Sr. Sales Engineer

The Sr. Sales Engineer at Pendo plays a significant role in bridging technical expertise with sales strategy. Responsibilities include collaborating with account executives to identify customer challenges, crafting tailored sales presentations, scoping and executing proof-of-concept evaluations, addressing technical inquiries, and ensuring smooth handoffs to implementation teams. This position emphasizes understanding customer needs and aligning Pendo's solutions effectively to drive value and long-term success.

Candidates for the Sr. Sales Engineer role at Pendo should have at least 5 years in customer-facing roles with experience in selling to large enterprises, and a minimum of 3 years in pre-sales capacities. Hands-on experience with web technologies, excellent presentation skills adaptable to technical and executive audiences, and familiarity with frameworks like MEDDICC are highly appreciated. A bachelor's degree in a related field is also necessary.

At Pendo, collaboration is at the heart of our culture. The Sr. Sales Engineer works closely with account executives, product teams, and engineers. This shared approach helps in addressing customer pain points more effectively and gathering vital feedback that informs product development. The emphasis on teamwork encourages a 'win as a team' mentality, ensuring that every member is aligned towards common objectives and successes.

The expected salary range for the Sr. Sales Engineer role at Pendo is between $165,000 and $205,000 OTE, with a 70/30 split. Individual pay rates are determined based on a variety of factors including experience, skillset, and internal equity. Pendo believes in compensating competitively within the industry while also providing additional benefits and rewards.

Successful Sr. Sales Engineers at Pendo exhibit a combination of technical prowess and strong business acumen. Key attributes include curiosity to constantly learn, integrity to build trust with clients, and the credibility to engage multiple stakeholders in large enterprises. The role's success also relies on accountability, aligning solutions with client needs, and celebrating victories collectively with the team.

In preparing for this question, share specific scenarios where your pre-sales efforts led to successful outcomes. Discuss how you engaged with stakeholders, crafted tailored solutions, and ultimately drove the sales process forward.

When answering, emphasize your strategy for customized presentations that resonate with both technical and executive audiences. Highlight the importance of understanding the client's pain points and showcasing how Pendo’s solutions directly address those needs.

Discuss specific methods you've used to foster collaboration, such as regular communication, feedback loops, and collaborative problem-solving sessions. Mention the value of diverse perspectives in achieving customer satisfaction.

Explain your approach to objections, focusing on active listening, validating concerns, and articulating clear, informed responses. Share techniques for building credibility during technical discussions.

Talk about methods you employ for discovery, including open-ended questioning, active listening, and leveraging data insights to fully understand the customer's context before presenting a solution.

Describe a specific proof of concept, detailing your role in its execution. Focus on how you defined success criteria, addressed technical requirements, and contributed to the overall win for the customer.

Illustrate how you leverage data to inform your sales strategies, track performance against goals, and refine methods based on insights. Metrics-driven approaches are crucial for accountability.

Outline your professional development routine, which may include attending industry conferences, following thought leaders, participating in webinars, or pursuing additional certifications to stay informed.

Emphasize the value of customer feedback in refining sales pitches and product offerings. Discuss how you actively gather insights post-sale to improve processes and enhance customer satisfaction.

Express your genuine interest in Pendo’s mission and culture. Talk about how you align with their goals, values, and the opportunity to contribute to a dynamic and growing company that reshapes product experiences.