Account Director Commercial Sales

Pendo is looking for an Account Director to drive net-new revenue growth and retention within the Mid-Market segment of our Commercial Sales organization. This role is ideal for a motivated, strategic seller who thrives in a full-cycle, quota-carrying environment. In this position, you will identify and close new revenue opportunities, manage and grow a portfolio of existing accounts, and expand relationships within those accounts. On a day-to-day basis, you will balance proactive prospecting across both new and existing customers while driving upsell and renewal opportunities. This full-cycle approach enables Pendo to accelerate growth while ensuring customers maximize the value of our products. You can expect to partner with internal teams - including Customer Success, Finance, Legal, and Leadership - to ensure smooth deal execution and long-term customer adoption, product growth, and overall success. If you are a consultative seller who loves working in a customer-first environment, we'd love to hear from you. Role Responsibilities: Prospect, Land Expand: Identify and engage new accounts and stakeholders to drive net-new revenue, growing Pendo’s existing footprint. Drive Product-Led Deals from Start to Finish: Own the full sales cycle, from prospecting and solution presentations to quoting, negotiation, and closing. Manage Renewals Expansion: Leverage customer data, contracts, and business goals to drive renewals, retention, and upsell opportunities. Strategic Account Planning: Conduct regular account reviews to align with customer goals and identify growth opportunities. Cross-Functional Collaboration: Work with technical, product, customer success, professional services, and marketing teams. Tackle challenges and provide custom solutions collaboratively. Pipeline Forecast Management: Maintain a healthy pipeline with accurate forecasts, providing leadership with timely updates and achieving against quota targets. Prospect/Customer Advocacy: Build strong executive relationships, address challenges proactively, and ensure strong partnership with prospects and clients. Develop Product Expertise: Build deep knowledge of Pendo’s products to serve as a trusted advisor to your accounts. Minimum Qualifications: 5+ years of experience in B2B SaaS or complex technology sales in a full-cycle, quota-carrying role spanning Account Executive/Account Director and Account Management responsibilities. Proven success driving new business and account expansion within the Mid-Market segment. Demonstrated ability to build and maintain executive-level relationships across technical and business stakeholders. Strong negotiation and deal management skills, including structuring multi-year agreements. Consistent track record of meeting or exceeding revenue targets in product-led, subscription-based sales environments. Skilled in prospecting, pipeline management and forecasting, with proficiency in CRM tools (e.g., Salesforce, Clari). Bachelor’s degree or equivalent professional experience. Preferred Qualifications: An entrepreneurial mindset, with the ability to drive creative prospecting strategies and problem-solve with a growth mentality. Exceptional interpersonal and executive communication skills. Commitment to deepening prospect and customer relationships, driving production adoption and value. Continuous learner who refines sales skills to adapt in a dynamic market. Willingness to adopt AI and leverage AI tools as we expand our AI capabilities as a company and team. 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, Spar ... (truncated, view full listing at source)