Account Director Enterprise Sales - California

The Team + The Role The Enterprise Sales team at Pendo partners with some of the world’s largest organizations to improve and transform their digital experiences. The team operates in a fast-paced, collaborative environment and works closely with Solutions Engineering, Customer Success, Legal, Product, and executive leadership to drive meaningful business outcomes. Enterprise Sales values clear execution, strong partnership, and disciplined sales practices to win complex enterprise opportunities. As an Account Director, Enterprise Sales, you will lead complex enterprise deals and own multi-stakeholder sales cycles with organizations of 1,500+ employees. You will build executive relationships, develop multi-year account strategies, generate high-quality pipeline, and apply MEDDPICC and Force Management principles to drive forecast accuracy and long-term customer value. This is a remote role based in Northern California. What this looks like day-to-day Enterprise deal leadership: Act as the internal lead for complex enterprise opportunities, coordinating cross-functional partners across Solutions Engineering, Customer Success, Legal, Product, and executive leadership. You keep the team aligned, the deal strategy clear, and the process moving with urgency and discipline. Executive relationship building: Build and maintain strong relationships across the C-suite, IT, and business leadership within organizations of 1,500+ employees. You understand stakeholder priorities and connect Pendo’s value to meaningful business outcomes. Value-based selling: Lead sales cycles focused on solving meaningful business problems and supporting digital transformation initiatives. You shape the value narrative, guide customers through complex decisions, and position Pendo as a strategic partner. Sales methodology and forecasting: Apply MEDDPICC and Force Management principles to manage complex, multi-stakeholder sales cycles. You maintain strong deal hygiene, identify risk early, and support accurate forecasting. Account strategy and expansion: Develop and execute multi-year account strategies that expand Pendo’s presence within enterprise customers. You identify growth opportunities, prioritize high-impact activities, and build plans that deliver long-term customer value. Pipeline generation: Consistently generate and maintain a high-quality pipeline through proactive prospecting and account development. You take ownership of pipeline health and create opportunities through disciplined, strategic outreach. AI-enabled productivity: Use AI tools and insights to improve sales preparation, productivity, and customer engagement. You look for practical ways to work faster, communicate more effectively, and make better decisions in a fast-moving environment. Who You Are Beyond the qualifications, we hire through a specific lens. These aren't buzzwords; they're the things we'll actually look for in how you talk about your work. You're a builder, not a maintainer. You're most energized when there isn't a clear path yet, and you get to define it. You don't wait for direction; you identify gaps, shape solutions, and drive them forward. At Pendo, great Account Directors don't just follow instructions; they operate as strategic advisors, influencing decisions, guiding stakeholders, and elevating how we work. You're AI-curious - genuinely. You're not using AI tools occasionally. You're rewiring how you work around them. You're faster, sharper, and more prolific because of it, and you bring that energy to everything — how you approach your work, how you prep, how you communicate, how you think. We want someone who sees AI as a multiplier, not a shortcut. Must-haves Proven track record of success in enterprise software sales, including SaaS or application software, selling into organizations with 1,500+ employees. Experience using MEDDPICC and/or Force Management to manage complex, multi-stakeholder sales cycles. Demonstrated ability to generate pipeline independently through strategic prospecting and account development. Experience leading cross-functional deal teams across Solutions Engineering, Legal, Customer Success, and executive stakeholders to close enterprise agreements. Comfort using AI tools to improve sales efficiency, preparation, and customer engagement. Nice-to-haves Experience working in a startup or high-growth environment where you navigated ambiguity and built new processes or approaches. Success selling emerging or innovative technologies that required educating the market and shaping the value narrative. A track record of perseverance and resilience in professional or personal pursuits. Demonstrated ability to mentor peers and contribute to the overall development of the sales organization. About Pendo Pendo was founded in 2013 by former product managers, who combined their heads and hearts to build something they wanted but never had as product managers: a simple way to understand and attack what truly drives product success. Our mission is to improve society's experience with software. Come join one of the fastest-growing startups, supported by best-in-class institutions like Battery Ventures, Salesforce Ventures, Spark Capital and Meritech. Pendo Core Values: Bias to Act, Hone Your Craft, The Team is Pendo, and Maniacal Focus. Location: Pendo is a hybrid culture. In-office 3 days per week unless designated remote. Compensation: The expected On-Target Earnings (OTE) range for this role is $280K-$320K, with a 50/50 base-to-variable compensation split. Benefits: Highly competitive, employer-heavy coverage including $0 premium options, strong 401(k) match, equity, and flexible time off. EEOC: We are an equal opportunity employer and believe having diverse teams where everyone brings their whole self to Pendo is key to our success. We welcome all people of different backgrounds, experiences, abilities and perspectives. Accessibility: Pendo is committed to working with, and providing access and reasonable accommodation to, applicants with mental and/or physical disabilities. If you think you may require an accommodation for any part of the recruitment process, please send a request to: accommodation@pendo.io. All requests for accommodations are treated discreetly and confidentially, as practical and permitted by law.