Account Director Enterprise Sales - California

About the role

The Enterprise Sales team at Pendo partners with some of the world’s largest organizations to improve and transform their digital experiences. The team operates in a fast-paced, collaborative environment and works closely with Solutions Engineering, Customer Success, Legal, Product, and executive leadership to drive meaningful business outcomes. Enterprise Sales values clear execution, strong partnership, and disciplined sales practices to win complex enterprise opportunities.

Responsibilities

• Act as the internal lead for complex enterprise opportunities, coordinating cross-functional partners across Solutions Engineering, Customer Success, Legal, Product, and executive leadership. You keep the team aligned, the deal strategy clear, and the process moving with urgency and discipline.
• Build and maintain strong relationships across the C-suite, IT, and business leadership within organizations of 1,500+ employees. You understand stakeholder priorities and connect Pendo’s value to meaningful business outcomes.
• Lead sales cycles focused on solving meaningful business problems and supporting digital transformation initiatives. You shape the value narrative, guide customers through complex decisions, and position Pendo as a strategic partner.
• Apply MEDDPICC and Force Management principles to manage complex, multi-stakeholder sales cycles. You maintain strong deal hygiene, identify risk early, and support accurate forecasting.
• Develop and execute multi-year account strategies that expand Pendo’s presence within enterprise customers. You identify growth opportunities, prioritize high-impact activities, and build plans that deliver long-term customer value.
• Pipeline generation: Consistently generate and maintain a high-quality pipeline through proactive prospecting and account development. You take ownership of pipeline health and create opportunities through disciplined, strategic outreach.
• Use AI tools and insights to improve sales preparation, productivity, and customer engagement. You look for practical ways to work faster, communicate more effectively, and make better decisions in a fast-moving environment.

Requirements

• Proven track record of success in enterprise software sales, including SaaS or application software, selling into organizations with 1,500+ employees.
• Experience using MEDDPICC and/or Force Management to manage complex, multi-stakeholder sales cycles.
• Demonstrated ability to generate pipeline independently through strategic prospecting and account development.
• Experience leading cross-functional deal teams across Solutions Engineering, Legal, Customer Success, and executive stakeholders to close enterprise agreements.
• Comfort using AI tools to improve sales efficiency, preparation, and customer engagement.

Qualifications

• Must have a bachelor’s degree.
• Must be legally authorized to work in the United States without company sponsorship.

Skills

• Strong communication and interpersonal skills.
• Ability to build and maintain strong relationships across the C-suite, IT, and business leadership.
• Experience with AI tools and their integration into sales processes.
• Ability to shape the value narrative and guide customers through complex decisions.
• Strong organizational and project management skills.
• Ability to work independently and as part of a team.

Benefits

Highly competitive, employer-heavy coverage including $0 premium options, strong 401(k) match, equity, and flexible time off.

Pay

The expected On-Target Earnings (OTE) range for this role is $280K-$320K, with a 50/50 base-to-variable compensation split.

Schedule

Pendo is a hybrid culture. In-office 3 days per week unless designated remote.