Account Executive, Commercial Growth (Pipeline)

As a Commercial Account Executive you will be responsible for managing deal cycles from generation to close. You will be the primary contact with the customer and have the responsibilities of demoing Pendo, providing technical assistance, successfully navigating a proof of concept, and negotiating contracts. This position works closely with the Sales Development Representatives to develop a territory as well as our Sales Engineers. We look for people who are intellectually curious, possess business acumen specifically around Saas software sales, and have a high technical aptitude. As a Commercial AE you are accountable for the plan to hit your territory goal and will enjoy the full support of the company to make you successful. You will be surrounded by a great team of people from whom you can learn from and grow your career with. We also want to learn from you. 

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Role Responsibilities 

• Work full-cycle deals from demo complete to close
• Research and target new business opportunities using prospecting tools
• Build and manage an account priority plan
• Learn and demonstrate the Pendo platform to new prospective customers
• Lead effective value discovery to truly understand customer needs
• Navigate a customer through a 7 day free trial and proof of concept
• Negotiate contracts, review legal terms
• Deploy In depth SaaS sales training with MEDDIC and Force Management methods
• Record and document all sales activities in Salesforce.com
• Successfully utilize all sales tech tools

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Minimum Qualifications 

• 2+ years of closing experience in an B2B SaaS environment
• Demonstrated consistent track record of goal attainment
• Possess an understanding of SaaS financial metrics

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Preferred Qualifications 

• Training with MEDDIC and Force Management a plus
• Willingness to learn in a high paced sales environment
• Ability to embrace feedback and hold yourself accountable
• Accelerated business acumen

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Pendo Description:

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. You will gain experience in a diverse and exciting set of technologies and clients and have a real impact on Pendo's future. Our culture is passionate, dynamic, and fun.