Sr. Manager, Commercial Sales

<p>Pendo is looking for a Sr. Manager, Commercial Sales. The Pendo Sales team has the goal of growing the business by 30% year over year. We have a team mentality where everyone works together toward a common objective. We are metrics driven and hold ourselves to a high level of accountability. In addition to the Pendo Core Values, Commercial Sales embraces these values:</p> <ul> <li>Self-generated pipeline</li> <li>Hit your number</li> <li>Work as a team</li> <li>Grow and learn</li> <li>Be exceptional</li> <li>Have fun</li> </ul> <p>As a Sr. Manager, Commercial Sales you will be responsible for a team of Account Executives (AEs) selling into the Commercial segment of the US and Canadian market. Your team will consist of Commercial AEs from fully round robin territories selling Pendo products and services into companies up to 300 employees. Foremost, you will consistently train new AEs (many in their first sales role) to own the full customer lifecycle including: prospecting; net new customer acquisition; account management; renewals; expansions; and churn mitigation.</p> <p>In this role, you will be responsible for consistently hitting a plan and accurately forecasting to that plan. You will work directly with our Business Development teams to create paired relationships within your team and build a pipeline of high-performers, ready for promotion. This role will be closely aligned with: Sales Enablement to build training development; Sales Operations for systems and team management; and, Marketing to evaluate and provide a consistent feedback loop on marketing qualified leads (MQLs).</p> <p>If you have a maniacal focus on operational efficiency, leading teams to achieve goals, and a proficiency in documentation, we want to hear from you. As a Sr. Manager, Commercial Sales you will be accountable for creating and executing the plan to hit your team’s revenue goal and will receive the full assistance of the company to help you be successful. You will be surrounded by a great team of people from whom you can learn. That said, we also want to learn from you. The ideal candidate will exhibit technical aptitude, entrepreneurial spirit, intellectual curiosity, and a growth mindset.</p> <p><strong>Role Responsibilities</strong></p> <ul> <li>Train new and consistently develop Account Executives to advance their careers</li> <li>Project and forecast bookings for Pendo's Commercial market</li> <li>Build and execute strategic plan for Pendo's Commercial market, while assisting account executives in oversight and execution of their strategic plans</li> <li>Learn and demonstrate the Pendo platform to new prospective customers</li> <li>Participate in customer calls with your AEs throughout the sales process, and provide feedback and coaching for your AEs on a weekly basis</li> <li>Enable the team to aggressively prospect, identify, qualify, and develop the pipeline</li> <li>Support and manage complex, full cycle customer engagement processes, with experience executing trials, creating business cases, and presenting to C-suite decision makers alongside department champions, in limited budget departments</li> <li>Oversee development and support of current customers, through onboarding, expansion (cross and upsell motions), risk mitigation, and renewal</li> <li>Exhibit and reinforce the core values of Pendo and the sales team</li> <li>Negotiate contracts and engage Legal and Security teams for support, while assisting and coaching on pricing, packaging, and positioning</li> <li>Own and manage the recruiting and hiring process for your own team</li> <li>In-office expectation in Pendo’s Raleigh, NC HQ location, where the AEs are primarily located, particularly to support EOM, EOQ, and customers in alternate timezones</li> </ul> <p><strong>Minimum Qualifications</strong></p> <ul> <li>Actively leverages AI-powered tools and automation in daily workflows to increase efficiency and impact. Maintains a strong understanding of the rapidly evolving AI ... (truncated, view full listing at source)