Account Executive, Mid Market

As an Account Executive on the Mid Market team at Pendo, your key responsibilities include renewing subscriptions, identifying expansion opportunities, and prospecting for new business. You will actively engage with customers to understand their needs, drive retention, and ensure that Pendo’s value is fully realized. Additionally, successful execution of your sales pipeline and managing account reviews will be essential to your role.

To be considered for the Account Executive, Mid Market role at Pendo, candidates should have at least 5 years of experience in a similar position involving direct customer engagement. Proven success in handling Mid Market accounts, strong negotiation skills, and a solid understanding of sales pipeline management are crucial. A Bachelor’s degree or equivalent professional experience is also required.

The Account Executive, Mid Market at Pendo plays a pivotal role in driving revenue retention by managing renewals and creating new business opportunities. This position helps build lasting relationships with clients, enhances customer satisfaction, and boosts revenue through upselling and cross-selling. By actively collaborating with various teams, you'll be instrumental in aligning customer goals with our revenue objectives.

The sales strategy for the Account Executive in the Mid Market segment at Pendo involves a dual focus on renewals and expansion. The role requires a consultative selling approach to demonstrate the platform's value, while meticulously managing and forecasting a strong sales pipeline. This includes conducting strategic account planning and regularly reviewing account performance to identify growth opportunities.

At Pendo, Account Executives, Mid Market can expect comprehensive training that empowers them to become experts on Pendo’s solutions and sales strategy. You'll receive ongoing support from experienced colleagues and leadership, alongside collaborative opportunities with cross-functional teams, all geared towards enhancing your skills and maximizing success in your role.

When answering this question, focus on specific examples of how you've successfully built and maintained relationships with Mid Market clients. Highlight your ability to understand their needs and how you adapted your sales strategies to meet those requirements.

In your response, emphasize your organizational skills and the tools you use, like CRM software, to track and prioritize your leads. Discuss how you assess the potential revenue from each opportunity to allocate your time effectively.

Here, focus on your ability to analyze account usage and customer feedback to spot pain points where Pendo can offer additional solutions. Share any specific techniques or frameworks you’ve used in prior roles to facilitate these upsell conversations.

Share a specific example that illustrates your negotiation skills. Talk about the steps you took to understand the other party's needs and how you tailored your approach to reach a mutually beneficial deal.

Explain your conflict resolution strategies, emphasizing empathy and effective communication. Highlight your commitment to maintaining customer satisfaction and how you ensure the issues are addressed promptly and professionally.

Discuss your belief in the importance of understanding the customer's needs and tailoring your solution to fit those needs. Highlight how consultative selling is about creating partnerships rather than just making transactions.

Share an instance where your collaboration with colleagues led to increased sales or customer satisfaction. Focus on your proactive approach and willingness to share insights to drive collective success.

Explain your approach to territory planning, touching on how you analyze market opportunities and customer segments. Discuss the importance of aligning your plans with broader sales goals.

Talk about your process for handing off clients to customer success teams to maintain high satisfaction levels. Highlight your communication efforts to ensure all parties are aligned on client goals and expectations.

Share your intrinsic motivations for working in sales, emphasizing your passion for helping customers succeed and the satisfaction you get from achieving your targets and scaling challenges.