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Pendo is seeking a Senior Account Executive to drive new business growth across enterprise accounts in the DACH region (Germany, Austria, Switzerland). You will own complex, multi-stakeholder sales cycles targeting $500K–$1M+ SaaS opportunities, with a focus on large DACH accounts and DAX 40 prospect companies.
Day-to-day responsibilities include:
• New logo acquisition: Identify, engage, and convert high-value enterprise opportunities across Germany within Pendo's most strategic segment.
• Enterprise sales execution: Lead complex, multi-stakeholder sales cycles from first engagement through close. Navigate matrixed organizations, align executive buyers, and maintain clear deal momentum with strong commercial discipline.
• Strategic deal leadership: Drive $500K–$1M+ SaaS opportunities by building value-based business cases. Position Pendo's AI-powered Data & Analytics platform as a critical driver of digital transformation.
• Executive relationship building: Build trusted relationships with C-level leaders and senior decision-makers. Engage stakeholders with credibility, understand priorities, and connect Pendo's capabilities to strategic business outcomes.
• Account planning: Develop and execute clear, strategic account plans for target enterprise accounts. Map stakeholders, identify growth opportunities, and create focused plans supporting new business acquisition and long-term account potential.
• Cross-functional partnership: Collaborate across Pendo to win and expand strategic accounts. Partner with internal teams to bring the right expertise into each opportunity.
• Pipeline and forecast discipline: Maintain accurate forecasting and disciplined pipeline management. Keep opportunity data current, communicate deal progress clearly, and manage your business with structure and accountability.
Pendo is a fast-growing SaaS company founded in 2013, backed by Battery Ventures, Salesforce Ventures, Spark Capital, and Meritech. The company's mission is to improve society's experience with software through its product experience, data, and analytics platform.
The role is based in the Munich office with a hybrid culture (in-office 3 days per week unless designated remote).
REQUIREMENTS:
Must-haves:
• Strong track record of closing $500K–$1M+ enterprise SaaS deals across DACH
• Experience selling into large, complex, matrixed organizations with multiple senior stakeholders and executive buyers
• Proven success in a start-up or high-growth environment, with the ability to operate with structure, urgency, and ownership
• Background selling Data, Analytics, AI, or enterprise technology solutions
• Passion for AI and technology, with genuine curiosity about how AI is changing the way people work
• Confident engagement style with C-level leaders, senior decision-makers, and cross-functional stakeholders
• Structured, strategic, and highly self-driven approach to account planning, pipeline management, and deal execution
• Fluent German and professional English
Nice-to-haves:
• Experience selling into DAX 40 prospect accounts or similarly large strategic enterprise accounts
• Experience positioning AI-powered Data & Analytics solutions as part of broader digital transformation initiatives
