SlipstreamJobs tracks this role from the company's public career site. Apply directly on the employer's site.
Pendo is seeking an Account Executive for Enterprise Sales to lead complex enterprise deals and build executive relationships with large organizations (1,500+ employees). You will own multi-stakeholder sales cycles, develop multi-year account strategies, and drive meaningful business outcomes through disciplined sales practices.
Day-to-day responsibilities include:
• 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. Maintain deal strategy clarity and drive process momentum with urgency and discipline.
• Executive Relationship Building: Build and maintain strong relationships across C-suite, IT, and business leadership within large organizations. Connect Pendo's value to meaningful business outcomes and understand stakeholder priorities.
• Value-Based Selling: Lead sales cycles focused on solving meaningful business problems and supporting digital transformation initiatives. Shape the value narrative and position Pendo as a strategic partner.
• Sales Methodology & Forecasting: Apply MEDDPICC and Force Management principles to manage complex, multi-stakeholder sales cycles. Maintain strong deal hygiene, identify risk early, and support accurate forecasting.
• Account Strategy & Expansion: Develop and execute multi-year account strategies that expand Pendo's presence within enterprise customers. Identify growth opportunities and build plans that deliver long-term customer value.
• Pipeline Generation: Consistently generate and maintain high-quality pipeline through proactive prospecting and account development. 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. Work faster, communicate more effectively, and make better decisions in a fast-moving environment.
Required qualifications:
• Proven track record in enterprise software sales (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
• Comfort using AI tools to improve sales efficiency, preparation, and customer engagement
Nice-to-haves:
• Experience in startup or high-growth environments navigating ambiguity and building new processes
• Success selling emerging or innovative technologies that required educating the market
• Track record of perseverance and resilience in professional or personal pursuits
This is a hybrid position requiring 3 days per week in the Tokyo office.
