Team Description

At Pendo we are maniacally focused on our customers, and we have ambitious goals tied to retaining and growing our Enterprise customers and are looking to scale our account teams to support these goals. We have a team sales mentality where everyone works together toward a common objective. We are metrics-driven and hold ourselves to a high level of accountability. 

As an Associate Account Director, you will be part of an StrategicAccount Team responsible for larger, high-potential, Pendo customers. This cross-functional team consists of an Strategic Account Director, Solutions Engineer (or Technical Account Manager), Customer Success Manager, and others. AADs will have many responsibilities, but their primary goals are to support the ADs & learn. The role entails supporting large complex opportunities with the largest brands in the world. As an AAD, you will spend your time doing the following: 

• Prospecting & Event outreach
• Data enrichment & validation 
• Managing renewals, customer upsells and creating contracts 
• Account researching & Account Planning
• Working with your customer success partners on collecting Customer Value Stories
• Facilitating and participating in both Customer QBRs and Customer Success Planning
• Personal enablement/enrichment 

From a revenue perspective, you will be paired with multiple Strategic Account Directors and have a team quota that consists of both renewals and customer expansions. You will be measured on your ability to excel in the above categories. AAD’s will be expected to be self-starters and provide recommendations on how they can help the team achieve their overall goals for the account. 

This opportunity will fast-track individuals careers looking to move into the Enterprise segment because they will learn the complete sales cycle for large complex deals as a partner of the Enterprise Account Director. 

Role Responsibilities 

• Develop a working knowledge of Pendo and articulate the business value to customers
• Capture customer value statements to enrich marketing outreach, proposals, etc. 
• Co-Own Account Planning and understand how customers are using Pendo
• Use a variety of methods (Email, phone, social media) to engage prospects, users, and decision-makers for prospecting and inviting customers to events
• Build PowerMaps focusing on ID’ing white space for growth
• Stay informed on when renewals are due and assist with the renewal process
• Navigate a customer through a proof of concept, building out a MAP with an understanding of remaining steps to closure
• Record and document all sales activities in SalesForce.com

Minimum Qualifications

• 2+ years of sales experience in an entrepreneurial SaaS environment
• Self-starter and comfortable working autonomously
• MEDDIC and/Force Management Methodology preferred
• Proven success in closing deal sizes at or above 50K 
• Consistent track record of hitting goals and numbers
• Possess an understanding of SaaS financial metrics
• Willingness to learn in a high-paced sales environment
• Ability to embrace feedback and hold yourself accountable
• The ability to learn technology basics and apply them to business situations

Preferred Qualifications 

• Technical or Product Management background
• Entrepreneurial background
• Must be a team player
• Strong business acumen
• Exceptional verbal and written communication skills

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, Spark Capital and Meritech. You will gain experience in a diverse and exciting set of technologies and clients and have a real impact on Pendo’s future. Our culture is passionate, dynamic, and fun.

EEOC

We are an equal opportunity employer and believe having diverse teams where everyone brings their whole self to Pendo is key to our success. We welcome all people of different backgrounds, experiences, abilities and perspectives.

Accessibility

Pendo is committed to working with, and providing access and reasonable accommodation to, applicants with mental and/or physical disabilities. If you think you may require accommodation(s) for any part of the recruitment process, please send a request to: [email protected]. All requests for accommodations are treated discreetly and confidentially, as practical and permitted by law.

Compensation

Our salary ranges are based on paying competitively for our size and industry, and are one part of many compensation, benefits and other reward opportunities we provide.

The expected OTE salary range for this role in the following locations is:

(OTE with a Split of 50/50) 

San Francisco Bay Area, CA - $105,000 - $130,000

New York City, NY - $105,000 - $130,000

Raleigh, NC - $105,000 - $130,000

Individual pay rate decisions, including offers made within and over the expected salary range, are based on a number of factors, including qualifications for the role, experience level, skillset, and balancing internal equity relative to peers at the company.

#LI-BL1

#UShubs