Beyond the qualifications, we hire through a specific lens. These aren’t buzzwords; they’re the things we’ll actually look for in how you talk about your work.
You’re a builder, not a maintainer.
You’re most energized when there isn’t a clear path yet, and you get to define it. You don’t wait for direction; you identify gaps, shape solutions, and drive them forward. At Pendo, great Account Directors don’t just follow instructions; they operate as strategic advisors, influencing decisions, guiding stakeholders, and elevating how we work.
You’re AI-curious - genuinely.
You’re not using AI tools occasionally. You’re rewiring how you work around them. You’re faster, sharper, and more prolific because of it, and you bring that energy to everything — how you approach your work, how you prep, how you communicate, how you think. We want someone who sees AI as a multiplier, not a shortcut.
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5+ years of experience in B2B SaaS or complex technology sales in a full-cycle, quota-carrying role that spans Account Executive, Account Director, and Account Management responsibilities.
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Proven success driving new business and account expansion within the Mid-Market segment.
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Consistent track record of meeting or exceeding revenue targets in product-led, subscription-based sales environments.
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Strong negotiation and deal management skills, including experience structuring multi-year agreements.
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Demonstrated ability to build and maintain executive-level relationships across technical and business stakeholders.
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Skilled in prospecting, pipeline management, and forecasting, with proficiency in CRM tools such as Salesforce and Clari.
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Bachelor’s degree or equivalent professional experience.