{"jobs":[{"absolute_url":"https://job-boards.greenhouse.io/pendo/jobs/8533166002","data_compliance":[{"type":"gdpr","requires_consent":false,"requires_processing_consent":false,"requires_retention_consent":false,"retention_period":null,"demographic_data_consent_applies":false}],"internal_job_id":6375908002,"location":{"name":"Raleigh, NC "},"metadata":null,"id":8533166002,"updated_at":"2026-05-05T09:23:28-04:00","requisition_id":"FY27-101587","title":"Account Director Commercial Sales (Mid-Market)","company_name":"Pendo","first_published":"2026-05-05T09:22:39-04:00","language":"en","application_deadline":null,"content":"\u0026lt;h2\u0026gt;The Team + The Role\u0026lt;/h2\u0026gt;\n\u0026lt;p\u0026gt;Pendo’s Commercial Sales organization drives growth by helping mid-market customers understand, adopt, and expand the value they get from Pendo’s products. The team partners across Customer Success, Finance, Legal, Product, Professional Services, Marketing, and leadership to support smooth deal execution and long-term customer success.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;The Account Director Commercial Sales (Mid-Market) will drive net-new revenue growth, retention, and expansion across a portfolio of mid-market accounts. This role owns the full sales cycle, balancing proactive prospecting, product-led deal execution, renewals, upsell opportunities, and strategic account planning in a quota-carrying environment.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;This role is based in our Raleigh office.\u0026lt;/p\u0026gt;\n\u0026lt;h2\u0026gt;What this looks like day-to-day\u0026lt;/h2\u0026gt;\n\u0026lt;ul\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Prospecting and expansion:\u0026lt;/strong\u0026gt; Identify and engage new accounts and stakeholders to drive net-new revenue. Grow Pendo’s footprint within existing accounts through proactive outreach and relationship development.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Full-cycle sales ownership:\u0026lt;/strong\u0026gt; Own product-led deals from prospecting through solution presentations, quoting, negotiation, and close. Manage each stage with clear next steps, strong customer alignment, and disciplined deal execution.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Renewals and upsell:\u0026lt;/strong\u0026gt; Use customer data, contracts, and business goals to drive renewals, retention, and upsell opportunities. Partner with customers to ensure they continue to realize value from Pendo’s products.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Strategic account planning:\u0026lt;/strong\u0026gt; Conduct regular account reviews to understand customer goals and identify growth opportunities. Build account strategies that support long-term adoption, product growth, and commercial success.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Cross-functional collaboration:\u0026lt;/strong\u0026gt; Work with technical, product, customer success, professional services, marketing, finance, legal, and leadership teams. Collaborate to address challenges, build custom solutions, and support smooth deal execution.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Pipeline and forecast management:\u0026lt;/strong\u0026gt; Maintain a healthy pipeline and accurate forecasts while providing timely updates to leadership. Manage opportunities with discipline and consistently work toward quota targets.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Customer advocacy:\u0026lt;/strong\u0026gt; Build strong executive relationships with prospects and customers. Address challenges proactively and serve as a trusted partner throughout the customer lifecycle.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Product expertise:\u0026lt;/strong\u0026gt; Develop deep knowledge of Pendo’s products and how they support customer goals. Use that expertise to advise accounts and connect product capabilities to business outcomes.\u0026lt;/li\u0026gt;\n\u0026lt;/ul\u0026gt;\n\u0026lt;h2\u0026gt;Who You Are\u0026lt;/h2\u0026gt;\n\u0026lt;p\u0026gt;Beyond the qualifications, we hire through a specific lens. These aren\u0026#39;t buzzwords; they\u0026#39;re the things we\u0026#39;ll actually look for in how you talk about your work.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re a builder, not a maintainer.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re most energized when there isn\u0026#39;t a clear path yet, and you get to define it. You don\u0026#39;t wait for direction; you identify gaps, shape solutions, and drive them forward. At Pendo, great Account Directors don\u0026#39;t just follow instructions; they operate as strategic advisors, influencing decisions, guiding stakeholders, and elevating how we work.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re AI-curious - genuinely.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re not using AI tools occasionally. You\u0026#39;re rewiring how you work around them. You\u0026#39;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.\u0026lt;/p\u0026gt;\n\u0026lt;h2\u0026gt;Must-haves\u0026lt;/h2\u0026gt;\n\u0026lt;ul\u0026gt;\n\u0026lt;li\u0026gt;5+ years of experience in B2B SaaS or complex technology sales in a full-cycle, quota-carrying role spanning Account Executive, Account Director, and Account Management responsibilities.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Proven success driving new business and account expansion within the mid-market segment.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Demonstrated ability to build and maintain executive-level relationships across technical and business stakeholders.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Strong negotiation and deal management skills, including experience structuring multi-year agreements.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Consistent track record of meeting or exceeding revenue targets in product-led, subscription-based sales environments.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Strong prospecting, pipeline management, and forecasting skills, with proficiency in CRM tools such as Salesforce or Clari.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Bachelor’s degree or equivalent professional experience.\u0026lt;/li\u0026gt;\n\u0026lt;/ul\u0026gt;\n\u0026lt;h2\u0026gt;Nice-to-haves\u0026lt;/h2\u0026gt;\n\u0026lt;ul\u0026gt;\n\u0026lt;li\u0026gt;Entrepreneurial mindset with the ability to drive creative prospecting strategies and solve problems with a growth mentality.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Exceptional interpersonal and executive communication skills.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Commitment to deepening prospect and customer relationships while driving product adoption and value.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Continuous learner who refines sales skills and adapts in a dynamic market.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Willingness to adopt AI and leverage AI tools as Pendo expands its AI capabilities as a company and team.\u0026lt;/li\u0026gt;\n\u0026lt;/ul\u0026gt;\n\u0026lt;h2\u0026gt;About Pendo\u0026lt;/h2\u0026gt;\n\u0026lt;p\u0026gt;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\u0026#39;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.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Pendo Core Values:\u0026lt;/strong\u0026gt; Bias to Act, Hone Your Craft, The Team is Pendo, and Maniacal Focus.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Location:\u0026lt;/strong\u0026gt; Pendo is a hybrid culture. In-office 3 days per week unless designated remote.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Compensation:\u0026lt;/strong\u0026gt; The expected on-target-earnings (OTE) range for this role to be performed in Raleigh, NC is $180,000 - $250,000 OTE with a 50/50 base-to-variable split.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Benefits:\u0026lt;/strong\u0026gt; Highly competitive, employer-heavy coverage including $0 premium options, strong 401(k) match, equity, and flexible time off.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;EEOC:\u0026lt;/strong\u0026gt; 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.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Accessibility:\u0026lt;/strong\u0026gt; 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.\u0026lt;/p\u0026gt;","departments":[{"id":4068423002,"name":"Commercial","child_ids":[],"parent_id":4073243002}],"offices":[{"id":4004555002,"name":"Raleigh, NC","location":"Raleigh, North Carolina, United States","child_ids":[],"parent_id":null}]},{"absolute_url":"https://job-boards.greenhouse.io/pendo/jobs/8433607002","data_compliance":[{"type":"gdpr","requires_consent":false,"requires_processing_consent":false,"requires_retention_consent":false,"retention_period":null,"demographic_data_consent_applies":false}],"internal_job_id":6368796002,"location":{"name":"San Francisco, CA / Sacramento, CA / San Luis Obispo, CA"},"metadata":null,"id":8433607002,"updated_at":"2026-05-04T22:37:16-04:00","requisition_id":"FY27-101544","title":"Account Director Enterprise Sales - Bay Area","company_name":"Pendo","first_published":"2026-02-23T14:58:41-05:00","language":"en","application_deadline":null,"content":"\u0026lt;h2\u0026gt;The Team + The Role\u0026lt;/h2\u0026gt;\n\u0026lt;p\u0026gt;The Enterprise Sales team at Pendo partners with some of the world’s largest organizations to improve and transform their digital experiences. The team operates in a fast-paced, collaborative environment and works closely with Solutions Engineering, Customer Success, Legal, Product, and executive leadership to drive meaningful business outcomes. Enterprise Sales values clear execution, strong partnership, and disciplined sales practices to win complex enterprise opportunities.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;As an Account Director, Enterprise Sales, you will lead complex enterprise deals and own multi-stakeholder sales cycles with organizations of 1,500+ employees. You will build executive relationships, develop multi-year account strategies, generate high-quality pipeline, and apply MEDDPICC and Force Management principles to drive forecast accuracy and long-term customer value.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;This is a remote role based in Northern California.\u0026lt;/p\u0026gt;\n\u0026lt;h2\u0026gt;What this looks like day-to-day\u0026lt;/h2\u0026gt;\n\u0026lt;ul\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Enterprise deal leadership:\u0026lt;/strong\u0026gt; Act as the internal lead for complex enterprise opportunities, coordinating cross-functional partners across Solutions Engineering, Customer Success, Legal, Product, and executive leadership. You keep the team aligned, the deal strategy clear, and the process moving with urgency and discipline.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Executive relationship building:\u0026lt;/strong\u0026gt; Build and maintain strong relationships across the C-suite, IT, and business leadership within organizations of 1,500+ employees. You understand stakeholder priorities and connect Pendo’s value to meaningful business outcomes.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Value-based selling:\u0026lt;/strong\u0026gt; Lead sales cycles focused on solving meaningful business problems and supporting digital transformation initiatives. You shape the value narrative, guide customers through complex decisions, and position Pendo as a strategic partner.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Sales methodology and forecasting:\u0026lt;/strong\u0026gt; Apply MEDDPICC and Force Management principles to manage complex, multi-stakeholder sales cycles. You maintain strong deal hygiene, identify risk early, and support accurate forecasting.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Account strategy and expansion:\u0026lt;/strong\u0026gt; Develop and execute multi-year account strategies that expand Pendo’s presence within enterprise customers. You identify growth opportunities, prioritize high-impact activities, and build plans that deliver long-term customer value.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Pipeline generation:\u0026lt;/strong\u0026gt; Consistently generate and maintain a high-quality pipeline through proactive prospecting and account development. You take ownership of pipeline health and create opportunities through disciplined, strategic outreach.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;AI-enabled productivity:\u0026lt;/strong\u0026gt; Use AI tools and insights to improve sales preparation, productivity, and customer engagement. You look for practical ways to work faster, communicate more effectively, and make better decisions in a fast-moving environment.\u0026lt;/li\u0026gt;\n\u0026lt;/ul\u0026gt;\n\u0026lt;h2\u0026gt;Who You Are\u0026lt;/h2\u0026gt;\n\u0026lt;p\u0026gt;Beyond the qualifications, we hire through a specific lens. These aren\u0026#39;t buzzwords; they\u0026#39;re the things we\u0026#39;ll actually look for in how you talk about your work.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re a builder, not a maintainer.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re most energized when there isn\u0026#39;t a clear path yet, and you get to define it. You don\u0026#39;t wait for direction; you identify gaps, shape solutions, and drive them forward. At Pendo, great Account Directors don\u0026#39;t just follow instructions; they operate as strategic advisors, influencing decisions, guiding stakeholders, and elevating how we work.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re AI-curious - genuinely.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re not using AI tools occasionally. You\u0026#39;re rewiring how you work around them. You\u0026#39;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.\u0026lt;/p\u0026gt;\n\u0026lt;h2\u0026gt;Must-haves\u0026lt;/h2\u0026gt;\n\u0026lt;ul\u0026gt;\n\u0026lt;li\u0026gt;Proven track record of success in enterprise software sales, including SaaS or application software, selling into organizations with 1,500+ employees.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Experience using MEDDPICC and/or Force Management to manage complex, multi-stakeholder sales cycles.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Demonstrated ability to generate pipeline independently through strategic prospecting and account development.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Experience leading cross-functional deal teams across Solutions Engineering, Legal, Customer Success, and executive stakeholders to close enterprise agreements.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Comfort using AI tools to improve sales efficiency, preparation, and customer engagement.\u0026lt;/li\u0026gt;\n\u0026lt;/ul\u0026gt;\n\u0026lt;h2\u0026gt;Nice-to-haves\u0026lt;/h2\u0026gt;\n\u0026lt;ul\u0026gt;\n\u0026lt;li\u0026gt;Experience working in a startup or high-growth environment where you navigated ambiguity and built new processes or approaches.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Success selling emerging or innovative technologies that required educating the market and shaping the value narrative.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;A track record of perseverance and resilience in professional or personal pursuits.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Demonstrated ability to mentor peers and contribute to the overall development of the sales organization.\u0026lt;/li\u0026gt;\n\u0026lt;/ul\u0026gt;\n\u0026lt;h2\u0026gt;About Pendo\u0026lt;/h2\u0026gt;\n\u0026lt;p\u0026gt;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\u0026#39;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.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Pendo Core Values:\u0026lt;/strong\u0026gt; Bias to Act, Hone Your Craft, The Team is Pendo, and Maniacal Focus.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Location:\u0026lt;/strong\u0026gt; Pendo is a hybrid culture. In-office 3 days per week unless designated remote.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Compensation:\u0026lt;/strong\u0026gt; The expected On-Target Earnings (OTE) range for this role is $280K-$320K, with a 50/50 base-to-variable compensation split.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Benefits:\u0026lt;/strong\u0026gt; Highly competitive, employer-heavy coverage including $0 premium options, strong 401(k) match, equity, and flexible time off.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;EEOC:\u0026lt;/strong\u0026gt; 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.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Accessibility:\u0026lt;/strong\u0026gt; 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.\u0026lt;/p\u0026gt;","departments":[{"id":4068404002,"name":"Enterprise","child_ids":[],"parent_id":4073243002}],"offices":[{"id":4052204002,"name":"Remote - California - SF Bay Metro","location":null,"child_ids":[],"parent_id":null}]},{"absolute_url":"https://job-boards.greenhouse.io/pendo/jobs/8425466002","data_compliance":[{"type":"gdpr","requires_consent":false,"requires_processing_consent":false,"requires_retention_consent":false,"retention_period":null,"demographic_data_consent_applies":false}],"internal_job_id":6365269002,"location":{"name":"New York, NY / Stamford, CT / Jersey City, NJ / Philadelphia, PA"},"metadata":null,"id":8425466002,"updated_at":"2026-05-06T20:02:00-04:00","requisition_id":"FY27-101521","title":"Account Director Enterprise Sales - Northeast","company_name":"Pendo","first_published":"2026-02-20T12:03:05-05:00","language":"en","application_deadline":null,"content":"\u0026lt;h2\u0026gt;The Team + The Role\u0026lt;/h2\u0026gt;\n\u0026lt;p\u0026gt;The Enterprise Sales team at Pendo partners with some of the world’s largest organizations to improve and transform their digital experiences. The team operates in a fast-paced, collaborative environment and works closely with Solutions Engineering, Customer Success, Legal, Product, and executive leadership to drive meaningful business outcomes. Enterprise Sales values clear execution, strong partnership, and disciplined sales practices to win complex enterprise opportunities.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;As an Account Director, Enterprise Sales, you will lead complex enterprise deals and own multi-stakeholder sales cycles with organizations of 1,500+ employees. You will build executive relationships, develop multi-year account strategies, generate high-quality pipeline, and apply MEDDPICC and Force Management principles to drive forecast accuracy and long-term customer value.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;This is a remote role based in the Northeast.\u0026lt;/p\u0026gt;\n\u0026lt;h2\u0026gt;What this looks like day-to-day\u0026lt;/h2\u0026gt;\n\u0026lt;ul\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Enterprise deal leadership:\u0026lt;/strong\u0026gt; Act as the internal lead for complex enterprise opportunities, coordinating cross-functional partners across Solutions Engineering, Customer Success, Legal, Product, and executive leadership. You keep the team aligned, the deal strategy clear, and the process moving with urgency and discipline.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Executive relationship building:\u0026lt;/strong\u0026gt; Build and maintain strong relationships across the C-suite, IT, and business leadership within organizations of 1,500+ employees. You understand stakeholder priorities and connect Pendo’s value to meaningful business outcomes.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Value-based selling:\u0026lt;/strong\u0026gt; Lead sales cycles focused on solving meaningful business problems and supporting digital transformation initiatives. You shape the value narrative, guide customers through complex decisions, and position Pendo as a strategic partner.