SaaS Account Executive - AI-Driven Growth

Pendo.io, Inc.; Raleigh (NC); Hybrid; USD 140,000 - 200,000; Full time

Benefits offered by this job

Hybrid work culture

Equity

401(k) match

Flexible time off

Zero premium health options

Job summary

Pendo is seeking a Sr. Account Executive to own the full customer lifecycle within a Raleigh-based territory focused on growth-stage and SMB customers.

You will drive net-new acquisition, account management, renewals, expansions, and churn mitigation in collaboration with Customer Success, Solutions Engineering, Legal, and Finance. You will develop product expertise, manage forecasts, build pipeline, and create strategic account plans that align product value with customer outcomes.

Qualifications

• 3+ years of experience in B2B SaaS net-new sales and account management with closing responsibilities.
• Proven ability to manage a full sales cycle, including renewals and expansions.
• Demonstrated track record of consistent goal attainment in a quota-carrying sales environment.
• Experience providing tailored technical product demonstrations to net-new and existing customers.
• Strong negotiation and contract management skills.
• Business acumen with an understanding of SaaS metrics and customer value drivers.
• Competency with sales pipeline management and CRM tools, including Salesforce.com.
• Excellent communication, organizational, and interpersonal skills.
• Active use of AI-powered tools and automation in daily workflows to increase efficiency and impact, with the ability to translate emerging AI capabilities into practical business value.
• Bachelor's degree or equivalent work experience.

Responsibilities

• Develop product expertise: Build deep understanding of Pendo's products and how they solve customer challenges. Use that knowledge to guide discovery, shape solutions, and support both net-new and existing customer conversations.
• Own the full sales cycle: Manage net-new prospects and current customers from discovery through close. Lead expansion and renewal strategies within your book of business while maintaining clear accountability across the customer journey.
• Generate pipeline consistently: Build consistent weekly pipeline generation in partnership with business development. Identify new opportunities across your territory and create steady momentum toward pipeline creation and bookings targets.
• Manage forecast and targets: Own a rolling forecast and maintain clear visibility into pipeline health. Track progress against pipeline creation, bookings, renewal, and retention goals with accuracy and discipline.
• Lead value-based discovery: Uncover customer challenges through consultative discovery and align Pendo's platform to the outcomes customers need. Translate customer needs into clear solution narratives that support confident buying decisions.
• Navigate trials and evaluations: Guide prospects through free trials and proof of concept evaluations. Help customers assess product value, understand fit, and move through the buying process with clarity.
• Build customer relationships: Develop executive-level customer relationships while partnering internally to address technical needs. Work cross-functionally to support value realization and build durable customer partnerships.
• Create account plans: Build and execute account plans that drive net-new opportunities, expansion, and long-term growth. Use customer context, business goals, and product adoption signals to identify the right next steps.
• Manage proposals and contracts: Develop and deliver pricing proposals, negotiate contracts, and manage billing questions and renewal transactions with precision. Keep deals organized and moving with strong process discipline.
• Maintain sales systems: Keep timely and accurate records of activities in Salesforce and other tools across the sales tech stack. Ensure account, opportunity, and forecast information is current and actionable.

Skills

Full sales cycle management

Negotiation

Communication

Account management

Strategic selling

AI-enabled selling

Education

Bachelor's degree or equivalent work experience

Tools

Salesforce.com

Job description

Pendo is seeking a Sr. Account Executive to own the full customer lifecycle within a Raleigh-based territory focused on growth-stage and SMB customers.

You will drive net-new acquisition, account management, renewals, expansions, and churn mitigation in collaboration with Customer Success, Solutions Engineering, Legal, and Finance. You will develop product expertise, manage forecasts, build pipeline, and create strategic account plans that align product value with customer outcomes.