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Pendo is seeking an Account Director for Enterprise Sales to lead the French market segment. This is a hunter-focused role reporting to the RVP Enterprise Sales, EMEA, with direct access to the CEO, CTO, VP of Product, and EMEA Managing Director.
You will own the full sales cycle for Pendo's largest customers and prospects in the French Enterprise segment, a critical growth area. This is not a relationship management or renewals role—it's a new business development position requiring the ability to open doors at CAC 40 and mid-cap enterprise levels, build trust with C-suite and VP stakeholders, and generate pipeline from scratch while managing the existing customer base.
Day-to-day responsibilities include:
- Acting as the internal lead for complex enterprise opportunities, coordinating cross-functional teams (Solutions Engineering, Customer Success, Legal, Product, executive leadership) to maintain alignment and deal momentum
- Building and maintaining strong relationships with C-suite, IT, and business leadership at organizations with 1,500+ employees
- Leading value-based sales cycles focused on solving meaningful business problems and supporting digital transformation initiatives
- Applying MEDDPICC and Force Management methodologies to manage multi-stakeholder sales cycles with strong deal hygiene and accurate forecasting
- Developing and executing multi-year account strategies that expand Pendo's presence within enterprise customers
- Consistently generating and maintaining high-quality pipeline through proactive prospecting and strategic account development
- Leveraging AI tools and insights to improve sales preparation, productivity, and customer engagement
The ideal candidate is a builder who thrives in ambiguity, defines clear paths forward, and operates as a strategic advisor. You are genuinely AI-curious, rewiring your work around AI tools to work faster and more effectively. You bring energy, accountability, and a growth mindset to everything you do.
Required qualifications:
- 5+ years of proven success in Enterprise SaaS sales, ideally in entrepreneurial or high-growth environments
- Native French speaker with business-level English
- Track record of closing new logo deals in the $100k–$1M+ ARR range with consistent overachievement against revenue goals
- Strong understanding of SaaS financial metrics and enterprise buying dynamics
- Ability to navigate complex, team-based sales cycles, leveraging internal executives, product experts, and partners
- Demonstrated accountability, openness to feedback, and growth mindset
- Technical curiosity and ability to map platform capabilities to business impact
Nice-to-haves include experience in startups or high-growth environments, success selling emerging or innovative technologies that required market education and value narrative shaping.
This is a hybrid position based 3 days per week in the London office.
