Remote Enterprise Account Director - AI-Driven Growth

B Capital; San Francisco (CA); On-site; USD 280,000 - 320,000; Full time

Benefits offered by this job

Competitive benefits

401(k) match

Equity

Flexible time off

Remote-friendly

Job summary

Pendo is seeking an Account Director, Enterprise Sales, to lead complex enterprise deals and own multi-stakeholder cycles with organizations of 1,500+ employees. You’ll build executive relationships and develop multi-year account strategies to drive forecast accuracy and long-term value.

This remote role based in Northern California offers a fast-paced environment where you’ll apply MEDDPICC and Force Management, generate high-quality pipeline, and use AI tools to boost productivity and customer

Qualifications

• Proven track record selling to enterprises with 1,500+ employees.
• Experience applying MEDDPICC or Force Management to multi-stakeholder deals.
• Ability to generate independent pipeline through strategic prospecting.
• Experience leading cross-functional deal teams across ES, Legal, CS, and execs.
• Comfort using AI tools to boost sales efficiency.

Responsibilities

• Lead complex enterprise opportunities and coordinate cross-functional teams.
• Build executive relationships with C-suite and IT leaders.
• Guide value-based selling and help customers navigate complex decisions.
• Apply MEDDPICC and Force Management to forecast accurately.
• Develop multi-year account plans to expand presence.

Skills

Enterprise software sales

MEDDPICC / Force Management

Pipeline development

Cross-functional deal leadership

AI tools in sales

Job description

Pendo is seeking an Account Director, Enterprise Sales, to lead complex enterprise deals and own multi-stakeholder cycles with organizations of 1,500+ employees. You’ll build executive relationships and develop multi-year account strategies to drive forecast accuracy and long-term value.

This remote role based in Northern California offers a fast-paced environment where you’ll apply MEDDPICC and Force Management, generate high-quality pipeline, and use AI tools to boost productivity and customer