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Sales methodology and forecasting:\u0026lt;/strong\u0026gt; Apply MEDDPICC and Force Management principles to manage complex, multi-stakeholder sales cycles. You maintain strong deal hygiene, identify risk early, and support accurate forecasting.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Account strategy and expansion:\u0026lt;/strong\u0026gt; Develop and execute multi-year account strategies that expand Pendo’s presence within enterprise customers. You identify growth opportunities, prioritize high-impact activities, and build plans that deliver long-term customer value.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Pipeline generation:\u0026lt;/strong\u0026gt; Consistently generate and maintain a high-quality pipeline through proactive prospecting and account development. You take ownership of pipeline health and create opportunities through disciplined, strategic outreach.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;AI-enabled productivity:\u0026lt;/strong\u0026gt; Use AI tools and insights to improve sales preparation, productivity, and customer engagement. You look for practical ways to work faster, communicate more effectively, and make better decisions in a fast-moving environment.\u0026lt;/li\u0026gt;\n\u0026lt;/ul\u0026gt;\n\u0026lt;h2\u0026gt;Who You Are\u0026lt;/h2\u0026gt;\n\u0026lt;p\u0026gt;Beyond the qualifications, we hire through a specific lens. These aren\u0026#39;t buzzwords; they\u0026#39;re the things we\u0026#39;ll actually look for in how you talk about your work.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re a builder, not a maintainer.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re most energized when there isn\u0026#39;t a clear path yet, and you get to define it. You don\u0026#39;t wait for direction; you identify gaps, shape solutions, and drive them forward. At Pendo, great Account Directors don\u0026#39;t just follow instructions; they operate as strategic advisors, influencing decisions, guiding stakeholders, and elevating how we work.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re AI-curious - genuinely.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re not using AI tools occasionally. You\u0026#39;re rewiring how you work around them. You\u0026#39;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.\u0026lt;/p\u0026gt;\n\u0026lt;h2\u0026gt;Must-haves\u0026lt;/h2\u0026gt;\n\u0026lt;ul\u0026gt;\n\u0026lt;li\u0026gt;Proven track record of success in enterprise software sales, including SaaS or application software, selling into organizations with 1,500+ employees.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Experience using MEDDPICC and/or Force Management to manage complex, multi-stakeholder sales cycles.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Demonstrated ability to generate pipeline independently through strategic prospecting and account development.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Experience leading cross-functional deal teams across Solutions Engineering, Legal, Customer Success, and executive stakeholders to close enterprise agreements.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Comfort using AI tools to improve sales efficiency, preparation, and customer engagement.\u0026lt;/li\u0026gt;\n\u0026lt;/ul\u0026gt;\n\u0026lt;h2\u0026gt;Nice-to-haves\u0026lt;/h2\u0026gt;\n\u0026lt;ul\u0026gt;\n\u0026lt;li\u0026gt;Experience working in a startup or high-growth environment where you navigated ambiguity and built new processes or approaches.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Success selling emerging or innovative technologies that required educating the market and shaping the value narrative.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;A track record of perseverance and resilience in professional or personal pursuits.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Demonstrated ability to mentor peers and contribute to the overall development of the sales organization.\u0026lt;/li\u0026gt;\n\u0026lt;/ul\u0026gt;\n\u0026lt;h2\u0026gt;About Pendo\u0026lt;/h2\u0026gt;\n\u0026lt;p\u0026gt;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\u0026#39;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.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Pendo Core Values:\u0026lt;/strong\u0026gt; Bias to Act, Hone Your Craft, The Team is Pendo, and Maniacal Focus.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Location:\u0026lt;/strong\u0026gt; Pendo is a hybrid culture. In-office 3 days per week unless designated remote.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Compensation:\u0026lt;/strong\u0026gt; The expected On-Target Earnings (OTE) range for this role is $280K-$320K, with a 50/50 base-to-variable compensation split.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Benefits:\u0026lt;/strong\u0026gt; Highly competitive, employer-heavy coverage including $0 premium options, strong 401(k) match, equity, and flexible time off.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;EEOC:\u0026lt;/strong\u0026gt; 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.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Accessibility:\u0026lt;/strong\u0026gt; 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.\u0026lt;/p\u0026gt;","departments":[{"id":4068404002,"name":"Enterprise","child_ids":[],"parent_id":4073243002}],"offices":[{"id":4052202002,"name":"Remote - New York - NYC Metro","location":null,"child_ids":[],"parent_id":null}]},{"absolute_url":"https://job-boards.greenhouse.io/pendo/jobs/8228610002","data_compliance":[{"type":"gdpr","requires_consent":false,"requires_processing_consent":false,"requires_retention_consent":false,"retention_period":null,"demographic_data_consent_applies":false}],"internal_job_id":6261074002,"location":{"name":"Seattle, WA / Portland, OR"},"metadata":null,"id":8228610002,"updated_at":"2026-05-04T22:35:25-04:00","requisition_id":"FY26-101318","title":"Account Director Enterprise Sales - PacNW","company_name":"Pendo","first_published":"2025-10-29T11:10:09-04:00","language":"en","application_deadline":null,"content":"\u0026lt;h2\u0026gt;The Team + The Role\u0026lt;/h2\u0026gt;\n\u0026lt;p\u0026gt;The Enterprise Sales team at Pendo partners with some of the world’s largest organizations to improve and transform their digital experiences. The team operates in a fast-paced, collaborative environment and works closely with Solutions Engineering, Customer Success, Legal, Product, and executive leadership to drive meaningful business outcomes. Enterprise Sales values clear execution, strong partnership, and disciplined sales practices to win complex enterprise opportunities.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;As an Account Director, Enterprise Sales, you will lead complex enterprise deals and own multi-stakeholder sales cycles with organizations of 1,500+ employees. You will build executive relationships, develop multi-year account strategies, generate high-quality pipeline, and apply MEDDPICC and Force Management principles to drive forecast accuracy and long-term customer value.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;This is a remote role based in the PacificNW.\u0026lt;/p\u0026gt;\n\u0026lt;h2\u0026gt;What this looks like day-to-day\u0026lt;/h2\u0026gt;\n\u0026lt;ul\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Enterprise deal leadership:\u0026lt;/strong\u0026gt; Act as the internal lead for complex enterprise opportunities, coordinating cross-functional partners across Solutions Engineering, Customer Success, Legal, Product, and executive leadership. You keep the team aligned, the deal strategy clear, and the process moving with urgency and discipline.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Executive relationship building:\u0026lt;/strong\u0026gt; Build and maintain strong relationships across the C-suite, IT, and business leadership within organizations of 1,500+ employees. You understand stakeholder priorities and connect Pendo’s value to meaningful business outcomes.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Value-based selling:\u0026lt;/strong\u0026gt; Lead sales cycles focused on solving meaningful business problems and supporting digital transformation initiatives. You shape the value narrative, guide customers through complex decisions, and position Pendo as a strategic partner.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Sales methodology and forecasting:\u0026lt;/strong\u0026gt; Apply MEDDPICC and Force Management principles to manage complex, multi-stakeholder sales cycles. You maintain strong deal hygiene, identify risk early, and support accurate forecasting.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Account strategy and expansion:\u0026lt;/strong\u0026gt; Develop and execute multi-year account strategies that expand Pendo’s presence within enterprise customers. You identify growth opportunities, prioritize high-impact activities, and build plans that deliver long-term customer value.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Pipeline generation:\u0026lt;/strong\u0026gt; Consistently generate and maintain a high-quality pipeline through proactive prospecting and account development. You take ownership of pipeline health and create opportunities through disciplined, strategic outreach.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;AI-enabled productivity:\u0026lt;/strong\u0026gt; Use AI tools and insights to improve sales preparation, productivity, and customer engagement. You look for practical ways to work faster, communicate more effectively, and make better decisions in a fast-moving environment.\u0026lt;/li\u0026gt;\n\u0026lt;/ul\u0026gt;\n\u0026lt;h2\u0026gt;Who You Are\u0026lt;/h2\u0026gt;\n\u0026lt;p\u0026gt;Beyond the qualifications, we hire through a specific lens. These aren\u0026#39;t buzzwords; they\u0026#39;re the things we\u0026#39;ll actually look for in how you talk about your work.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re a builder, not a maintainer.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re most energized when there isn\u0026#39;t a clear path yet, and you get to define it. You don\u0026#39;t wait for direction; you identify gaps, shape solutions, and drive them forward. At Pendo, great Account Directors don\u0026#39;t just follow instructions; they operate as strategic advisors, influencing decisions, guiding stakeholders, and elevating how we work.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re AI-curious - genuinely.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re not using AI tools occasionally. You\u0026#39;re rewiring how you work around them. You\u0026#39;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.\u0026lt;/p\u0026gt;\n\u0026lt;h2\u0026gt;Must-haves\u0026lt;/h2\u0026gt;\n\u0026lt;ul\u0026gt;\n\u0026lt;li\u0026gt;Proven track record of success in enterprise software sales, including SaaS or application software, selling into organizations with 1,500+ employees.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Experience using MEDDPICC and/or Force Management to manage complex, multi-stakeholder sales cycles.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Demonstrated ability to generate pipeline independently through strategic prospecting and account development.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Experience leading cross-functional deal teams across Solutions Engineering, Legal, Customer Success, and executive stakeholders to close enterprise agreements.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Comfort using AI tools to improve sales efficiency, preparation, and customer engagement.\u0026lt;/li\u0026gt;\n\u0026lt;/ul\u0026gt;\n\u0026lt;h2\u0026gt;Nice-to-haves\u0026lt;/h2\u0026gt;\n\u0026lt;ul\u0026gt;\n\u0026lt;li\u0026gt;Experience working in a startup or high-growth environment where you navigated ambiguity and built new processes or approaches.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Success selling emerging or innovative technologies that required educating the market and shaping the value narrative.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;A track record of perseverance and resilience in professional or personal pursuits.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Demonstrated ability to mentor peers and contribute to the overall development of the sales organization.\u0026lt;/li\u0026gt;\n\u0026lt;/ul\u0026gt;\n\u0026lt;h2\u0026gt;About Pendo\u0026lt;/h2\u0026gt;\n\u0026lt;p\u0026gt;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\u0026#39;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.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Pendo Core Values:\u0026lt;/strong\u0026gt; Bias to Act, Hone Your Craft, The Team is Pendo, and Maniacal Focus.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Location:\u0026lt;/strong\u0026gt; Pendo is a hybrid culture. In-office 3 days per week unless designated remote.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Compensation:\u0026lt;/strong\u0026gt; The expected On-Target Earnings (OTE) range for this role is $280K-$320K, with a 50/50 base-to-variable compensation split.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Benefits:\u0026lt;/strong\u0026gt; Highly competitive, employer-heavy coverage including $0 premium options, strong 401(k) match, equity, and flexible time off.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;EEOC:\u0026lt;/strong\u0026gt; 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.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Accessibility:\u0026lt;/strong\u0026gt; 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.\u0026lt;/p\u0026gt;","departments":[{"id":4068404002,"name":"Enterprise","child_ids":[],"parent_id":4073243002}],"offices":[{"id":4048350002,"name":"Remote - Washington","location":null,"child_ids":[],"parent_id":null}]},{"absolute_url":"https://job-boards.greenhouse.io/pendo/jobs/8215775002","data_compliance":[{"type":"gdpr","requires_consent":false,"requires_processing_consent":false,"requires_retention_consent":false,"retention_period":null,"demographic_data_consent_applies":false}],"internal_job_id":6255816002,"location":{"name":"Raleigh, NC / Atlanta, GA / Miami, FL"},"metadata":null,"id":8215775002,"updated_at":"2026-05-06T20:01:59-04:00","requisition_id":"FY26-101299","title":"Account Director Enterprise Sales - Southeast","company_name":"Pendo","first_published":"2025-10-29T11:07:48-04:00","language":"en","application_deadline":null,"content":"\u0026lt;h2\u0026gt;The Team + The Role\u0026lt;/h2\u0026gt;\n\u0026lt;p\u0026gt;The Enterprise Sales team at Pendo partners with some of the world’s largest organizations to improve and transform their digital experiences. The team operates in a fast-paced, collaborative environment and works closely with Solutions Engineering, Customer Success, Legal, Product, and executive leadership to drive meaningful business outcomes. Enterprise Sales values clear execution, strong partnership, and disciplined sales practices to win complex enterprise opportunities.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;As an Account Director, Enterprise Sales, you will lead complex enterprise deals and own multi-stakeholder sales cycles with organizations of 1,500+ employees. You will build executive relationships, develop multi-year account strategies, generate high-quality pipeline, and apply MEDDPICC and Force Management principles to drive forecast accuracy and long-term customer value.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;This is a remote role based in the Southeast.\u0026lt;/p\u0026gt;\n\u0026lt;h2\u0026gt;What this looks like day-to-day\u0026lt;/h2\u0026gt;\n\u0026lt;ul\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Enterprise deal leadership:\u0026lt;/strong\u0026gt; Act as the internal lead for complex enterprise opportunities, coordinating cross-functional partners across Solutions Engineering, Customer Success, Legal, Product, and executive leadership. You keep the team aligned, the deal strategy clear, and the process moving with urgency and discipline.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Executive relationship building:\u0026lt;/strong\u0026gt; Build and maintain strong relationships across the C-suite, IT, and business leadership within organizations of 1,500+ employees. You understand stakeholder priorities and connect Pendo’s value to meaningful business outcomes.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Value-based selling:\u0026lt;/strong\u0026gt; Lead sales cycles focused on solving meaningful business problems and supporting digital transformation initiatives. You shape the value narrative, guide customers through complex decisions, and position Pendo as a strategic partner.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Sales methodology and forecasting:\u0026lt;/strong\u0026gt; Apply MEDDPICC and Force Management principles to manage complex, multi-stakeholder sales cycles. You maintain strong deal hygiene, identify risk early, and support accurate forecasting.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Account strategy and expansion:\u0026lt;/strong\u0026gt; Develop and execute multi-year account strategies that expand Pendo’s presence within enterprise customers. You identify growth opportunities, prioritize high-impact activities, and build plans that deliver long-term customer value.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Pipeline generation:\u0026lt;/strong\u0026gt; Consistently generate and maintain a high-quality pipeline through proactive prospecting and account development. You take ownership of pipeline health and create opportunities through disciplined, strategic outreach.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;AI-enabled productivity:\u0026lt;/strong\u0026gt; Use AI tools and insights to improve sales preparation, productivity, and customer engagement. You look for practical ways to work faster, communicate more effectively, and make better decisions in a fast-moving environment.\u0026lt;/li\u0026gt;\n\u0026lt;/ul\u0026gt;\n\u0026lt;h2\u0026gt;Who You Are\u0026lt;/h2\u0026gt;\n\u0026lt;p\u0026gt;Beyond the qualifications, we hire through a specific lens. These aren\u0026#39;t buzzwords; they\u0026#39;re the things we\u0026#39;ll actually look for in how you talk about your work.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re a builder, not a maintainer.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re most energized when there isn\u0026#39;t a clear path yet, and you get to define it. You don\u0026#39;t wait for direction; you identify gaps, shape solutions, and drive them forward. At Pendo, great Account Directors don\u0026#39;t just follow instructions; they operate as strategic advisors, influencing decisions, guiding stakeholders, and elevating how we work.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re AI-curious - genuinely.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re not using AI tools occasionally. You\u0026#39;re rewiring how you work around them. You\u0026#39;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.\u0026lt;/p\u0026gt;\n\u0026lt;h2\u0026gt;Must-haves\u0026lt;/h2\u0026gt;\n\u0026lt;ul\u0026gt;\n\u0026lt;li\u0026gt;Proven track record of success in enterprise software sales, including SaaS or application software, selling into organizations with 1,500+ employees.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Experience using MEDDPICC and/or Force Management to manage complex, multi-stakeholder sales cycles.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Demonstrated ability to generate pipeline independently through strategic prospecting and account development.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Experience leading cross-functional deal teams across Solutions Engineering, Legal, Customer Success, and executive stakeholders to close enterprise agreements.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Comfort using AI tools to improve sales efficiency, preparation, and customer engagement.