Account Executive Commercial Sales (SMB)

Pendo.io is a growing company focused on improving society's experience with software through AI. They are seeking a motivated Account Executive to manage the full customer lifecycle for small-to-midsize businesses, including prospecting, acquisition, account management, and renewals. Responsibilities Develop deep expertise and understanding of Pendo’s products Own the full sales cycle for net new prospects and current customers from discovery through close, leading expansion and renewal strategies within your book of business Building consistent weekly pipeline generation in collaboration with business development Manage a rolling forecast and consistently hit pipeline creation and bookings targets Lead value-based discovery to uncover customer challenges and align Pendo's platform as the solution Navigate free trials and proof of concept evaluations with prospects Build executive-level customer relationships while partnering internally to address technical needs and deliver value realization Create and execute account plans that drive net new, expansion opportunities and long-term growth Develop and deliver pricing proposals and negotiate contracts, managing billing questions and renewal transactions with precision Maintain timely and accurate records of activities in Salesforce and other tools in our sales tech stack Skills Actively leverages AI-powered tools and automation in daily workflows to increase efficiency and impact Maintains a strong understanding of the rapidly evolving AI landscape and translates emerging capabilities into practical business advantage 1+ year of experience in B2B SaaS net new sales and account management with closing responsibilities Proven ability to manage a full sales cycle, including renewals and expansions Experience providing tailored technical product demonstrations to net new and existing customers Strong negotiation and contract management skills Demonstrated track record of consistent goal attainment Business acumen with an understanding of SaaS metrics and customer value drivers Competency with sales pipeline management and CRM tools, including Salesforce.com Excellent communication, organizational, and interpersonal skills Bachelor's degree or equivalent work experience Training in MEDDICC and/or Force Management methodologies Experience managing a territory of SMB and/or emerging market accounts High emotional intelligence (EQ) and ability to resolve conflict with empathy Ability to multitask and prioritize effectively in a fast-paced environment Desire to learn and grow within a team-based culture Self-motivated, proactive team player Excellent 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 Overview The only official Pendo LinkedIn account. Pendo’s mission is to elevate the world’s experience with software. It was founded in 2013, and is headquartered in Raleigh, North Carolina, USA, with a workforce of 501-1000 employees. Its website is Company H1B Sponsorship Pendo.io has a track record of offering H1B sponsorships, with 1 in 2025, 2 in 2023, 2 in 2021. Please note that this does not guarantee sponsorship for this specific role.