Account Executive Commercial Sales (SMB) Raleigh, NC

About the role

The Account Executive Commercial Sales (SMB) will own the full customer lifecycle across a territory of SMB accounts with fewer than 300 employees. This role combines net-new sales, account management, renewals, expansions, and churn mitigation into a single point of accountability for revenue growth across the customer journey.

Responsibilities

• Develop a deep understanding of Pendo’s products and how they solve customer challenges.
• Use that expertise to guide prospects and customers through value-based conversations.
• Own the full sales cycle for net-new prospects and current customers from discovery through close.
• Navigate free trials and proof-of-concept evaluations with prospects and customers.
• Build executive-level customer relationships while partnering internally to address technical needs.
• Create and execute account plans that drive net-new opportunities, expansion, and long-term growth.
• Develop and deliver pricing proposals, negotiate contracts, and manage billing questions and renewal transactions with precision.
• Partner with Legal and Finance to support clean deal execution.
• Maintain timely and accurate records of activities in Salesforce and other sales tech stack tools.

Requirements

• Active use of AI-powered tools and automation in daily workflows to increase efficiency and impact.
• 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.
• Demonstrated track record of consistent goal attainment.
• 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.
• Bachelor’s degree or equivalent work experience.

Qualifications

• Training in MEDDICC and/or Force Management methodologies (nice to have).
• Experience managing a territory of SMB and/or emerging market accounts (nice to have).
• High emotional intelligence and the ability to resolve conflict with empathy.
• Ability to multitask and prioritize effectively in a fast-paced environment.
• Desire to learn and grow within a team-based culture.
• Self-motivated, proactive team player.
• Excellent time and process management skills, with a strong focus on follow-through.

Skills

• AI-curious - genuinely.
• Strong negotiation and contract management skills.
• Proven ability to manage a full sales cycle, including renewals and expansions.
• Effective communication and organizational skills.
• Ability to multitask and prioritize effectively in a fast-paced environment.

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 to be performed in Raleigh, NC is $115,000 - $160,000 OTE with a 50/50 base-to-variable split.

Schedule

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