\u0026lt;/li\u0026gt;\n\u0026lt;/ul\u0026gt;\n\u0026lt;h2\u0026gt;Nice-to-haves\u0026lt;/h2\u0026gt;\n\u0026lt;ul\u0026gt;\n\u0026lt;li\u0026gt;Experience working in a startup or high-growth environment where you navigated ambiguity and built new processes or approaches.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Success selling emerging or innovative technologies that required educating the market and shaping the value narrative.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;A track record of perseverance and resilience in professional or personal pursuits.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Demonstrated ability to mentor peers and contribute to the overall development of the sales organization.\u0026lt;/li\u0026gt;\n\u0026lt;/ul\u0026gt;\n\u0026lt;h2\u0026gt;About Pendo\u0026lt;/h2\u0026gt;\n\u0026lt;p\u0026gt;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\u0026#39;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.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Pendo Core Values:\u0026lt;/strong\u0026gt; Bias to Act, Hone Your Craft, The Team is Pendo, and Maniacal Focus.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Location:\u0026lt;/strong\u0026gt; Pendo is a hybrid culture. In-office 3 days per week unless designated remote.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Compensation:\u0026lt;/strong\u0026gt; The expected On-Target Earnings (OTE) range for this role is $280K-$320K, with a 50/50 base-to-variable compensation split.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Benefits:\u0026lt;/strong\u0026gt; Highly competitive, employer-heavy coverage including $0 premium options, strong 401(k) match, equity, and flexible time off.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;EEOC:\u0026lt;/strong\u0026gt; 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.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Accessibility:\u0026lt;/strong\u0026gt; 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.\u0026lt;/p\u0026gt;","departments":[{"id":4068404002,"name":"Enterprise","child_ids":[],"parent_id":4073243002}],"offices":[{"id":4048346002,"name":"Remote - North Carolina","location":null,"child_ids":[],"parent_id":null}]},{"absolute_url":"https://job-boards.greenhouse.io/pendo/jobs/8442409002","data_compliance":[{"type":"gdpr","requires_consent":false,"requires_processing_consent":false,"requires_retention_consent":false,"retention_period":null,"demographic_data_consent_applies":false}],"internal_job_id":6372329002,"location":{"name":"Los Angeles, CA / San Diego, CA / Irvine, CA"},"metadata":null,"id":8442409002,"updated_at":"2026-05-06T20:02:03-04:00","requisition_id":"FY27-101561","title":"Account Director Enterprise Sales  - Southern California ","company_name":"Pendo","first_published":"2026-03-02T12:08:25-05:00","language":"en","application_deadline":null,"content":"\u0026lt;h2\u0026gt;The Team + The Role\u0026lt;/h2\u0026gt;\n\u0026lt;p\u0026gt;The Enterprise Sales team at Pendo partners with some of the world’s largest organizations to improve and transform their digital experiences. The team operates in a fast-paced, collaborative environment and works closely with Solutions Engineering, Customer Success, Legal, Product, and executive leadership to drive meaningful business outcomes. Enterprise Sales values clear execution, strong partnership, and disciplined sales practices to win complex enterprise opportunities.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;As an Account Director, Enterprise Sales, you will lead complex enterprise deals and own multi-stakeholder sales cycles with organizations of 1,500+ employees. You will build executive relationships, develop multi-year account strategies, generate high-quality pipeline, and apply MEDDPICC and Force Management principles to drive forecast accuracy and long-term customer value.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;This is a remote role based in Southern California.\u0026lt;/p\u0026gt;\n\u0026lt;h2\u0026gt;What this looks like day-to-day\u0026lt;/h2\u0026gt;\n\u0026lt;ul\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Enterprise deal leadership:\u0026lt;/strong\u0026gt; Act as the internal lead for complex enterprise opportunities, coordinating cross-functional partners across Solutions Engineering, Customer Success, Legal, Product, and executive leadership. You keep the team aligned, the deal strategy clear, and the process moving with urgency and discipline.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Executive relationship building:\u0026lt;/strong\u0026gt; Build and maintain strong relationships across the C-suite, IT, and business leadership within organizations of 1,500+ employees. You understand stakeholder priorities and connect Pendo’s value to meaningful business outcomes.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Value-based selling:\u0026lt;/strong\u0026gt; Lead sales cycles focused on solving meaningful business problems and supporting digital transformation initiatives. You shape the value narrative, guide customers through complex decisions, and position Pendo as a strategic partner.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Sales methodology and forecasting:\u0026lt;/strong\u0026gt; Apply MEDDPICC and Force Management principles to manage complex, multi-stakeholder sales cycles. You maintain strong deal hygiene, identify risk early, and support accurate forecasting.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Account strategy and expansion:\u0026lt;/strong\u0026gt; Develop and execute multi-year account strategies that expand Pendo’s presence within enterprise customers. You identify growth opportunities, prioritize high-impact activities, and build plans that deliver long-term customer value.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Pipeline generation:\u0026lt;/strong\u0026gt; Consistently generate and maintain a high-quality pipeline through proactive prospecting and account development. You take ownership of pipeline health and create opportunities through disciplined, strategic outreach.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;AI-enabled productivity:\u0026lt;/strong\u0026gt; Use AI tools and insights to improve sales preparation, productivity, and customer engagement. You look for practical ways to work faster, communicate more effectively, and make better decisions in a fast-moving environment.\u0026lt;/li\u0026gt;\n\u0026lt;/ul\u0026gt;\n\u0026lt;h2\u0026gt;Who You Are\u0026lt;/h2\u0026gt;\n\u0026lt;p\u0026gt;Beyond the qualifications, we hire through a specific lens. These aren\u0026#39;t buzzwords; they\u0026#39;re the things we\u0026#39;ll actually look for in how you talk about your work.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re a builder, not a maintainer.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re most energized when there isn\u0026#39;t a clear path yet, and you get to define it. You don\u0026#39;t wait for direction; you identify gaps, shape solutions, and drive them forward. At Pendo, great Account Directors don\u0026#39;t just follow instructions; they operate as strategic advisors, influencing decisions, guiding stakeholders, and elevating how we work.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re AI-curious - genuinely.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re not using AI tools occasionally. You\u0026#39;re rewiring how you work around them. You\u0026#39;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.\u0026lt;/p\u0026gt;\n\u0026lt;h2\u0026gt;Must-haves\u0026lt;/h2\u0026gt;\n\u0026lt;ul\u0026gt;\n\u0026lt;li\u0026gt;Proven track record of success in enterprise software sales, including SaaS or application software, selling into organizations with 1,500+ employees.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Experience using MEDDPICC and/or Force Management to manage complex, multi-stakeholder sales cycles.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Demonstrated ability to generate pipeline independently through strategic prospecting and account development.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Experience leading cross-functional deal teams across Solutions Engineering, Legal, Customer Success, and executive stakeholders to close enterprise agreements.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Comfort using AI tools to improve sales efficiency, preparation, and customer engagement.\u0026lt;/li\u0026gt;\n\u0026lt;/ul\u0026gt;\n\u0026lt;h2\u0026gt;Nice-to-haves\u0026lt;/h2\u0026gt;\n\u0026lt;ul\u0026gt;\n\u0026lt;li\u0026gt;Experience working in a startup or high-growth environment where you navigated ambiguity and built new processes or approaches.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Success selling emerging or innovative technologies that required educating the market and shaping the value narrative.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;A track record of perseverance and resilience in professional or personal pursuits.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Demonstrated ability to mentor peers and contribute to the overall development of the sales organization.\u0026lt;/li\u0026gt;\n\u0026lt;/ul\u0026gt;\n\u0026lt;h2\u0026gt;About Pendo\u0026lt;/h2\u0026gt;\n\u0026lt;p\u0026gt;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\u0026#39;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.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Pendo Core Values:\u0026lt;/strong\u0026gt; Bias to Act, Hone Your Craft, The Team is Pendo, and Maniacal Focus.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Location:\u0026lt;/strong\u0026gt; Pendo is a hybrid culture. In-office 3 days per week unless designated remote.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Compensation:\u0026lt;/strong\u0026gt; The expected On-Target Earnings (OTE) range for this role is $280K-$320K, with a 50/50 base-to-variable compensation split.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Benefits:\u0026lt;/strong\u0026gt; Highly competitive, employer-heavy coverage including $0 premium options, strong 401(k) match, equity, and flexible time off.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;EEOC:\u0026lt;/strong\u0026gt; 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.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Accessibility:\u0026lt;/strong\u0026gt; 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.\u0026lt;/p\u0026gt;","departments":[{"id":4068404002,"name":"Enterprise","child_ids":[],"parent_id":4073243002}],"offices":[{"id":4048340002,"name":"Remote - California","location":null,"child_ids":[],"parent_id":null}]},{"absolute_url":"https://job-boards.greenhouse.io/pendo/jobs/8443294002","data_compliance":[{"type":"gdpr","requires_consent":false,"requires_processing_consent":false,"requires_retention_consent":false,"retention_period":null,"demographic_data_consent_applies":false}],"internal_job_id":6372693002,"location":{"name":"Dallas, TX / Austin, TX / Oklahoma City, OK"},"metadata":null,"id":8443294002,"updated_at":"2026-05-06T20:02:02-04:00","requisition_id":"FY27-101565","title":"Account Director Enterprise Sales - TOLA","company_name":"Pendo","first_published":"2026-03-10T11:05:02-04:00","language":"en","application_deadline":null,"content":"\u0026lt;h2\u0026gt;The Team + The Role\u0026lt;/h2\u0026gt;\n\u0026lt;p\u0026gt;The Enterprise Sales team at Pendo partners with some of the world’s largest organizations to improve and transform their digital experiences. The team operates in a fast-paced, collaborative environment and works closely with Solutions Engineering, Customer Success, Legal, Product, and executive leadership to drive meaningful business outcomes. Enterprise Sales values clear execution, strong partnership, and disciplined sales practices to win complex enterprise opportunities.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;As an Account Director, Enterprise Sales, you will lead complex enterprise deals and own multi-stakeholder sales cycles with organizations of 1,500+ employees. You will build executive relationships, develop multi-year account strategies, generate high-quality pipeline, and apply MEDDPICC and Force Management principles to drive forecast accuracy and long-term customer value.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;This is a remote role based in the TOLA Region.\u0026lt;/p\u0026gt;\n\u0026lt;h2\u0026gt;What this looks like day-to-day\u0026lt;/h2\u0026gt;\n\u0026lt;ul\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Enterprise deal leadership:\u0026lt;/strong\u0026gt; Act as the internal lead for complex enterprise opportunities, coordinating cross-functional partners across Solutions Engineering, Customer Success, Legal, Product, and executive leadership. You keep the team aligned, the deal strategy clear, and the process moving with urgency and discipline.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Executive relationship building:\u0026lt;/strong\u0026gt; Build and maintain strong relationships across the C-suite, IT, and business leadership within organizations of 1,500+ employees. You understand stakeholder priorities and connect Pendo’s value to meaningful business outcomes.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Value-based selling:\u0026lt;/strong\u0026gt; Lead sales cycles focused on solving meaningful business problems and supporting digital transformation initiatives. You shape the value narrative, guide customers through complex decisions, and position Pendo as a strategic partner.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Sales methodology and forecasting:\u0026lt;/strong\u0026gt; Apply MEDDPICC and Force Management principles to manage complex, multi-stakeholder sales cycles. You maintain strong deal hygiene, identify risk early, and support accurate forecasting.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Account strategy and expansion:\u0026lt;/strong\u0026gt; Develop and execute multi-year account strategies that expand Pendo’s presence within enterprise customers. You identify growth opportunities, prioritize high-impact activities, and build plans that deliver long-term customer value.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Pipeline generation:\u0026lt;/strong\u0026gt; Consistently generate and maintain a high-quality pipeline through proactive prospecting and account development. You take ownership of pipeline health and create opportunities through disciplined, strategic outreach.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;AI-enabled productivity:\u0026lt;/strong\u0026gt; Use AI tools and insights to improve sales preparation, productivity, and customer engagement. You look for practical ways to work faster, communicate more effectively, and make better decisions in a fast-moving environment.\u0026lt;/li\u0026gt;\n\u0026lt;/ul\u0026gt;\n\u0026lt;h2\u0026gt;Who You Are\u0026lt;/h2\u0026gt;\n\u0026lt;p\u0026gt;Beyond the qualifications, we hire through a specific lens. These aren\u0026#39;t buzzwords; they\u0026#39;re the things we\u0026#39;ll actually look for in how you talk about your work.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re a builder, not a maintainer.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re most energized when there isn\u0026#39;t a clear path yet, and you get to define it. You don\u0026#39;t wait for direction; you identify gaps, shape solutions, and drive them forward. At Pendo, great Account Directors don\u0026#39;t just follow instructions; they operate as strategic advisors, influencing decisions, guiding stakeholders, and elevating how we work.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re AI-curious - genuinely.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re not using AI tools occasionally. You\u0026#39;re rewiring how you work around them. You\u0026#39;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.\u0026lt;/p\u0026gt;\n\u0026lt;h2\u0026gt;Must-haves\u0026lt;/h2\u0026gt;\n\u0026lt;ul\u0026gt;\n\u0026lt;li\u0026gt;Proven track record of success in enterprise software sales, including SaaS or application software, selling into organizations with 1,500+ employees.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Experience using MEDDPICC and/or Force Management to manage complex, multi-stakeholder sales cycles.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Demonstrated ability to generate pipeline independently through strategic prospecting and account development.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Experience leading cross-functional deal teams across Solutions Engineering, Legal, Customer Success, and executive stakeholders to close enterprise agreements.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Comfort using AI tools to improve sales efficiency, preparation, and customer engagement.\u0026lt;/li\u0026gt;\n\u0026lt;/ul\u0026gt;\n\u0026lt;h2\u0026gt;Nice-to-haves\u0026lt;/h2\u0026gt;\n\u0026lt;ul\u0026gt;\n\u0026lt;li\u0026gt;Experience working in a startup or high-growth environment where you navigated ambiguity and built new processes or approaches.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Success selling emerging or innovative technologies that required educating the market and shaping the value narrative.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;A track record of perseverance and resilience in professional or personal pursuits.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Demonstrated ability to mentor peers and contribute to the overall development of the sales organization.\u0026lt;/li\u0026gt;\n\u0026lt;/ul\u0026gt;\n\u0026lt;h2\u0026gt;About Pendo\u0026lt;/h2\u0026gt;\n\u0026lt;p\u0026gt;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\u0026#39;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.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Pendo Core Values:\u0026lt;/strong\u0026gt; Bias to Act, Hone Your Craft, The Team is Pendo, and Maniacal Focus.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Location:\u0026lt;/strong\u0026gt; Pendo is a hybrid culture. In-office 3 days per week unless designated remote.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Compensation:\u0026lt;/strong\u0026gt; The expected On-Target Earnings (OTE) range for this role is $280K-$320K, with a 50/50 base-to-variable compensation split.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Benefits:\u0026lt;/strong\u0026gt; Highly competitive, employer-heavy coverage including $0 premium options, strong 401(k) match, equity, and flexible time off.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;EEOC:\u0026lt;/strong\u0026gt; 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.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Accessibility:\u0026lt;/strong\u0026gt; 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.\u0026lt;/p\u0026gt;","departments":[{"id":4068404002,"name":"Enterprise","child_ids":[],"parent_id":4073243002}],"offices":[{"id":4048355002,"name":"Remote - Texas","location":null,"child_ids":[],"parent_id":null}]},{"absolute_url":"https://job-boards.greenhouse.io/pendo/jobs/8533171002","data_compliance":[{"type":"gdpr","requires_consent":false,"requires_processing_consent":false,"requires_retention_consent":false,"retention_period":null,"demographic_data_consent_applies":false}],"internal_job_id":6367330002,"location":{"name":"Raleigh, NC"},"metadata":null,"id":8533171002,"updated_at":"2026-05-07T11:46:18-04:00","requisition_id":"FY27-101514","title":"Account Executive Commercial Sales (SMB)","company_name":"Pendo","first_published":"2026-05-05T09:28:13-04:00","language":"en","application_deadline":null,"content":"\u0026lt;h2\u0026gt;The Team + The Role\u0026lt;/h2\u0026gt;\n\u0026lt;p\u0026gt;Pendo’s Commercial Sales organization helps small-to-midsize businesses understand, adopt, and expand the value they get from Pendo’s products. The team partners closely with Customer Success, Solutions Engineering, Legal, and Finance to support customer acquisition, retention, expansion, and long-term value realization.