Account Executive, Commercial

The Account Executive at Pendo is responsible for managing the entire deal cycle, from demoing our innovative technology to contract negotiation. This role requires researching and targeting new business opportunities, maintaining an account priority plan, and successfully guiding customers through our proof of concept process.

To qualify as an Account Executive at Pendo, candidates should have at least 2 years of closing experience in a B2B SaaS environment and a proven track record of goal attainment. Familiarity with SaaS financial metrics will be beneficial. Preferred qualifications include training in MEDDIC and Force Management methodologies.

At Pendo, we believe in your growth and success as an Account Executive. You will have comprehensive training in SaaS sales techniques, a supportive team environment, and access to valuable sales tech tools. Additionally, we encourage feedback and personal accountability, creating a space where you can learn and thrive.

Pendo's culture is vibrant, dynamic, and fun! We prioritize collaboration and welcome diverse perspectives that drive innovation. As an Account Executive, you will find yourself in an inclusive environment where your ideas matter, and you will have the opportunity to contribute to the company's mission of improving society's experience with software.

The expected salary range for the Account Executive position in Raleigh, NC at Pendo is between $115,000 and $140,000, with a 50% split between base and commission. Compensation packages are competitive and reflect individual qualifications, experience, and skill levels.

When answering this question, outline specific examples where you managed the entire sales process from lead generation to closing. Discuss the strategies you used to build relationships and overcome obstacles throughout the cycle.

Highlight your process for researching and understanding a lead’s needs. Discuss how you would leverage tools and data to engage prospects and tailor your pitch to demonstrate value effectively.

Discuss the importance of tailoring your demo to the customer's needs. You could explain how showcasing key features and guiding the prospect through the software ensures they understand its relevance to their business challenges.

Provide examples of common objections you've encountered and how you overcame them. Emphasize the importance of listening, empathizing, and using questioning techniques to understand the underlying concerns before addressing them.

Mention specific metrics like conversion rates, average deal size, and sales cycle length. Explain how you use these metrics to assess your performance and adjust your approach to meet or exceed sales goals.

Outline your method for prioritizing accounts based on factors like potential revenue and relationship status. Discuss how developing an account priority plan helps you manage time efficiently and maximize sales opportunities.

Provide a detailed example of a successful negotiation where you reached a win-win solution. Highlight how you prepared beforehand, understood the client's needs, and maintained a collaborative attitude throughout the process.

Discuss the core components of a successful proof of concept, such as establishing clear objectives, setting up a timeline, and ensuring consistent communication throughout the trial phase. Emphasize the value of demonstrating tangible results for the client.

Mention resources you use to stay informed, such as industry reports, webinars, and networking with peers. Highlight the importance of being proactive about staying current to offer clients relevant solutions.

Make sure to explain the unique features of the Pendo platform that solve specific customer pain points. Use relatable language and focus on the benefits and value that Pendo brings to product success and user engagement.