Account Executive, SMB

Team Description 

As an Account Executive, SMB you will be responsible for managing deal cycles from lead generation to close. This team is responsible for generating deals with fast growth startup companies, and for successfully converting free users into valued paid subscribers and driving revenue growth. You will be the primary contact for the customer and will be responsible for demoing Pendo, providing technical assistance, successfully navigating a proof of concept, and negotiating contracts. We look for people who are intellectually curious, possess business acumen, and who enjoy talking to people and helping to solve real business needs. As an SMB AE you are accountable for the plan to hit your territory goal and will enjoy the full support of the company to make you successful. You will be surrounded by a great team of people that you can learn from and grow your career with. We also want to learn from you.

Role Responsibilities 

• Work full-cycle deals from demo to close
• Research and target new business opportunities using prospecting tools
• Build and manage an account priority plan
• Learn and demonstrate the Pendo platform to new prospective customers
• Lead effective value discovery to truly understand customer needs
• Navigate a customer through a 7 day free trial and proof of concept
• Negotiate contracts and review legal terms
• Deploy in-depth SaaS sales training with MEDDIC and Force Management methods
• Record and document all sales activities in Salesforce.com
• Successfully utilize all sales tech tools

Minimum Qualifications 

• 1+ years of closing experience in an B2B SaaS environment
• 1+ years sales or business development experience
• Demonstrated consistent track record of goal attainment
• Possess an understanding of SaaS financial metrics
• Ability to embrace feedback and hold yourself accountable

Preferred Qualifications 

• Training with MEDDIC and Force Management a plus
• Willingness to learn in a fast-paced sales environment
• Solid business acumen

Pendo Description:

Pendo was founded in 2013 by former product managers, who combined their heads and hearts to build something they wanted but never had as product managers -- a simple way to understand and attack what truly drives product success.  Our mission is to improve society's experience with software.

Come join one of the fastest-growing startups, supported by best-in-class institutions like Battery Ventures, Salesforce Ventures, Spark Capital and Meritech. You will gain experience in a diverse and exciting set of technologies and clients and have a real impact on Pendo's future. Our culture is passionate, dynamic, and fun.

EEOC

We are an equal opportunity employer and believe having diverse teams where everyone brings their whole self to Pendo is key to our success. We welcome all people of different backgrounds, experiences, abilities and perspectives.

Accessibility

Pendo is committed to working with, and providing access and reasonable accommodation to, applicants with mental and/or physical disabilities. If you think you may require an accommodation for any part of the recruitment process, please send a request to: accommodation@pendo.io. All requests for accommodations are treated discreetly and confidentially, as practical and permitted by law.

Compensation

Our salary ranges are based on paying competitively for our size and industry, and are one part of many compensation, benefits and other reward opportunities we provide.

The expected salary range for this role to be performed in Raleigh, NC is $115,000 - $140,000 OTE (50/50 split)

Individual pay rate decisions, including offers made within and over the expected salary range, are based on a number of factors, including qualifications for the role, experience level, skillset, and balancing internal equity relative to peers at the company.

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Last updated on Aug 5, 2024