Account Director Commercial Sales (Mid-Market)

The Team + The Role Pendo’s Commercial Sales organization drives revenue growth by helping Mid-Market customers understand, adopt, and expand the value they get from Pendo. The team partners closely with customers and internal stakeholders to create durable growth across new business, renewals, retention, and expansion. This work matters because it helps customers maximize the impact of Pendo’s products while supporting the company’s continued growth. As an Account Director, you will own a full-cycle, quota-carrying sales motion across net-new revenue, existing account growth, renewals, and upsell opportunities. You will identify and engage new accounts and stakeholders, manage a portfolio of existing customers, and build executive relationships that support long-term adoption and expansion. You will also partner with Customer Success, Finance, Legal, Leadership, and other cross-functional teams to execute deals smoothly and deliver customer-first outcomes. This role is based in our Raleigh office. What this looks like day-to-day Prospect, land, and expand: Identify and engage new accounts and stakeholders to drive net-new revenue across the Mid-Market segment. Grow Pendo’s footprint within existing accounts by creating and advancing expansion opportunities. Own the full sales cycle: Drive product-led deals from prospecting and solution presentations through quoting, negotiation, and close. Manage each stage with clear next steps, strong deal discipline, and a consultative customer-first approach. Manage renewals and expansion: Use customer data, contract details, and business goals to support renewals, retention, and upsell opportunities. Build account strategies that align customer outcomes with Pendo’s growth opportunities. Plan strategically across accounts: Conduct regular account reviews to understand customer priorities, assess product adoption, and identify paths for growth. Translate those insights into clear account plans and actionable opportunities. Collaborate cross-functionally: Partner with technical, product, customer success, professional services, marketing, finance, legal, and leadership teams to solve customer challenges and move deals forward. Bring the right internal partners into each opportunity to support smooth execution and strong customer outcomes. Manage pipeline and forecast: Maintain a healthy pipeline, accurate forecasts, and timely updates for leadership. Track progress against quota targets and proactively address risks or gaps in coverage. Advocate for prospects and customers: Build strong executive relationships with prospects and clients and address challenges before they become blockers. Serve as a trusted partner who understands customer goals and helps connect them to Pendo’s value. Develop product expertise: Build deep knowledge of Pendo’s products and how customers use them. Use that expertise to advise accounts, shape solutions, and strengthen the credibility of your sales conversations. Who You Are Beyond the qualifications, we hire through a specific lens. These aren't buzzwords; they're the things we'll actually look for in how you talk about your work. You're a builder, not a maintainer. You're most energized when there isn't a clear path yet, and you get to define it. You don't wait for direction; you identify gaps, shape solutions, and drive them forward. At Pendo, great Account Directors don't just follow instructions; they operate as strategic advisors, influencing decisions, guiding stakeholders, and elevating how we work. You're AI-curious - genuinely. You're not using AI tools occasionally. You're rewiring how you work around them. You're faster, sharper, and more prolific because of it, and you bring that energy to everything — how you approach your work, how you prep, how you communicate, how you think. We want someone who sees AI as a multiplier, not a shortcut. Must-haves 5+ years of experience in B2B SaaS or complex technology sales in a full-cycle, quota-carrying role that spans Account Executive, Account Director, and Account Management responsibilities. Proven success driving new business and account expansion within the Mid-Market segment. Consistent track record of meeting or exceeding revenue targets in product-led, subscription-based sales environments. Strong negotiation and deal management skills, including experience structuring multi-year agreements. Demonstrated ability to build and maintain executive-level relationships across technical and business stakeholders. Skilled in prospecting, pipeline management, and forecasting, with proficiency in CRM tools such as Salesforce and Clari. Bachelor’s degree or equivalent professional experience. Nice-to-haves Entrepreneurial mindset with the ability to develop creative prospecting strategies and solve problems with a growth mentality. Exceptional interpersonal and executive communication skills. Commitment to deepening prospect and customer relationships while driving product adoption and value. Continuous learner who actively refines sales skills and adapts in a dynamic market. Willingness to adopt AI and leverage AI tools as Pendo expands its AI capabilities as a company and team. About Pendo 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. Pendo Core Values: Bias to Act, Hone Your Craft, The Team is Pendo, and Maniacal Focus. Location: Pendo is a hybrid culture. In-office 3 days per week unless designated remote. Compensation: The expected on-target-earnings (OTE) range for this role in Raleigh, North Carolina is $180,000 - $250,000 OTE on (50/50 base-to-variable split). Benefits: Highly competitive, employer-heavy coverage including $0 premium options, strong 401(k) match, equity, and flexible time off. 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 an accommodation 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.