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;The Account Executive Commercial Sales (SMB) will own the full customer lifecycle across a territory of SMB accounts with fewer than 300 employees. This role combines net-new sales, account management, renewals, expansions, and churn mitigation into a single point of accountability for revenue growth across the customer journey.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;This role is based in our Raleigh office.\u0026lt;/p\u0026gt;\n\u0026lt;h2\u0026gt;What this looks like day-to-day\u0026lt;/h2\u0026gt;\n\u0026lt;ul\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Product expertise:\u0026lt;/strong\u0026gt; Develop a deep understanding of Pendo’s products and how they solve customer challenges. Use that expertise to guide prospects and customers through value-based conversations.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Full-cycle ownership:\u0026lt;/strong\u0026gt; Own the full sales cycle for net-new prospects and current customers from discovery through close. Lead expansion and renewal strategies across your book of business.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Pipeline generation:\u0026lt;/strong\u0026gt; Build consistent weekly pipeline generation in collaboration with business development. Maintain a rolling forecast and consistently work toward pipeline creation and bookings targets.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Discovery and evaluation:\u0026lt;/strong\u0026gt; Lead value-based discovery to uncover customer challenges and align Pendo’s platform as the solution. Navigate free trials and proof-of-concept evaluations with prospects and customers.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Customer relationships:\u0026lt;/strong\u0026gt; Build executive-level customer relationships while partnering internally to address technical needs. Serve as the primary point of contact for customers and support long-term value realization.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Account planning:\u0026lt;/strong\u0026gt; Create and execute account plans that drive net-new opportunities, expansion, and long-term growth. Use customer goals and business needs to identify the right next steps across the lifecycle.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Commercial execution:\u0026lt;/strong\u0026gt; Develop and deliver pricing proposals, negotiate contracts, and manage billing questions and renewal transactions with precision. Partner with Legal and Finance to support clean deal execution.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Sales operations:\u0026lt;/strong\u0026gt; Maintain timely and accurate records of activities in Salesforce and other sales tech stack tools. Keep pipeline, account, and customer information current to support forecasting and execution.\u0026lt;/li\u0026gt;\n\u0026lt;/ul\u0026gt;\n\u0026lt;h2\u0026gt;Who You Are\u0026lt;/h2\u0026gt;\n\u0026lt;p\u0026gt;Beyond the qualifications, we hire through a specific lens. These aren\u0026#39;t buzzwords; they\u0026#39;re the things we\u0026#39;ll actually look for in how you talk about your work.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re a builder, not a maintainer.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re most energized when there isn\u0026#39;t a clear path yet, and you get to define it. You don\u0026#39;t wait for direction; you identify gaps, shape solutions, and drive them forward. At Pendo, great Account Executives don\u0026#39;t just follow instructions; they operate as strategic advisors, influencing decisions, guiding stakeholders, and elevating how we work.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re AI-curious - genuinely.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re not using AI tools occasionally. You\u0026#39;re rewiring how you work around them. You\u0026#39;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.\u0026lt;/p\u0026gt;\n\u0026lt;h2\u0026gt;Must-haves\u0026lt;/h2\u0026gt;\n\u0026lt;ul\u0026gt;\n\u0026lt;li\u0026gt;Active use of AI-powered tools and automation in daily workflows to increase efficiency and impact, with the ability to translate emerging AI capabilities into practical business advantage.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;1+ year of experience in B2B SaaS net-new sales and account management with closing responsibilities.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Proven ability to manage a full sales cycle, including renewals and expansions.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Experience providing tailored technical product demonstrations to net-new and existing customers.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Strong negotiation and contract management skills.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Demonstrated track record of consistent goal attainment.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Business acumen with an understanding of SaaS metrics and customer value drivers.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Competency with sales pipeline management and CRM tools, including Salesforce.com.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Excellent communication, organizational, and interpersonal skills.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Bachelor’s degree or equivalent work experience.\u0026lt;/li\u0026gt;\n\u0026lt;/ul\u0026gt;\n\u0026lt;h2\u0026gt;Nice-to-haves\u0026lt;/h2\u0026gt;\n\u0026lt;ul\u0026gt;\n\u0026lt;li\u0026gt;Training in MEDDICC and/or Force Management methodologies.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Experience managing a territory of SMB and/or emerging market accounts.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;High emotional intelligence and the ability to resolve conflict with empathy.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Ability to multitask and prioritize effectively in a fast-paced environment.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Desire to learn and grow within a team-based culture.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Self-motivated, proactive team player.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Excellent time and process management skills, with a strong focus on follow-through.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Commitment to treating sales as a craft and continuously refining skills to adapt to an evolving market.\u0026lt;/li\u0026gt;\n\u0026lt;/ul\u0026gt;\n\u0026lt;h2\u0026gt;About Pendo\u0026lt;/h2\u0026gt;\n\u0026lt;p\u0026gt;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\u0026#39;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.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Pendo Core Values:\u0026lt;/strong\u0026gt; Bias to Act, Hone Your Craft, The Team is Pendo, and Maniacal Focus.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Location:\u0026lt;/strong\u0026gt; Pendo is a hybrid culture. In-office 3 days per week unless designated remote.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Compensation:\u0026lt;/strong\u0026gt; The expected on-target-earnings (OTE) range for this role to be performed in Raleigh, NC is $115,000 - $140,000 OTE with a 50/50 base-to-variable split.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Benefits:\u0026lt;/strong\u0026gt; Highly competitive, employer-heavy coverage including $0 premium options, strong 401(k) match, equity, and flexible time off.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;EEOC:\u0026lt;/strong\u0026gt; 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.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Accessibility:\u0026lt;/strong\u0026gt; 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.\u0026lt;/p\u0026gt;","departments":[{"id":4068423002,"name":"Commercial","child_ids":[],"parent_id":4073243002}],"offices":[{"id":4004555002,"name":"Raleigh, NC","location":"Raleigh, North Carolina, United States","child_ids":[],"parent_id":null}]},{"absolute_url":"https://job-boards.greenhouse.io/pendo/jobs/8533172002","data_compliance":[{"type":"gdpr","requires_consent":false,"requires_processing_consent":false,"requires_retention_consent":false,"retention_period":null,"demographic_data_consent_applies":false}],"internal_job_id":6367328002,"location":{"name":"Raleigh, NC"},"metadata":null,"id":8533172002,"updated_at":"2026-05-05T09:39:11-04:00","requisition_id":"FY27-101517","title":"Account Executive Commercial Sales (SMB/Growth)","company_name":"Pendo","first_published":"2026-05-05T09:39:11-04:00","language":"en","application_deadline":null,"content":"\u0026lt;h2\u0026gt;The Team + The Role\u0026lt;/h2\u0026gt;\n\u0026lt;p\u0026gt;Pendo’s Commercial Sales organization helps growth-stage and small-to-midsize businesses understand, adopt, and expand the value they get from Pendo’s products. The team partners closely with Customer Success, Solutions Engineering, Legal, and Finance to support customer acquisition, retention, expansion, and long-term value realization.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;The Account Executive Commercial Sales (SMB/Growth) will own the full customer lifecycle across a territory primarily focused on growth-stage businesses with fewer than 300 employees, with additional scope across SMB accounts. This role combines net-new sales, account management, renewals, expansions, and churn mitigation into a single point of accountability for revenue growth across the customer journey.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;This role is based in our Raleigh office.\u0026lt;/p\u0026gt;\n\u0026lt;h2\u0026gt;What this looks like day-to-day\u0026lt;/h2\u0026gt;\n\u0026lt;ul\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Product expertise:\u0026lt;/strong\u0026gt; Develop a deep understanding of Pendo’s products and how they solve customer challenges. Use that expertise to guide prospects and customers through value-based conversations.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Full-cycle ownership:\u0026lt;/strong\u0026gt; Own the full sales cycle for net-new prospects and current customers from discovery through close. Lead expansion and renewal strategies across your book of business.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Pipeline generation:\u0026lt;/strong\u0026gt; Build consistent weekly pipeline generation in collaboration with business development. Maintain a rolling forecast and consistently work toward pipeline creation and bookings targets.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Discovery and evaluation:\u0026lt;/strong\u0026gt; Lead value-based discovery to uncover customer challenges and align Pendo’s platform as the solution. Navigate free trials and proof-of-concept evaluations with prospects and customers.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Customer relationships:\u0026lt;/strong\u0026gt; Build executive-level customer relationships while partnering internally to address technical needs. Serve as the primary point of contact for customers and support long-term value realization.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Account planning:\u0026lt;/strong\u0026gt; Create and execute account plans that drive net-new opportunities, expansion, and long-term growth. Use customer goals and business needs to identify the right next steps across the lifecycle.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Commercial execution:\u0026lt;/strong\u0026gt; Develop and deliver pricing proposals, negotiate contracts, and manage billing questions and renewal transactions with precision. Partner with Legal and Finance to support clean deal execution.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Sales operations:\u0026lt;/strong\u0026gt; Maintain timely and accurate records of activities in Salesforce and other sales tech stack tools. Keep pipeline, account, and customer information current to support forecasting and execution.\u0026lt;/li\u0026gt;\n\u0026lt;/ul\u0026gt;\n\u0026lt;h2\u0026gt;Who You Are\u0026lt;/h2\u0026gt;\n\u0026lt;p\u0026gt;Beyond the qualifications, we hire through a specific lens. These aren\u0026#39;t buzzwords; they\u0026#39;re the things we\u0026#39;ll actually look for in how you talk about your work.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re a builder, not a maintainer.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re most energized when there isn\u0026#39;t a clear path yet, and you get to define it. You don\u0026#39;t wait for direction; you identify gaps, shape solutions, and drive them forward. At Pendo, great Account Executives don\u0026#39;t just follow instructions; they operate as strategic advisors, influencing decisions, guiding stakeholders, and elevating how we work.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re AI-curious - genuinely.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re not using AI tools occasionally. You\u0026#39;re rewiring how you work around them. You\u0026#39;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.\u0026lt;/p\u0026gt;\n\u0026lt;h2\u0026gt;Must-haves\u0026lt;/h2\u0026gt;\n\u0026lt;ul\u0026gt;\n\u0026lt;li\u0026gt;Active use of AI-powered tools and automation in daily workflows to increase efficiency and impact, with the ability to translate emerging AI capabilities into practical business advantage.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;2+ years of experience in B2B SaaS net-new sales and account management with closing responsibilities.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Proven ability to manage a full sales cycle, including renewals and expansions.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Experience providing tailored technical product demonstrations to net-new and existing customers.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Strong negotiation and contract management skills.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Demonstrated track record of consistent goal attainment.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Business acumen with an understanding of SaaS metrics and customer value drivers.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Competency with sales pipeline management and CRM tools, including Salesforce.com.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Excellent communication, organizational, and interpersonal skills.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Bachelor’s degree or equivalent work experience.\u0026lt;/li\u0026gt;\n\u0026lt;/ul\u0026gt;\n\u0026lt;h2\u0026gt;Nice-to-haves\u0026lt;/h2\u0026gt;\n\u0026lt;ul\u0026gt;\n\u0026lt;li\u0026gt;Training in MEDDICC and/or Force Management methodologies.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Experience managing a territory of SMB and/or emerging market accounts.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;High emotional intelligence and the ability to resolve conflict with empathy.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Ability to multitask and prioritize effectively in a fast-paced environment.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Desire to learn and grow within a team-based culture.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Self-motivated, proactive team player.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Excellent time and process management skills, with a strong focus on follow-through.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Commitment to treating sales as a craft and continuously refining skills to adapt to an evolving market.\u0026lt;/li\u0026gt;\n\u0026lt;/ul\u0026gt;\n\u0026lt;h2\u0026gt;About Pendo\u0026lt;/h2\u0026gt;\n\u0026lt;p\u0026gt;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\u0026#39;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.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Pendo Core Values:\u0026lt;/strong\u0026gt; Bias to Act, Hone Your Craft, The Team is Pendo, and Maniacal Focus.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Location:\u0026lt;/strong\u0026gt; Pendo is a hybrid culture. In-office 3 days per week unless designated remote.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Compensation:\u0026lt;/strong\u0026gt; The expected on-target-earnings (OTE) range for this role to be performed in Raleigh, NC is $115,000 - $140,000 OTE with a 50/50 base-to-variable split.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Benefits:\u0026lt;/strong\u0026gt; Highly competitive, employer-heavy coverage including $0 premium options, strong 401(k) match, equity, and flexible time off.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;EEOC:\u0026lt;/strong\u0026gt; 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.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Accessibility:\u0026lt;/strong\u0026gt; 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.\u0026lt;/p\u0026gt;","departments":[{"id":4068423002,"name":"Commercial","child_ids":[],"parent_id":4073243002}],"offices":[{"id":4004555002,"name":"Raleigh, NC","location":"Raleigh, North Carolina, United States","child_ids":[],"parent_id":null}]},{"absolute_url":"https://job-boards.greenhouse.io/pendo/jobs/8531282002","data_compliance":[{"type":"gdpr","requires_consent":false,"requires_processing_consent":false,"requires_retention_consent":false,"retention_period":null,"demographic_data_consent_applies":false}],"internal_job_id":6407083002,"location":{"name":"London, UK "},"metadata":null,"id":8531282002,"updated_at":"2026-05-06T09:53:30-04:00","requisition_id":"FY27-101679","title":"Account Executive, Enterprise Sales - EMEA","company_name":"Pendo","first_published":"2026-05-06T09:53:30-04:00","language":"en","application_deadline":null,"content":"\u0026lt;h2\u0026gt;The Team + The Role\u0026lt;/h2\u0026gt;\n\u0026lt;p\u0026gt;The Enterprise Sales team at Pendo partners with some of the world’s largest organizations to improve and transform their digital experiences. The team operates in a fast-paced, collaborative environment and works closely with Solutions Engineering, Customer Success, Legal, Product, and executive leadership to drive meaningful business outcomes. Enterprise Sales values clear execution, strong partnership, and disciplined sales practices to win complex enterprise opportunities.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;As an Account Executive, Enterprise Sales, you will lead complex enterprise deals and own multi-stakeholder sales cycles with organizations of 1,500+ employees. You will build executive relationships, develop multi-year account strategies, generate high-quality pipeline, and apply MEDDPICC and Force Management principles to drive forecast accuracy and long-term customer value.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;This role is a hybrid position based 3 days per week in our London office.\u0026lt;/p\u0026gt;\n\u0026lt;h2\u0026gt;What this looks like day-to-day\u0026lt;/h2\u0026gt;\n\u0026lt;ul\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Enterprise deal leadership:\u0026lt;/strong\u0026gt; Act as the internal lead for complex enterprise opportunities, coordinating cross-functional partners across Solutions Engineering, Customer Success, Legal, Product, and executive leadership. You keep the team aligned, the deal strategy clear, and the process moving with urgency and discipline.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Executive relationship building:\u0026lt;/strong\u0026gt; Build and maintain strong relationships across the C-suite, IT, and business leadership within organizations of 1,500+ employees. You understand stakeholder priorities and connect Pendo’s value to meaningful business outcomes.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Value-based selling:\u0026lt;/strong\u0026gt; Lead sales cycles focused on solving meaningful business problems and supporting digital transformation initiatives. You shape the value narrative, guide customers through complex decisions, and position Pendo as a strategic partner.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Sales methodology and forecasting:\u0026lt;/strong\u0026gt; Apply MEDDPICC and Force Management principles to manage complex, multi-stakeholder sales cycles. You maintain strong deal hygiene, identify risk early, and support accurate forecasting.