Senior SaaS Account Exec — Full-Cycle Growth + Equity

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

Benefits offered by this job

Hybrid work model

Equity

Job summary

Pendo is seeking a Sr. Account Executive in Raleigh, NC to own the full customer lifecycle within a Territory focused on growth-stage and SMB accounts.

You will drive net-new acquisitions, renewals, expansions, and churn mitigation while partnering with Customer Success and Solutions Engineering. This role blends strategic advisory work with hands-on deal execution, requires pipeline discipline, value-based discovery, and strong negotiation skills.

Qualifications

• 3+ years of experience in B2B SaaS sales 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.
• Own the full sales cycle: Manage net-new prospects and current customers from discovery through close.
• Generate pipeline consistently: Build consistent weekly pipeline generation in partnership with business development.
• Manage forecast and targets: Own a rolling forecast and maintain clear visibility into pipeline health.
• Lead value-based discovery: Uncover customer challenges through consultative discovery and align Pendo’s platform to outcomes.
• Navigate trials and evaluations: Guide prospects through free trials and proof of concept evaluations.
• Build customer relationships: Develop executive-level customer relationships and cross-functional collaboration.
• Create account plans: Build and execute account plans driving net-new opportunities and expansions.
• Manage proposals and contracts: Develop, negotiate, and manage pricing proposals and renewals.
• Maintain sales systems: Keep Salesforce and other tools up to date for actionable data.

Skills

B2B SaaS sales

Full sales cycle

Negotiation

CRM tools

Salesforce.com

Communication

AI tools usage

Education

Bachelor’s degree or equivalent

Tools

Salesforce

Job description

Pendo is seeking a Sr. Account Executive in Raleigh, NC to own the full customer lifecycle within a Territory focused on growth-stage and SMB accounts.

You will drive net-new acquisitions, renewals, expansions, and churn mitigation while partnering with Customer Success and Solutions Engineering. This role blends strategic advisory work with hands-on deal execution, requires pipeline discipline, value-based discovery, and strong negotiation skills.