Pendo.io · 1 day ago
Account Director Mid Market Sales
Denver, CO
Full-time
Hybrid
Senior Level
$212K/yr - $265K/yr
5+ years expPendo is a rapidly growing startup focused on improving the software experience for users. They are seeking an Account Director for their Mid Market Sales team to drive revenue retention and identify new business opportunities through consultative selling and strategic prospecting.
AnalyticsArtificial Intelligence (AI)Enterprise SoftwareProduct DesignSaaS
Responsibilities
Become a mini-expert on Pendo’s Solutions and Sales Strategy: Develop a deep understanding of Pendo’s product offerings, go-to-market (GTM) strategy, and best practices for pricing, negotiating, and closing renewals and expansions
Analyze Customer Accounts: Research customer contracts, purchasing history, and usage data to craft timely and accurate renewal and expansion proposals for your assigned accounts
Own the Sales Pipeline: Manage and maintain a strong opportunity pipeline, ensuring accurate forecasting and timely updates to leadership on progress and challenges
Drive Revenue Growth: Achieve quarterly and annual targets for bookings, renewals, expansions, and other key sales metrics. Focus on increasing penetration in assigned accounts through cross-sell and upsell opportunities
Lead Strategic Account Planning: Conduct regular account reviews and planning sessions to identify growth opportunities and ensure alignment with customer goals
Running and Closing Deals: Handle the entire sales cycle from opportunity creation and quote generation to purchase order (PO) processing and deal closure
Resolve Customer Challenges: Addressing and helping to resolve any customer challenges, working to maintain high satisfaction and retention
Collaborate for Success: Partner with technical, customer success, and product teams to develop tailored renewal and expansion strategies. Engage cross-functional teams to address technical or business challenges during the sales process
Identify Upsell Opportunities: Recognize when technical or business help is needed to uncover and secure additional growth opportunities
Adapt and Travel as Needed: Be flexible to travel for key customer meetings, events, or strategic engagements as required
Qualification
Required
5+ years of experience in an Account Executive or related role (e.g., growth, retention, or sales) involving direct customer engagement and relationship management
Proven experience managing Mid Market accounts, with a demonstrated ability to build and maintain relationships at the executive level
Strong contract negotiation skills, including expertise in structuring and closing multi-year agreements
Exceptional communication and presentation skills tailored for executive audiences, with the ability to influence decision-makers effectively
Experience in territory planning and researching customer value propositions to develop strategic account plans
Successful track record in technology sales within a subscription-based business model, with consistent achievement of targets
Excellence in sales pipeline management and CRM tools, particularly Salesforce.com & Clari
Bachelor's degree or equivalent professional experience
Preferred
Approaches work with empathy and a creative, problem-solving mindset
Excellent interpersonal skills with the ability to handle conflict
Self-motivated, proactive, energetic team player
Takes an active interest in increasing customer happiness and deepening customer relationships
Extraordinary time and process management skills, ensuring nothing slips through the cracks
Treats work like a craft, constantly honing and refining skills to adapt to an ever-changing landscape
Company
Pendo.io
The only official Pendo LinkedIn account. Pendo’s mission is to elevate the world’s experience with software.
501-1000 employees
H1B Sponsorship
Pendo.io has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (1)
2023 (2)
2021 (2)
Funding
Current Stage
Late StageTotal Funding
$579.41MKey Investors
JP MorganThoma BravoB Capital
2025-09-30Debt Financing· $100M
2024-08-13Series Unknown· $9.91M
2021-11-11Secondary Market· $110M
Leadership Team
Todd Olson
CEO / Founder
Jennifer G Kaelin
Chief Financial Officer
Recent News
2025-12-24
Morningstar.com
2025-12-17
Company data provided by crunchbase