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Account strategy and expansion:\u0026lt;/strong\u0026gt; Develop and execute multi-year account strategies that expand Pendo’s presence within enterprise customers. You identify growth opportunities, prioritize high-impact activities, and build plans that deliver long-term customer value.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Pipeline generation:\u0026lt;/strong\u0026gt; Consistently generate and maintain a high-quality pipeline through proactive prospecting and account development. You take ownership of pipeline health and create opportunities through disciplined, strategic outreach.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;AI-enabled productivity:\u0026lt;/strong\u0026gt; Use AI tools and insights to improve sales preparation, productivity, and customer engagement. You look for practical ways to work faster, communicate more effectively, and make better decisions in a fast-moving environment.\u0026lt;/li\u0026gt;\n\u0026lt;/ul\u0026gt;\n\u0026lt;h2\u0026gt;Who You Are\u0026lt;/h2\u0026gt;\n\u0026lt;p\u0026gt;Beyond the qualifications, we hire through a specific lens. These aren\u0026#39;t buzzwords; they\u0026#39;re the things we\u0026#39;ll actually look for in how you talk about your work.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;em\u0026gt;\u0026lt;strong\u0026gt;You\u0026#39;re a builder, not a maintainer.\u0026lt;br\u0026gt;\u0026lt;/strong\u0026gt;\u0026lt;/em\u0026gt;You\u0026#39;re most energized when there isn\u0026#39;t a clear path yet, and you get to define it. You don\u0026#39;t wait for direction; you identify gaps, shape solutions, and drive them forward. At Pendo, great Account Executives, Enterprise Sales don\u0026#39;t just follow instructions; they operate as strategic advisors, influencing decisions, guiding stakeholders, and elevating how we work.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;em\u0026gt;\u0026lt;strong\u0026gt;You\u0026#39;re AI-curious - genuinely.\u0026lt;br\u0026gt;\u0026lt;/strong\u0026gt;\u0026lt;/em\u0026gt;You\u0026#39;re not using AI tools occasionally. You\u0026#39;re rewiring how you work around them. You\u0026#39;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.\u0026lt;/p\u0026gt;\n\u0026lt;h2\u0026gt;Must-haves\u0026lt;/h2\u0026gt;\n\u0026lt;ul\u0026gt;\n\u0026lt;li\u0026gt;Proven track record of success in enterprise software sales, including SaaS or application software, selling into organizations with 1,500+ employees.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Experience using MEDDPICC and/or Force Management to manage complex, multi-stakeholder sales cycles.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Demonstrated ability to generate pipeline independently through strategic prospecting and account development.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Experience leading cross-functional deal teams across Solutions Engineering, Legal, Customer Success, and executive stakeholders to close enterprise agreements.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Comfort using AI tools to improve sales efficiency, preparation, and customer engagement.\u0026lt;/li\u0026gt;\n\u0026lt;/ul\u0026gt;\n\u0026lt;h2\u0026gt;Nice-to-haves\u0026lt;/h2\u0026gt;\n\u0026lt;ul\u0026gt;\n\u0026lt;li\u0026gt;Experience working in a startup or high-growth environment where you navigated ambiguity and built new processes or approaches.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Success selling emerging or innovative technologies that required educating the market and shaping the value narrative.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;A track record of perseverance and resilience in professional or personal pursuits.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Demonstrated ability to mentor peers and contribute to the overall development of the sales organization.\u0026lt;/li\u0026gt;\n\u0026lt;/ul\u0026gt;\n\u0026lt;h2\u0026gt;About Pendo\u0026lt;/h2\u0026gt;\n\u0026lt;p\u0026gt;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\u0026#39;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.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Pendo Core Values:\u0026lt;/strong\u0026gt; Bias to Act, Hone Your Craft, The Team is Pendo, and Maniacal Focus.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Location:\u0026lt;/strong\u0026gt; Pendo is a hybrid culture. In-office 3 days per week unless designated remote.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Benefits:\u0026lt;/strong\u0026gt; Comprehensive, top-tier coverage including medical, dental, and life insurance, combined with pension match, equity, and high-value lifestyle perks.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;EEOC:\u0026lt;/strong\u0026gt; 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.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Accessibility:\u0026lt;/strong\u0026gt; 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.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026amp;nbsp;\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;#LI-Hybrid\u0026lt;br\u0026gt;#LI-VR1\u0026lt;/p\u0026gt;","departments":[{"id":4068404002,"name":"Enterprise","child_ids":[],"parent_id":4073243002}],"offices":[{"id":4008569002,"name":"London, UK","location":"London, England, United Kingdom","child_ids":[],"parent_id":null}]},{"absolute_url":"https://job-boards.greenhouse.io/pendo/jobs/8518472002","data_compliance":[{"type":"gdpr","requires_consent":false,"requires_processing_consent":false,"requires_retention_consent":false,"retention_period":null,"demographic_data_consent_applies":false}],"internal_job_id":6402606002,"location":{"name":"Tokyo, Japan "},"metadata":null,"id":8518472002,"updated_at":"2026-05-07T10:12:40-04:00","requisition_id":"FY27-101646","title":"Account Executive, Enterprise Sales - Japan ","company_name":"Pendo","first_published":"2026-05-07T10:12:40-04:00","language":"en","application_deadline":null,"content":"\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;The Team + The Role\u0026lt;/strong\u0026gt;\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;The Enterprise Sales team at Pendo partners with some of the world’s largest organizations to improve and transform their digital experiences. The team operates in a fast-paced, collaborative environment and works closely with Solutions Engineering, Customer Success, Legal, Product, and executive leadership to drive meaningful business outcomes. Enterprise Sales values clear execution, strong partnership, and disciplined sales practices to win complex enterprise opportunities.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;As an \u0026lt;em\u0026gt;\u0026lt;strong\u0026gt;Account Executive, Enterprise Sales,\u0026lt;/strong\u0026gt;\u0026lt;/em\u0026gt; you will lead complex enterprise deals and own multi-stakeholder sales cycles with organizations of 1,500+ employees. You will build executive relationships, develop multi-year account strategies, generate high-quality pipeline, and apply MEDDPICC and Force Management principles to drive forecast accuracy and long-term customer value.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;This is a hybrid position working 3 days per week in our \u0026lt;strong\u0026gt;Tokyo, Japan office.\u0026amp;nbsp;\u0026lt;/strong\u0026gt;\u0026lt;br\u0026gt;\u0026lt;br\u0026gt;\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;What this looks like day-to-day\u0026lt;/strong\u0026gt;\u0026lt;strong\u0026gt;\u0026lt;em\u0026gt;\u0026lt;br\u0026gt;\u0026lt;/em\u0026gt;\u0026lt;/strong\u0026gt;\u0026lt;/p\u0026gt;\n\u0026lt;ul\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Enterprise deal leadership:\u0026lt;/strong\u0026gt; Act as the internal lead for complex enterprise opportunities, coordinating cross-functional partners across Solutions Engineering, Customer Success, Legal, Product, and executive leadership. You keep the team aligned, the deal strategy clear, and the process moving with urgency and discipline.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Executive relationship building:\u0026lt;/strong\u0026gt; Build and maintain strong relationships across the C-suite, IT, and business leadership within organizations of 1,500+ employees. You understand stakeholder priorities and connect Pendo’s value to meaningful business outcomes.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Value-based selling:\u0026lt;/strong\u0026gt; Lead sales cycles focused on solving meaningful business problems and supporting digital transformation initiatives. You shape the value narrative, guide customers through complex decisions, and position Pendo as a strategic partner.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Sales methodology and forecasting:\u0026lt;/strong\u0026gt; Apply MEDDPICC and Force Management principles to manage complex, multi-stakeholder sales cycles. You maintain strong deal hygiene, identify risk early, and support accurate forecasting.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Account strategy and expansion:\u0026lt;/strong\u0026gt; Develop and execute multi-year account strategies that expand Pendo’s presence within enterprise customers. You identify growth opportunities, prioritize high-impact activities, and build plans that deliver long-term customer value.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Pipeline generation:\u0026lt;/strong\u0026gt; Consistently generate and maintain a high-quality pipeline through proactive prospecting and account development. You take ownership of pipeline health and create opportunities through disciplined, strategic outreach.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;AI-enabled productivity:\u0026lt;/strong\u0026gt; Use AI tools and insights to improve sales preparation, productivity, and customer engagement. You look for practical ways to work faster, communicate more effectively, and make better decisions in a fast-moving environment.\u0026lt;/li\u0026gt;\n\u0026lt;/ul\u0026gt;\n\u0026lt;h3\u0026gt;\u0026amp;nbsp;\u0026lt;/h3\u0026gt;\n\u0026lt;h3\u0026gt;\u0026lt;strong\u0026gt;Who You Are\u0026lt;/strong\u0026gt;\u0026lt;/h3\u0026gt;\n\u0026lt;p\u0026gt;Beyond the qualifications, we hire through a specific lens. These aren\u0026#39;t buzzwords; they\u0026#39;re the things we\u0026#39;ll actually look for in how you talk about your work.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;You\u0026#39;re a builder, not a maintainer.\u0026lt;br\u0026gt;\u0026lt;/strong\u0026gt;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 recruiters don’t just follow instructions; they operate as strategic advisors, influencing hiring decisions, guiding stakeholders, and elevating how we attract talent.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;You\u0026#39;re AI-curious - genuinely.\u0026lt;br\u0026gt;\u0026lt;/strong\u0026gt;You\u0026#39;re not using AI tools occasionally. You\u0026#39;re rewiring how you work around them. You\u0026#39;re faster, sharper, and more prolific because of it, and you bring that energy to everything;\u0026amp;nbsp; how you source, how you prep for intakes, how you draft outreach, how you think. We want someone who sees AI as a multiplier, not a shortcut.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026amp;nbsp;\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Must-haves\u0026lt;/strong\u0026gt;\u0026lt;/p\u0026gt;\n\u0026lt;ul\u0026gt;\n\u0026lt;li\u0026gt;Proven track record of success in enterprise software sales, including SaaS or application software, selling into organizations with 1,500+ employees.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Experience using MEDDPICC and/or Force Management to manage complex, multi-stakeholder sales cycles.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Demonstrated ability to generate pipeline independently through strategic prospecting and account development.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Experience leading cross-functional deal teams across Solutions Engineering, Legal, Customer Success, and executive stakeholders to close enterprise agreements.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Comfort using AI tools to improve sales efficiency, preparation, and customer engagement.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026amp;nbsp;\u0026lt;/li\u0026gt;\n\u0026lt;/ul\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Nice-to-haves\u0026lt;/strong\u0026gt;\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;Experience working in a startup or high-growth environment where you navigated ambiguity and built new processes or approaches.\u0026lt;/p\u0026gt;\n\u0026lt;ul\u0026gt;\n\u0026lt;li\u0026gt;Success selling emerging or innovative technologies that required educating the market and shaping the value narrative.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;A track record of perseverance and resilience in professional or personal pursuits.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Demonstrated ability to mentor peers and contribute to the overall development of the sales organization.\u0026lt;/li\u0026gt;\n\u0026lt;/ul\u0026gt;\n\u0026lt;p\u0026gt;\u0026amp;nbsp;\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;About Pendo\u0026lt;/strong\u0026gt;\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;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\u0026#39;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.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Pendo Core Values: \u0026lt;/strong\u0026gt;Bias to Act, Hone Your Craft, The Team is Pendo, and Maniacal Focus.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Location: \u0026lt;/strong\u0026gt;Pendo is a hybrid culture. In-office 3 days per week unless designated remote.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Benefits:\u0026lt;/strong\u0026gt; Premium, day-one benefits across health, pension, meals, and lifestyle—plus strong in-office perks and financial upside.\u0026lt;br\u0026gt;\u0026lt;strong\u0026gt;\u0026lt;br\u0026gt;Compensation: \u0026lt;/strong\u0026gt;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.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;EEOC: \u0026lt;/strong\u0026gt;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.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Accessibility: \u0026lt;/strong\u0026gt;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.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026amp;nbsp;\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;#LI-Hybrid\u0026lt;br\u0026gt;#LI-VR1\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;br\u0026gt;\u0026lt;br\u0026gt;\u0026lt;/p\u0026gt;","departments":[{"id":4068404002,"name":"Enterprise","child_ids":[],"parent_id":4073243002}],"offices":[{"id":4036240002,"name":"Tokyo, Japan","location":"Tokyo Prefecture, Japan","child_ids":[],"parent_id":null}]},{"absolute_url":"https://job-boards.greenhouse.io/pendo/jobs/8533491002","data_compliance":[{"type":"gdpr","requires_consent":false,"requires_processing_consent":false,"requires_retention_consent":false,"retention_period":null,"demographic_data_consent_applies":false}],"internal_job_id":6407999002,"location":{"name":"New York, NY"},"metadata":null,"id":8533491002,"updated_at":"2026-05-07T10:17:40-04:00","requisition_id":"FY27-101686","title":"AI Engineer","company_name":"Pendo","first_published":"2026-05-05T14:03:44-04:00","language":"en","application_deadline":null,"content":"\u0026lt;h1\u0026gt;AI Software Engineer\u0026lt;/h1\u0026gt;\n\u0026lt;h2\u0026gt;The Team + The Role\u0026lt;/h2\u0026gt;\n\u0026lt;p\u0026gt;Our Emerging Team is focused on building AI Products for our product experience (PX) platform. We build from the ground up to explore, prototype, and ship AI-native experiences that change how software teams understand and serve their users. This is not an AI layer added to existing product; it is a deliberate bet on what product intelligence looks like next. The team operates with high autonomy, moves quickly, and builds products without clear precedents.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;As an AI Software Engineer, you will build applied AI systems that move from prototype to production. You will bring deep technical capability, strong product judgment, and clear communication to decisions across prompting, fine-tuning, RAG, MLOps, and full-stack product delivery. You will partner closely with product and design to frame the right problems and ship AI-native experiences that hold up for real users.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;This role is based in our New York office.\u0026lt;/p\u0026gt;\n\u0026lt;h2\u0026gt;What this looks like day-to-day\u0026lt;/h2\u0026gt;\n\u0026lt;ul\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Applied AI systems:\u0026lt;/strong\u0026gt; Design and build AI-native product experiences, including RAG pipelines, agentic workflows, and LLM-powered features. You will take work from prototype through production and ensure systems are reliable enough for real users.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Technical decision-making:\u0026lt;/strong\u0026gt; Make principled decisions about when to prompt, when to fine-tune, and when to use a different technical approach. You will explain those tradeoffs clearly to engineers and non-engineers.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Model evaluation:\u0026lt;/strong\u0026gt; Instrument and evaluate model outputs rigorously by defining evaluation frameworks and identifying failure modes early. You will catch hallucinations, measure quality, and implement guardrails that hold up under real-world load.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;MLOps ownership:\u0026lt;/strong\u0026gt; Own model deployment, monitoring, latency optimization, cost management, and reliability at scale. You will ensure AI systems operate effectively in live production environments.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Full-stack product delivery:\u0026lt;/strong\u0026gt; Contribute across the stack when needed because the team ships products, not just models. You will help get complete user-facing AI experiences into customers’ hands.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Product partnership:\u0026lt;/strong\u0026gt; Partner closely with product and design to frame problems before implementation begins. You will push back when the framing is wrong and help the team focus on what should be built, not only how to build it.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Research and tooling awareness:\u0026lt;/strong\u0026gt; Stay current on the research and tooling landscape, including transformers, diffusion architectures, orchestration frameworks, and emerging agent patterns. You will bring relevant advances back to the team and apply them thoughtfully.\u0026lt;/li\u0026gt;\n\u0026lt;/ul\u0026gt;\n\u0026lt;h2\u0026gt;Who You Are\u0026lt;/h2\u0026gt;\n\u0026lt;p\u0026gt;Beyond the qualifications, we hire through a specific lens. These aren\u0026#39;t buzzwords; they\u0026#39;re the things we\u0026#39;ll actually look for in how you talk about your work.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re a builder, not a maintainer.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re most energized when there isn\u0026#39;t a clear path yet, and you get to define it. You don\u0026#39;t wait for direction; you identify gaps, shape solutions, and drive them forward. At Pendo, great AI Software Engineers don\u0026#39;t just follow instructions; they operate as strategic advisors, influencing decisions, guiding stakeholders, and elevating how we work.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re AI-curious - genuinely.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re not using AI tools occasionally. You\u0026#39;re rewiring how you work around them. You\u0026#39;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.