing internal equity relative to peers at the company.

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