Strategic SMB Account Executive - Full-Cycle Growth

Pendo; Raleigh (NC); On-site; USD 115,000 - 160,000; Full time

Benefits offered by this job

Hybrid work culture

401(k) match

Equity

Flexible time off

$0 premium health options

Job summary

Pendo’s Commercial Sales organization helps SMBs understand, adopt, and expand value from Pendo’s products. The Account Executive Commercial Sales (SMB) owns the full lifecycle for a territory of SMB accounts with fewer than 300 employees, including net-new, renewals, expansions, and churn mitigation from discovery to close.

The role is based in our Raleigh office and requires building executive-level relationships, guiding value-based conversations, and delivering precise pricing proposals.

Qualifications

• 1+ year 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.
• Experience providing tailored technical product demonstrations to net-new and existing customers.
• Strong negotiation and contract management skills.

Responsibilities

• Own the full sales cycle for net-new prospects and current customers from discovery through close.
• Lead expansion and renewal strategies across your book of business.
• Build consistent weekly pipeline generation in collaboration with business development.
• Lead value-based discovery to uncover customer challenges and align Pendo’s platform as the solution.
• Build executive-level customer relationships and partner internally to address technical needs.

Skills

AI tools usage

B2B SaaS sales

Full cycle ownership

Technical product demos

Negotiation & contracts

SaaS metrics understanding

Salesforce CRM

Communication & organization

Education

Bachelor’s degree or equivalent

Tools

Salesforce.com

Job description

Pendo’s Commercial Sales organization helps SMBs understand, adopt, and expand value from Pendo’s products. The Account Executive Commercial Sales (SMB) owns the full lifecycle for a territory of SMB accounts with fewer than 300 employees, including net-new, renewals, expansions, and churn mitigation from discovery to close.

The role is based in our Raleigh office and requires building executive-level relationships, guiding value-based conversations, and delivering precise pricing proposals.