\u0026lt;/p\u0026gt;\n\u0026lt;h2\u0026gt;Must-haves\u0026lt;/h2\u0026gt;\n\u0026lt;ul\u0026gt;\n\u0026lt;li\u0026gt;Deep hands-on experience building and shipping LLM-powered systems, including retrieval-augmented generation, tool use, and agent orchestration frameworks.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Demonstrated ability to apply established AI engineering patterns to well-scoped problems and ship them reliably in production.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;End-to-end ownership of features from design through deployment and monitoring within a defined problem space.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Strong command of model evaluation, including designing evaluation suites, reasoning about overfitting and bias-variance tradeoffs, and systematically detecting and mitigating hallucinations.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Solid understanding of modern model architectures, including transformers and diffusion models, with the ability to make informed decisions about when and how to apply them.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Production MLOps experience, including model deployment, monitoring pipelines, and latency, cost, and reliability optimization in a live environment.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Strong full-stack fundamentals and comfort working across backend and frontend systems to ship complete user-facing AI products.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Exceptional communication skills, with the ability to explain complex technical decisions clearly to engineers, product managers, and executives.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Demonstrated product thinking, including the judgment to ask whether something should be built before deciding how to build it.\u0026lt;/li\u0026gt;\n\u0026lt;/ul\u0026gt;\n\u0026lt;h2\u0026gt;Nice-to-haves\u0026lt;/h2\u0026gt;\n\u0026lt;ul\u0026gt;\n\u0026lt;li\u0026gt;Experience fine-tuning foundation models and a clear point of view on when fine-tuning outperforms prompting approaches.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Familiarity with AI safety considerations, guardrail frameworks, and responsible deployment practices.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Experience building agentic or multi-step reasoning systems using tools such as LangChain, LlamaIndex, or custom orchestration frameworks.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Background in a SaaS or product analytics environment where user behavior data informs AI design.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Prior experience contributing to or launching a net-new team or product area.\u0026lt;/li\u0026gt;\n\u0026lt;/ul\u0026gt;\n\u0026lt;h2\u0026gt;About Pendo\u0026lt;/h2\u0026gt;\n\u0026lt;p\u0026gt;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\u0026#39;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.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Pendo Core Values:\u0026lt;/strong\u0026gt; Bias to Act, Hone Your Craft, The Team is Pendo, and Maniacal Focus.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Location:\u0026lt;/strong\u0026gt; Pendo is a hybrid culture. In-office 3 days per week unless designated remote.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Compensation:\u0026lt;/strong\u0026gt; The expected salary range for this role to be performed in New York, NY is $178,000 - $195,000.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Benefits:\u0026lt;/strong\u0026gt; Highly competitive, employer-heavy coverage including $0 premium options, strong 401(k) match, equity, and flexible time off.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;EEOC:\u0026lt;/strong\u0026gt; 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.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Accessibility:\u0026lt;/strong\u0026gt; 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.\u0026lt;/p\u0026gt;","departments":[{"id":4128802002,"name":"Engineering - Emerging","child_ids":[],"parent_id":4008296002}],"offices":[{"id":4004552002,"name":"New York, NY","location":"New York, New York, United States","child_ids":[],"parent_id":null}]},{"absolute_url":"https://job-boards.greenhouse.io/pendo/jobs/8524924002","data_compliance":[{"type":"gdpr","requires_consent":false,"requires_processing_consent":false,"requires_retention_consent":false,"retention_period":null,"demographic_data_consent_applies":false}],"internal_job_id":6404865002,"location":{"name":"Sydney, Australia "},"metadata":null,"id":8524924002,"updated_at":"2026-05-07T10:13:57-04:00","requisition_id":"FY27-101654","title":"Business Development Representative - ANZ","company_name":"Pendo","first_published":"2026-05-05T17:40:36-04:00","language":"en","application_deadline":null,"content":"\u0026lt;h2\u0026gt;The Team + The Role\u0026lt;/h2\u0026gt;\n\u0026lt;p\u0026gt;As a Business Development Representative at Pendo, you’ll join a high-performing sales team focused on creating new, high-quality pipeline across key sales territories. The team partners closely with Account Executives and the broader go-to-market organization to identify the right companies, understand their business challenges, and introduce them to the value of Pendo’s platform.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;In this role, you’ll research SaaS, software, and web application companies, identify relevant buyer personas, and build targeted outreach that creates qualified sales opportunities. You’ll gain hands-on training in software sales while learning how to prospect effectively, understand customer pain points, communicate Pendo’s value, and grow toward a future sales executive role.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;This role is hybrid, where you will work 3 days per week in our Sydney, NSW office.\u0026lt;/p\u0026gt;\n\u0026lt;h2\u0026gt;What this looks like day-to-day\u0026lt;/h2\u0026gt;\n\u0026lt;ul\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Pipeline generation:\u0026lt;/strong\u0026gt; Generate new, high-quality sales-qualified prospects for Account Executives. You’ll focus on creating meaningful opportunities that support territory plans and contribute to pipeline goals.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Account research:\u0026lt;/strong\u0026gt; Research and target high-potential SaaS, software, and web application companies. You’ll identify relevant buyer personas and understand how Pendo can support their business and product goals.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Outbound prospecting:\u0026lt;/strong\u0026gt; Build and execute cold calling, email, social selling, and multi-channel outreach campaigns. You’ll personalize outreach based on account research, prospect priorities, and market signals.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Market prioritization:\u0026lt;/strong\u0026gt; Use sales data and market insights to recognize trends and prioritize outreach. You’ll focus your time on the accounts and personas most likely to benefit from Pendo.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Account Executive partnership:\u0026lt;/strong\u0026gt; Partner with Account Executives to plan territory strategy and support pipeline creation. You’ll align on target accounts, messaging, outreach priorities, and next steps for qualified opportunities.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Platform value communication:\u0026lt;/strong\u0026gt; Learn how to communicate and demonstrate the value of the Pendo platform to prospective customers. You’ll build confidence in connecting customer pain points to Pendo’s capabilities.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Salesforce management:\u0026lt;/strong\u0026gt; Maintain accurate activity, prospect, and pipeline records in Salesforce. You’ll ensure account and prospect data stays current so the team has clear visibility into outreach and pipeline progress.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Performance accountability:\u0026lt;/strong\u0026gt; Meet weekly and monthly performance goals, including activity, meeting, and pipeline targets. You’ll manage your priorities with urgency and stay accountable to measurable outcomes.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Coaching and development:\u0026lt;/strong\u0026gt; Participate in coaching, feedback sessions, role plays, and team learning opportunities. You’ll use feedback to improve your prospecting approach, communication, and sales fundamentals.\u0026lt;/li\u0026gt;\n\u0026lt;/ul\u0026gt;\n\u0026lt;h2\u0026gt;Who You Are\u0026lt;/h2\u0026gt;\n\u0026lt;p\u0026gt;Beyond the qualifications, we hire through a specific lens. These aren\u0026#39;t buzzwords; they\u0026#39;re the things we\u0026#39;ll actually look for in how you talk about your work.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;em\u0026gt;\u0026lt;strong\u0026gt;You\u0026#39;re a builder, not a maintainer.\u0026lt;br\u0026gt;\u0026lt;/strong\u0026gt;\u0026lt;/em\u0026gt;You\u0026#39;re most energized when there isn\u0026#39;t a clear path yet, and you get to define it. You don\u0026#39;t wait for direction; you identify gaps, shape solutions, and drive them forward. At Pendo, great Business Development Representatives don\u0026#39;t just follow instructions; they operate as strategic advisors, influencing decisions, guiding stakeholders, and elevating how we work.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;em\u0026gt;\u0026lt;strong\u0026gt;You\u0026#39;re AI-curious - genuinely.\u0026lt;br\u0026gt;\u0026lt;/strong\u0026gt;\u0026lt;/em\u0026gt;You\u0026#39;re not using AI tools occasionally. You\u0026#39;re rewiring how you work around them. You\u0026#39;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.\u0026lt;/p\u0026gt;\n\u0026lt;h2\u0026gt;Must-haves\u0026lt;/h2\u0026gt;\n\u0026lt;ul\u0026gt;\n\u0026lt;li\u0026gt;1+ years of sales, lead generation, business development, customer-facing, or relevant internship experience.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Experience using a CRM or sales system, such as Salesforce, HubSpot, Outreach, ZoomInfo, or a similar platform.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Strong written and verbal communication skills, with the ability to clearly engage prospects and internal stakeholders.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Ability to research accounts, identify relevant prospects, and personalize outreach based on customer context.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Motivation, resilience, and drive to succeed in a goal-driven sales environment.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Strong sense of urgency and ability to manage multiple priorities while staying accountable to outcomes.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Willingness to learn in a fast-paced sales environment and apply feedback quickly.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Team-first mindset and strong collaboration skills, especially when partnering with Account Executives and go-to-market teammates.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Bachelor’s degree or equivalent work experience.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Excitement to build expertise in SaaS, sales strategy, customer engagement, and Pendo’s platform.\u0026lt;/li\u0026gt;\n\u0026lt;/ul\u0026gt;\n\u0026lt;h2\u0026gt;Nice-to-haves\u0026lt;/h2\u0026gt;\n\u0026lt;ul\u0026gt;\n\u0026lt;li\u0026gt;Familiarity with product analytics, digital adoption, customer experience, or product management.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Experience prospecting into software, technology, product, or revenue teams.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Experience building cold calling and email campaigns.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Interest in developing into an Account Executive or broader sales role.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Familiarity with tools such as Salesforce, Outreach, Salesloft, ZoomInfo, LinkedIn Sales Navigator, or similar platforms.\u0026lt;/li\u0026gt;\n\u0026lt;/ul\u0026gt;\n\u0026lt;h2\u0026gt;About Pendo\u0026lt;/h2\u0026gt;\n\u0026lt;p\u0026gt;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\u0026#39;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.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Pendo Core Values:\u0026lt;/strong\u0026gt; Bias to Act, Hone Your Craft, The Team is Pendo, and Maniacal Focus.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Location:\u0026lt;/strong\u0026gt; Pendo is a hybrid culture. In-office 3 days per week unless designated remote.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Compensation:\u0026lt;/strong\u0026gt; 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.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Benefits:\u0026lt;/strong\u0026gt; Flexible, high-control benefits with a monthly health stipend, strong parental leave, equity, and above-market retirement contributions.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;EEOC:\u0026lt;/strong\u0026gt; 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.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Accessibility:\u0026lt;/strong\u0026gt; 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.\u0026lt;br\u0026gt;\u0026lt;br\u0026gt;\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;#LI- Hybrid\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;#LI- VR1\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026amp;nbsp;\u0026lt;/p\u0026gt;","departments":[{"id":4068421002,"name":"Sales Development","child_ids":[],"parent_id":4073243002}],"offices":[{"id":4042956002,"name":"Sydney, Australia","location":null,"child_ids":[],"parent_id":null}]},{"absolute_url":"https://job-boards.greenhouse.io/pendo/jobs/8533158002","data_compliance":[{"type":"gdpr","requires_consent":false,"requires_processing_consent":false,"requires_retention_consent":false,"retention_period":null,"demographic_data_consent_applies":false}],"internal_job_id":6350874002,"location":{"name":"Raleigh, NC / San Francisco, CA"},"metadata":null,"id":8533158002,"updated_at":"2026-05-05T13:01:25-04:00","requisition_id":"FY26-101413","title":"Director, Communications \u0026 Editorial Content","company_name":"Pendo","first_published":"2026-05-05T09:45:40-04:00","language":"en","application_deadline":null,"content":"\u0026lt;h2\u0026gt;The Team + The Role\u0026lt;/h2\u0026gt;\n\u0026lt;p\u0026gt;Pendo’s marketing and communications teams shape how customers, media, employees, and the broader market understand Pendo’s brand and mission. The team connects Pendo’s products, insights, and leadership perspective to timely industry conversations across earned, owned, and shared channels.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;The Director, Communications \u0026amp;amp; Editorial Content will lead Pendo’s global communications, social media, and content strategy. This role will oversee teams and agency partners, advise executives, develop corporate and executive narratives, and drive storytelling that builds awareness with media, influencers, customers, and key markets.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;This role is based in-office in Raleigh or San Francisco.\u0026lt;/p\u0026gt;\n\u0026lt;h2\u0026gt;What this looks like day-to-day\u0026lt;/h2\u0026gt;\n\u0026lt;ul\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Global communications strategy:\u0026lt;/strong\u0026gt; Lead and evolve Pendo’s global communications strategy across media and influencer relations, social media, and content creation. Ensure programs are aligned to Pendo’s brand, business priorities, and market opportunities.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Corporate storytelling:\u0026lt;/strong\u0026gt; Develop compelling corporate and executive narratives that connect Pendo’s mission, products, and market insights to broader industry and cultural conversations. Shape stories that resonate across audiences, channels, and markets.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Executive communications:\u0026lt;/strong\u0026gt; Serve as a trusted advisor to the executive team and senior leaders. Partner on speeches, presentations, thought leadership, and messaging that elevate Pendo’s brand and leaders’ public presence.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Media and influencer engagement:\u0026lt;/strong\u0026gt; Drive strategic campaigns and proactive pitching that earn coverage in top-tier business and technology outlets. Support speaking opportunities and executive visibility at high-impact events.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Editorial and content leadership:\u0026lt;/strong\u0026gt; Oversee Pendo’s content strategy and ensure a consistent voice and high-quality storytelling across owned channels and events. Guide teams toward content that is timely, relevant, and aligned to business goals.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;AI-enabled scale:\u0026lt;/strong\u0026gt; Leverage AI and emerging technologies to improve content creation, team efficiency, and performance analysis. Use these tools to scale creativity, output, and communications impact.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Agency and cross-functional partnership:\u0026lt;/strong\u0026gt; Manage agency relationships and ensure alignment across earned, owned, and shared media programs. Collaborate with marketing, product, and people teams to support campaigns, product launches, event promotion, employer brand, and community initiatives.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Measurement and optimization:\u0026lt;/strong\u0026gt; Establish KPIs and report on communications and content impact. Use performance insights to identify opportunities, improve programs, and drive continuous improvement.\u0026lt;/li\u0026gt;\n\u0026lt;/ul\u0026gt;\n\u0026lt;h2\u0026gt;Who You Are\u0026lt;/h2\u0026gt;\n\u0026lt;p\u0026gt;Beyond the qualifications, we hire through a specific lens. These aren\u0026#39;t buzzwords; they\u0026#39;re the things we\u0026#39;ll actually look for in how you talk about your work.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re a builder, not a maintainer.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re most energized when there isn\u0026#39;t a clear path yet, and you get to define it. You don\u0026#39;t wait for direction; you identify gaps, shape solutions, and drive them forward. At Pendo, great Communications and Editorial Content Directors don\u0026#39;t just follow instructions; they operate as strategic advisors, influencing decisions, guiding stakeholders, and elevating how we work.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re AI-curious - genuinely.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re not using AI tools occasionally. You\u0026#39;re rewiring how you work around them. You\u0026#39;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.\u0026lt;/p\u0026gt;\n\u0026lt;h2\u0026gt;Must-haves\u0026lt;/h2\u0026gt;\n\u0026lt;ul\u0026gt;\n\u0026lt;li\u0026gt;BA/BS degree, with preference for communications, journalism, marketing, or a related field.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;At least 10 years of communications, PR, or editorial experience.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;At least 5 years of experience leading integrated teams in high-growth B2B technology or SaaS environments.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Proven success developing global media strategies and securing top-tier coverage.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Demonstrated ability to craft narratives and content that resonate across audiences, channels, and platforms.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Experience supporting and coaching executives on messaging, thought leadership, and public speaking.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Strong writing, editing, and storytelling skills, with mastery of journalistic and AP style.