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Pendo is seeking an Account Director for its Commercial Sales organization to drive revenue growth in the Mid-Market segment. This is a full-cycle, quota-carrying sales role based in Raleigh, NC.
You will own the complete sales motion across net-new revenue, existing account growth, renewals, and upsell opportunities. Key responsibilities include identifying and engaging new accounts and stakeholders, managing a portfolio of existing customers, and building executive relationships that support long-term adoption and expansion. You will drive product-led deals from prospecting and solution presentations through quoting, negotiation, and close, using a consultative, customer-first approach.
Day-to-day work includes prospecting and landing new accounts within the Mid-Market segment, owning the full sales cycle with clear deal discipline, managing renewals and expansion using customer data and contract insights, conducting regular account reviews to identify growth paths, and collaborating cross-functionally with technical, product, customer success, professional services, marketing, finance, legal, and leadership teams. You will maintain a healthy pipeline, provide accurate forecasts to leadership, build strong executive relationships, and develop deep product expertise to advise accounts and strengthen sales conversations.
Required qualifications: 5+ years of B2B SaaS or complex technology sales experience in full-cycle, quota-carrying roles spanning Account Executive, Account Director, and Account Management responsibilities. Proven success driving new business and account expansion in Mid-Market, consistent track record of meeting or exceeding revenue targets in product-led, subscription-based environments, strong negotiation and deal management skills including multi-year agreements, demonstrated ability to build and maintain executive-level relationships, skilled in prospecting, pipeline management, and forecasting with proficiency in CRM tools like Salesforce and Clari, and Bachelor's degree or equivalent professional experience.
The ideal candidate is a builder who thrives when there isn't a clear path and gets to define it. You operate as a strategic advisor, influencing decisions and elevating how the team works. You're genuinely AI-curious, rewiring your work around AI tools to be faster, sharper, and more prolific. You see AI as a multiplier, not a shortcut.