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Must be authorized to work in the United States without current or future sponsorship.\u0026lt;/li\u0026gt;\n\u0026lt;/ul\u0026gt;\n\u0026lt;h2\u0026gt;Nice-to-haves\u0026lt;/h2\u0026gt;\n\u0026lt;ul\u0026gt;\n\u0026lt;li\u0026gt;Deep understanding of the business, technology, and SaaS media landscape.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Experience building and scaling executive communications programs.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Comfort navigating and experimenting with AI tools to accelerate content and communications work.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;A mix of creative and analytical thinking, with the ability to connect big ideas to operational execution.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Collaborative leadership style with experience managing agencies and high-performing teams.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Exceptional organization and prioritization skills in a fast-paced, high-growth environment.\u0026lt;/li\u0026gt;\n\u0026lt;/ul\u0026gt;\n\u0026lt;h2\u0026gt;About Pendo\u0026lt;/h2\u0026gt;\n\u0026lt;p\u0026gt;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\u0026#39;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.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Pendo Core Values:\u0026lt;/strong\u0026gt; Bias to Act, Hone Your Craft, The Team is Pendo, and Maniacal Focus.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Location:\u0026lt;/strong\u0026gt; Pendo is a hybrid culture. In-office 3 days per week unless designated remote.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Compensation:\u0026lt;/strong\u0026gt; The expected salary range for this role to be performed in Raleigh, NC is $155,000 - $210,000 plus eligibility for 20% corporate bonus. The expected salary range for this role to be performed in San Francisco, CA is $178,300 - $240,000 plus eligibility for 20% corporate bonus.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Benefits:\u0026lt;/strong\u0026gt; Highly competitive, employer-heavy coverage including $0 premium options, strong 401(k) match, equity, and flexible time off.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;EEOC:\u0026lt;/strong\u0026gt; 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.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Accessibility:\u0026lt;/strong\u0026gt; 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.\u0026lt;/p\u0026gt;","departments":[{"id":4068437002,"name":"Brand Marketing","child_ids":[],"parent_id":4008298002}],"offices":[{"id":4004555002,"name":"Raleigh, NC","location":"Raleigh, North Carolina, United States","child_ids":[],"parent_id":null}]},{"absolute_url":"https://job-boards.greenhouse.io/pendo/jobs/8533160002","data_compliance":[{"type":"gdpr","requires_consent":false,"requires_processing_consent":false,"requires_retention_consent":false,"retention_period":null,"demographic_data_consent_applies":false}],"internal_job_id":6314833002,"location":{"name":"San Francisco, CA"},"metadata":null,"id":8533160002,"updated_at":"2026-05-05T09:30:21-04:00","requisition_id":"FY26-101235","title":"Field Marketing Manager","company_name":"Pendo","first_published":"2026-05-05T09:30:13-04:00","language":"en","application_deadline":null,"content":"\u0026lt;h2\u0026gt;The Team + The Role\u0026lt;/h2\u0026gt;\n\u0026lt;p\u0026gt;Pendo’s Field Marketing team partners closely with Sales to create programs that drive pipeline growth, deal acceleration, and stronger customer relationships. The team builds targeted regional experiences and campaigns that bring Pendo’s brand to life for enterprise prospects and customers.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;The Field Marketing Manager will align deeply with the Enterprise sales organization to plan, execute, and measure sales-focused marketing programs and regional in-person events. This role owns the strategy, logistics, cross-functional coordination, and performance analysis needed to deliver high-quality experiences that generate qualified leads, build brand awareness, and support Enterprise sales priorities.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;This role is based in our San Francisco office.\u0026lt;/p\u0026gt;\n\u0026lt;h2\u0026gt;What this looks like day-to-day\u0026lt;/h2\u0026gt;\n\u0026lt;ul\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Sales alignment:\u0026lt;/strong\u0026gt; Partner closely with the Enterprise sales team to understand their needs, goals, and objectives. Collaborate with Marketing and Sales to develop targeted campaigns and tactics that support those priorities and adjust plans as conditions change.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Program execution:\u0026lt;/strong\u0026gt; Work with Marketing, Sales, leaders, and executives to ensure events and programs are successful. Create a strong experience for prospects and customers that reflects Pendo’s brand and stands out in the market.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Regional events:\u0026lt;/strong\u0026gt; Plan, execute, and manage regional in-person field marketing events in the United States. Build compelling experiences that engage target audiences, generate qualified leads, and increase brand awareness.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Performance analysis:\u0026lt;/strong\u0026gt; Analyze event and program performance metrics to understand what is working and where improvements are needed. Share actionable recommendations that improve future marketing programs and initiatives.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;On-site execution:\u0026lt;/strong\u0026gt; Travel to events to oversee execution and ensure attendees receive a best-in-class experience. Manage details, logistics, and real-time decisions that support strong event outcomes.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Content collaboration:\u0026lt;/strong\u0026gt; Collaborate with the marketing team to create high-quality content assets that resonate with target audiences. Ensure content supports sales efforts and aligns with broader campaign goals.\u0026lt;/li\u0026gt;\n\u0026lt;/ul\u0026gt;\n\u0026lt;h2\u0026gt;Who You Are\u0026lt;/h2\u0026gt;\n\u0026lt;p\u0026gt;Beyond the qualifications, we hire through a specific lens. These aren\u0026#39;t buzzwords; they\u0026#39;re the things we\u0026#39;ll actually look for in how you talk about your work.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re a builder, not a maintainer.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re most energized when there isn\u0026#39;t a clear path yet, and you get to define it. You don\u0026#39;t wait for direction; you identify gaps, shape solutions, and drive them forward. At Pendo, great Field Marketing Managers don\u0026#39;t just follow instructions; they operate as strategic advisors, influencing decisions, guiding stakeholders, and elevating how we work.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re AI-curious - genuinely.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re not using AI tools occasionally. You\u0026#39;re rewiring how you work around them. You\u0026#39;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.\u0026lt;/p\u0026gt;\n\u0026lt;h2\u0026gt;Must-haves\u0026lt;/h2\u0026gt;\n\u0026lt;ul\u0026gt;\n\u0026lt;li\u0026gt;Bachelor’s degree and at least 3 years of relevant experience, including event planning and sales partnership.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Demonstrated ability to collaborate successfully with cross-functional teams.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Strong project management and communication skills, with the ability to manage event logistics, stakeholders, and timelines.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Comfortable working in a fast-changing environment with a quick-start mentality and high production output.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Ability to work autonomously and as part of a team.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Ability to travel for events and on-site execution.\u0026lt;/li\u0026gt;\n\u0026lt;/ul\u0026gt;\n\u0026lt;h2\u0026gt;Nice-to-haves\u0026lt;/h2\u0026gt;\n\u0026lt;ul\u0026gt;\n\u0026lt;li\u0026gt;Background in B2B SaaS event marketing or a sales environment.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Creative and strategic thinker with strong attention to detail and a positive, forward-thinking approach.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Ability to leverage corporate campaigns alongside field initiatives to drive full-funnel demand.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Proficiency in Google Suite, Salesforce, Outreach, and Splash.\u0026lt;/li\u0026gt;\n\u0026lt;/ul\u0026gt;\n\u0026lt;h2\u0026gt;About Pendo\u0026lt;/h2\u0026gt;\n\u0026lt;p\u0026gt;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\u0026#39;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.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Pendo Core Values:\u0026lt;/strong\u0026gt; Bias to Act, Hone Your Craft, The Team is Pendo, and Maniacal Focus.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Location:\u0026lt;/strong\u0026gt; Pendo is a hybrid culture. In-office 3 days per week unless designated remote.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Compensation:\u0026lt;/strong\u0026gt; The expected salary range for this role to be performed in San Francisco/Bay Area, CA is $98,500 - $123,200.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Benefits:\u0026lt;/strong\u0026gt; Highly competitive, employer-heavy coverage including $0 premium options, strong 401(k) match, equity, and flexible time off.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;EEOC:\u0026lt;/strong\u0026gt; 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.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Accessibility:\u0026lt;/strong\u0026gt; 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.\u0026lt;/p\u0026gt;","departments":[{"id":4068425002,"name":"Field Marketing","child_ids":[],"parent_id":4008298002}],"offices":[{"id":4004554002,"name":"San Francisco, CA","location":"San Francisco, California, United States","child_ids":[],"parent_id":null}]},{"absolute_url":"https://job-boards.greenhouse.io/pendo/jobs/8525011002","data_compliance":[{"type":"gdpr","requires_consent":false,"requires_processing_consent":false,"requires_retention_consent":false,"retention_period":null,"demographic_data_consent_applies":false}],"internal_job_id":6404908002,"location":{"name":"Raleigh, NC"},"metadata":null,"id":8525011002,"updated_at":"2026-05-08T16:58:05-04:00","requisition_id":"FY27-101655","title":"Pre- \u0026 Post-Sales Customer Engineer, Commercial","company_name":"Pendo","first_published":"2026-05-04T17:11:59-04:00","language":"en","application_deadline":null,"content":"\u0026lt;h2\u0026gt;The Team + The Role\u0026lt;/h2\u0026gt;\n\u0026lt;p\u0026gt;Pendo’s Customer Engineering team is the technical backbone of the company’s pre- and post-sales customer motion. The team supports growth by bringing technical ownership across the full customer lifecycle, from discovery and evaluation through implementation, adoption, retention, and expansion.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;As a Customer Engineer, you are the primary technical resource for a portfolio of Commercial accounts. You partner with Account Directors to own discovery, demos, onboarding, technical health, risk, and expansion strategy. You serve as a trusted technical advisor who helps customers drive outcomes with Pendo.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;This role is based in our Raleigh office.\u0026lt;/p\u0026gt;\n\u0026lt;h2\u0026gt;What this looks like day-to-day\u0026lt;/h2\u0026gt;\n\u0026lt;ul\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Customer acquisition:\u0026lt;/strong\u0026gt; Partner with Account Directors to understand customer pain, business goals, and technical requirements. Craft and deliver demos, define success criteria, guide installation, and lead hands-on technical evaluations and workshops.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Technical discovery and implementation:\u0026lt;/strong\u0026gt; Lead discovery conversations across product stacks, integration environments, and customer goals. Own onboarding for purchased modules, troubleshoot integrations, and answer technical questions related to APIs, data models, configuration, and front-end implementation.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Adoption and value:\u0026lt;/strong\u0026gt; Monitor usage signals, identify low adoption or configuration drift, and act before issues become escalations. Facilitate enablement workshops, support account health planning, and help customers measure and articulate the ROI of Pendo.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Retention and expansion:\u0026lt;/strong\u0026gt; Identify technical expansion paths in your portfolio and hand them to Account Directors with clear deployment plans and business rationale. Support growth opportunities by bringing a strong technical point of view on customer needs, readiness, and value.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Risk ownership:\u0026lt;/strong\u0026gt; Own the technical dimension of account risk, including champion turnover, integration issues, stalled rollouts, and technical blockers. Document risks in Salesforce, build mitigation plans with Account Directors, execute resolutions, and escalate to leadership when broader support is needed.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Account operations:\u0026lt;/strong\u0026gt; Maintain accurate account documentation in Salesforce and keep Account Directors informed on priorities, risks, and next steps. Use tools including Salesforce, Pendo admin, Gong, and AI workflows to support account research, call preparation, knowledge capture, and troubleshooting.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Team contribution:\u0026lt;/strong\u0026gt; Contribute to the Customer Engineering knowledge base, document fixes, share playbooks, and coach peers. Own outcomes beyond your portfolio by helping improve how the team works, scales, and solves recurring technical challenges.\u0026lt;/li\u0026gt;\n\u0026lt;/ul\u0026gt;\n\u0026lt;h2\u0026gt;Who You Are\u0026lt;/h2\u0026gt;\n\u0026lt;p\u0026gt;Beyond the qualifications, we hire through a specific lens. These aren\u0026#39;t buzzwords; they\u0026#39;re the things we\u0026#39;ll actually look for in how you talk about your work.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re a builder, not a maintainer.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re most energized when there isn\u0026#39;t a clear path yet, and you get to define it. You don\u0026#39;t wait for direction; you identify gaps, shape solutions, and drive them forward. At Pendo, great Customer Engineers don\u0026#39;t just follow instructions; they operate as strategic advisors, influencing decisions, guiding stakeholders, and elevating how we work.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re AI-curious - genuinely.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re not using AI tools occasionally. You\u0026#39;re rewiring how you work around them. You\u0026#39;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.\u0026lt;/p\u0026gt;\n\u0026lt;h2\u0026gt;Must-haves\u0026lt;/h2\u0026gt;\n\u0026lt;ul\u0026gt;\n\u0026lt;li\u0026gt;3 to 5 years of experience in a customer-facing technical role such as Sales Engineering, Solutions Engineering, Technical Account Management, Customer Success Engineering, implementation, or professional services.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Hands-on experience with web technologies including HTML, CSS, JavaScript, and REST APIs, with the ability to inspect, troubleshoot, and configure front-end implementations.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Experience managing a portfolio of accounts with competing priorities, customer needs, technical workstreams, and commercial deadlines.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Ability to explain technical concepts clearly to technical and non-technical audiences, including customers, Account Directors, and internal stakeholders.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Experience working in enterprise software and complex B2B customer environments.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Active use of AI tools to accelerate workflows such as account research, call preparation, troubleshooting, and knowledge capture.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Ability to operate effectively in a pod model by knowing when to lead, when to partner with an Account Director, and how to stay aligned across the customer lifecycle.\u0026lt;/li\u0026gt;\n\u0026lt;/ul\u0026gt;\n\u0026lt;h2\u0026gt;Nice-to-haves\u0026lt;/h2\u0026gt;\n\u0026lt;ul\u0026gt;\n\u0026lt;li\u0026gt;Experience with Pendo, digital adoption platforms, product analytics, or in-app experience tooling.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Familiarity with product management, user experience, or digital transformation domains.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Experience with data integration, event tracking, or analytics instrumentation.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Track record of owning technical metrics such as adoption and implementation quality alongside commercial outcomes such as retention and expansion.\u0026lt;/li\u0026gt;\n\u0026lt;/ul\u0026gt;\n\u0026lt;h2\u0026gt;About Pendo\u0026lt;/h2\u0026gt;\n\u0026lt;p\u0026gt;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\u0026#39;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.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Pendo Core Values:\u0026lt;/strong\u0026gt; Bias to Act, Hone Your Craft, The Team is Pendo, and Maniacal Focus.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Location:\u0026lt;/strong\u0026gt; Pendo is a hybrid culture. In-office 3 days per week unless designated remote.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Compensation:\u0026lt;/strong\u0026gt; The expected On-Target Earnings (OTE) range for this role is USD $158,959 - USD $198,699, with a 70/30 base-to-variable compensation split.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Benefits:\u0026lt;/strong\u0026gt; Highly competitive, employer-heavy coverage including $0 premium options, strong 401(k) match, equity, and flexible time off.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;EEOC:\u0026lt;/strong\u0026gt; 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.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Accessibility:\u0026lt;/strong\u0026gt; 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.\u0026lt;/p\u0026gt;","departments":[{"id":4134107002,"name":"Customer Engineering","child_ids":[],"parent_id":4073243002}],"offices":[{"id":4004555002,"name":"Raleigh, NC","location":"Raleigh, North Carolina, United States","child_ids":[],"parent_id":null}]},{"absolute_url":"https://job-boards.greenhouse.io/pendo/jobs/8526974002","data_compliance":[{"type":"gdpr","requires_consent":false,"requires_processing_consent":false,"requires_retention_consent":false,"retention_period":null,"demographic_data_consent_applies":false}],"internal_job_id":6395958002,"location":{"name":"San Francisco, CA / New York, NY "},"metadata":null,"id":8526974002,"updated_at":"2026-05-05T13:01:34-04:00","requisition_id":"FY27-101595","title":"Product Marketing Director, Novus","company_name":"Pendo","first_published":"2026-04-30T14:34:36-04:00","language":"en","application_deadline":null,"content":"\u0026lt;h2\u0026gt;The Team + The Role\u0026lt;/h2\u0026gt;\n\u0026lt;p\u0026gt;Novus is Pendo’s answer to a new challenge in software: teams are shipping faster than ever, but still need a reliable way to understand what is happening in their software after it reaches users. The product is aimed at product engineers and application owners building AI-native software, creating a new audience and category opportunity for Pendo.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;The Product Marketing Director, Novus will be the marketing lead and GTM owner for this new product and category. This role owns narrative, positioning, audience targeting, channel strategy, demand generation, community activation, PLG motion, launch execution, enablement, and the metrics that connect marketing activity to early commercial outcomes.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;This role is based in-office in San Francisco or New York.\u0026lt;/p\u0026gt;\n\u0026lt;h2\u0026gt;What this looks like day-to-day\u0026lt;/h2\u0026gt;\n\u0026lt;ul\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Messaging and positioning:\u0026lt;/strong\u0026gt; Develop and maintain messaging, positioning, and talk tracks as Novus evolves. Keep product, sales, marketing, and leadership aligned on how to describe the product, audience, category, and customer value.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;End-to-end GTM ownership:\u0026lt;/strong\u0026gt; Own the full GTM plan for Novus, including audience targeting, channel strategy, campaign execution, launch moments, and success metrics. Build the plan, run it, and own the outcomes.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Top-of-funnel growth:\u0026lt;/strong\u0026gt; Own top-of-funnel acquisition for Novus by defining the channel mix, running campaigns, and driving early access signups. Connect acquisition activity to activation, free-to-paid conversion, and early revenue outcomes.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Community activation:\u0026lt;/strong\u0026gt; Build the community presence for Novus from the ground up across developer forums, social channels, influencer relationships, and event-driven activation. Create authentic engagement with builders who are skeptical of traditional marketing.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;PLG motion:\u0026lt;/strong\u0026gt; Own the product-led growth motion in close collaboration with product and growth. Help design self-serve onboarding, activation flows, and freemium-to-paid conversion strategy.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Pendo and Novus positioning:\u0026lt;/strong\u0026gt; Help define how Novus and Pendo work together for customers. Position the relationship clearly for teams scaling from fast-moving startups into more complex product organizations.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Sales and partner enablement:\u0026lt;/strong\u0026gt; Build enablement materials that help sales and partner teams have credible conversations with product engineers. Translate technical depth into plain language without oversimplifying the product or audience.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Measurement and commercial impact:\u0026lt;/strong\u0026gt; Define and own the metrics that connect Novus marketing activity to pipeline and early commercial outcomes. Track measures such as free-to-paid conversion, activation rates, and marketing-sourced ARR contribution.\u0026lt;/li\u0026gt;\n\u0026lt;/ul\u0026gt;\n\u0026lt;h2\u0026gt;Who You Are\u0026lt;/h2\u0026gt;\n\u0026lt;p\u0026gt;Beyond the qualifications, we hire through a specific lens. These aren\u0026#39;t buzzwords; they\u0026#39;re the things we\u0026#39;ll actually look for in how you talk about your work.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re a builder, not a maintainer.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re most energized when there isn\u0026#39;t a clear path yet, and you get to define it. You don\u0026#39;t wait for direction; you identify gaps, shape solutions, and drive them forward. At Pendo, great Product Marketing Directors don\u0026#39;t just follow instructions; they operate as strategic advisors, influencing decisions, guiding stakeholders, and elevating how we work.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re AI-curious - genuinely.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re not using AI tools occasionally. You\u0026#39;re rewiring how you work around them. You\u0026#39;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.\u0026lt;/p\u0026gt;\n\u0026lt;h2\u0026gt;Must-haves\u0026lt;/h2\u0026gt;\n\u0026lt;ul\u0026gt;\n\u0026lt;li\u0026gt;7+ years of marketing experience, including at least 2-3 years owning GTM for a technical product or developer-facing platform at the individual contributor level.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Experience building software or working closely enough with engineers to understand codebases, pull requests, and deploy cycles.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;AI-native working style, with regular use of tools such as Claude, ChatGPT, or similar tools to move faster, generate ideas, and pressure-test thinking.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Strong content and storytelling instincts, with the ability to write a crisp narrative, build a compelling launch moment, and translate technical depth into plain language without oversimplifying.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Hands-on experience building community and developer awareness, including an understanding of how builders discover tools, what earns trust in communities such as Hacker News or GitHub, and what feels authentic versus tone-deaf.\u0026lt;/li\u0026gt;\n\u0026lt;/ul\u0026gt;\n\u0026lt;h2\u0026gt;Nice-to-haves\u0026lt;/h2\u0026gt;\n\u0026lt;ul\u0026gt;\n\u0026lt;li\u0026gt;Hands-on experience with PLG go-to-market motions, including self-serve acquisition, freemium conversion, and community-led distribution.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Familiarity with product analytics, instrumentation, or observability tools.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Experience marketing to or within developer communities, including open source, dev tools, AI coding tools, or similar spaces.\u0026lt;/li\u0026gt;\n\u0026lt;/ul\u0026gt;\n\u0026lt;h2\u0026gt;About Pendo\u0026lt;/h2\u0026gt;\n\u0026lt;p\u0026gt;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\u0026#39;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.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Pendo Core Values:\u0026lt;/strong\u0026gt; Bias to Act, Hone Your Craft, The Team is Pendo, and Maniacal Focus.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Location:\u0026lt;/strong\u0026gt; Pendo is a hybrid culture. In-office 3 days per week unless designated remote.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Compensation:\u0026lt;/strong\u0026gt; The expected salary range for this role to be performed in New York, NY is $196,300 - $249,000. The expected salary range for this role to be performed in San Francisco, CA is $196,300 - $249,000.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Benefits:\u0026lt;/strong\u0026gt; Highly competitive, employer-heavy coverage including $0 premium options, strong 401(k) match, equity, and flexible time off.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;EEOC:\u0026lt;/strong\u0026gt; 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.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Accessibility:\u0026lt;/strong\u0026gt; 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.\u0026lt;/p\u0026gt;","departments":[{"id":4068431002,"name":"Product Marketing","child_ids":[],"parent_id":4008298002}],"offices":[{"id":4004554002,"name":"San Francisco, CA","location":"San Francisco, California, United States","child_ids":[],"parent_id":null}]},{"absolute_url":"https://job-boards.greenhouse.io/pendo/jobs/8499537002","data_compliance":[{"type":"gdpr","requires_consent":false,"requires_processing_consent":false,"requires_retention_consent":false,"retention_period":null,"demographic_data_consent_applies":false}],"internal_job_id":6375602002,"location":{"name":"Chicago, IL"},"metadata":null,"id":8499537002,"updated_at":"2026-05-05T13:16:26-04:00","requisition_id":"FY27-101564","title":"RVP, Enterprise Sales","company_name":"Pendo","first_published":"2026-04-08T19:24:57-04:00","language":"en","application_deadline":null,"content":"\u0026lt;h2\u0026gt;The Team + The Role\u0026lt;/h2\u0026gt;\n\u0026lt;p\u0026gt;The Enterprise Sales team at Pendo is focused on penetrating Pendo’s most significant untapped accounts, onboarding them onto the Pendo platform, and expanding relationships within the existing customer base. The team is responsible for driving enterprise account growth through disciplined execution, strong customer partnership, and close collaboration across Marketing, Product, and Customer Success.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;As RVP, Enterprise Sales, you will report to the AVP of Enterprise Sales and build, manage, and scale a team of high-performing Enterprise Account Directors. You will set the strategy for net-new sales growth, enterprise account expansion, new logo acquisition, forecasting, and sales execution across diverse verticals and geographies.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;This is a remote role based in the United States.\u0026lt;/p\u0026gt;\n\u0026lt;h2\u0026gt;What this looks like day-to-day\u0026lt;/h2\u0026gt;\n\u0026lt;ul\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Team leadership:\u0026lt;/strong\u0026gt; Select, onboard, develop, motivate, promote, and manage a team of Enterprise Account Directors. You build a high-performing sales culture grounded in accountability, collaboration, execution, and servant leadership.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Enterprise growth strategy:\u0026lt;/strong\u0026gt; Define and execute strategies to grow net-new sales within existing Enterprise accounts and expand Pendo’s footprint through new logo acquisition. You identify where the team should focus and translate growth priorities into clear operating plans.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Pipeline development:\u0026lt;/strong\u0026gt; Enable the team to aggressively prospect, identify, qualify, and develop enterprise pipeline. You coach account strategy, inspect pipeline quality, and ensure the team is creating enough opportunity to support sustainable growth.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Cross-functional alignment:\u0026lt;/strong\u0026gt; Partner closely with Marketing, Product, Customer Success, and other internal teams to drive customer satisfaction and enterprise account outcomes. You create alignment across teams so customers receive a coordinated, high-quality experience.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Performance analysis:\u0026lt;/strong\u0026gt; Analyze industry trends, sales performance, and team metrics to guide execution and accelerate results. You use data to identify risks, prioritize action, and improve sales productivity.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Sales execution:\u0026lt;/strong\u0026gt; Drive excellence in sales execution by leveraging the Pendo Value Framework. You reinforce strong value-based selling, coach complex enterprise deal strategy, and help the team execute consistently across opportunities.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Forecast management:\u0026lt;/strong\u0026gt; Develop, monitor, and maintain accurate Enterprise sales forecasts. You bring rigor to inspection, methodology, and forecast discipline so the business has clear visibility into performance.\u0026lt;/li\u0026gt;\n\u0026lt;/ul\u0026gt;\n\u0026lt;h2\u0026gt;Who You Are\u0026lt;/h2\u0026gt;\n\u0026lt;p\u0026gt;Beyond the qualifications, we hire through a specific lens. These aren\u0026#39;t buzzwords; they\u0026#39;re the things we\u0026#39;ll actually look for in how you talk about your work.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re a builder, not a maintainer.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re most energized when there isn\u0026#39;t a clear path yet, and you get to define it. You don\u0026#39;t wait for direction; you identify gaps, shape solutions, and drive them forward. At Pendo, great RVPs don\u0026#39;t just follow instructions; they operate as strategic advisors, influencing decisions, guiding stakeholders, and elevating how we work.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re AI-curious - genuinely.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re not using AI tools occasionally. You\u0026#39;re rewiring how you work around them. You\u0026#39;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.\u0026lt;/p\u0026gt;\n\u0026lt;h2\u0026gt;Must-haves\u0026lt;/h2\u0026gt;\n\u0026lt;ul\u0026gt;\n\u0026lt;li\u0026gt;4+ years of experience building and managing a high-performing SaaS sales team selling to Enterprise accounts.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;7+ years of experience selling enterprise technology in a fast-paced environment.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Experience building Enterprise businesses from the ground up.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Track record of overachievement in enterprise sales leadership or enterprise technology sales.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Strong command of value-based sales methodology and the ability to collaborate effectively in a decentralized environment.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Demonstrated ability to adapt and lead in a fast-changing environment.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Experience implementing MEDDICC and Force Management.\u0026lt;/li\u0026gt;\n\u0026lt;/ul\u0026gt;\n\u0026lt;h2\u0026gt;Nice-to-haves\u0026lt;/h2\u0026gt;\n\u0026lt;ul\u0026gt;\n\u0026lt;li\u0026gt;MEDDICC certification.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Force Management certification.\u0026lt;/li\u0026gt;\n\u0026lt;/ul\u0026gt;\n\u0026lt;h2\u0026gt;About Pendo\u0026lt;/h2\u0026gt;\n\u0026lt;p\u0026gt;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\u0026#39;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.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Pendo Core Values:\u0026lt;/strong\u0026gt; Bias to Act, Hone Your Craft, The Team is Pendo, and Maniacal Focus.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Location:\u0026lt;/strong\u0026gt; Pendo is a hybrid culture. In-office 3 days per week unless designated remote.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Compensation:\u0026lt;/strong\u0026gt; The expected On-Target Earnings (OTE) range for this role is $326K-$410K, with a 50/50 base-to-variable compensation split.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Benefits:\u0026lt;/strong\u0026gt; Highly competitive, employer-heavy coverage including $0 premium options, strong 401(k) match, equity, and flexible time off.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;EEOC:\u0026lt;/strong\u0026gt; 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.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Accessibility:\u0026lt;/strong\u0026gt; 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.\u0026lt;/p\u0026gt;","departments":[{"id":4068404002,"name":"Enterprise","child_ids":[],"parent_id":4073243002}],"offices":[{"id":4004788002,"name":"Remote","location":"Remote","child_ids":[],"parent_id":null}]},{"absolute_url":"https://job-boards.greenhouse.io/pendo/jobs/8450697002","data_compliance":[{"type":"gdpr","requires_consent":false,"requires_processing_consent":false,"requires_retention_consent":false,"retention_period":null,"demographic_data_consent_applies":false}],"internal_job_id":6375602002,"location":{"name":"San Francisco, CA / Raleigh, NC / New York City, NY"},"metadata":null,"id":8450697002,"updated_at":"2026-05-05T13:16:26-04:00","requisition_id":"FY27-101564","title":"RVP, Enterprise Sales","company_name":"Pendo","first_published":"2026-03-06T21:10:43-05:00","language":"en","application_deadline":null,"content":"\u0026lt;h2\u0026gt;The Team + The Role\u0026lt;/h2\u0026gt;\n\u0026lt;p\u0026gt;The Enterprise Sales team at Pendo is focused on penetrating Pendo’s most significant untapped accounts, onboarding them onto the Pendo platform, and expanding relationships within the existing customer base. The team is responsible for driving enterprise account growth through disciplined execution, strong customer partnership, and close collaboration across Marketing, Product, and Customer Success.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;As RVP, Enterprise Sales, you will report to the AVP of Enterprise Sales and build, manage, and scale a team of high-performing Enterprise Account Directors. You will set the strategy for net-new sales growth, enterprise account expansion, new logo acquisition, forecasting, and sales execution across diverse verticals and geographies.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;This is a remote role based in the United States.\u0026lt;/p\u0026gt;\n\u0026lt;h2\u0026gt;What this looks like day-to-day\u0026lt;/h2\u0026gt;\n\u0026lt;ul\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Team leadership:\u0026lt;/strong\u0026gt; Select, onboard, develop, motivate, promote, and manage a team of Enterprise Account Directors. You build a high-performing sales culture grounded in accountability, collaboration, execution, and servant leadership.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Enterprise growth strategy:\u0026lt;/strong\u0026gt; Define and execute strategies to grow net-new sales within existing Enterprise accounts and expand Pendo’s footprint through new logo acquisition. You identify where the team should focus and translate growth priorities into clear operating plans.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Pipeline development:\u0026lt;/strong\u0026gt; Enable the team to aggressively prospect, identify, qualify, and develop enterprise pipeline. You coach account strategy, inspect pipeline quality, and ensure the team is creating enough opportunity to support sustainable growth.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Cross-functional alignment:\u0026lt;/strong\u0026gt; Partner closely with Marketing, Product, Customer Success, and other internal teams to drive customer satisfaction and enterprise account outcomes. You create alignment across teams so customers receive a coordinated, high-quality experience.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Performance analysis:\u0026lt;/strong\u0026gt; Analyze industry trends, sales performance, and team metrics to guide execution and accelerate results. You use data to identify risks, prioritize action, and improve sales productivity.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Sales execution:\u0026lt;/strong\u0026gt; Drive excellence in sales execution by leveraging the Pendo Value Framework. You reinforce strong value-based selling, coach complex enterprise deal strategy, and help the team execute consistently across opportunities.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Forecast management:\u0026lt;/strong\u0026gt; Develop, monitor, and maintain accurate Enterprise sales forecasts. You bring rigor to inspection, methodology, and forecast discipline so the business has clear visibility into performance.\u0026lt;/li\u0026gt;\n\u0026lt;/ul\u0026gt;\n\u0026lt;h2\u0026gt;Who You Are\u0026lt;/h2\u0026gt;\n\u0026lt;p\u0026gt;Beyond the qualifications, we hire through a specific lens. These aren\u0026#39;t buzzwords; they\u0026#39;re the things we\u0026#39;ll actually look for in how you talk about your work.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re a builder, not a maintainer.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re most energized when there isn\u0026#39;t a clear path yet, and you get to define it. You don\u0026#39;t wait for direction; you identify gaps, shape solutions, and drive them forward. At Pendo, great RVPs don\u0026#39;t just follow instructions; they operate as strategic advisors, influencing decisions, guiding stakeholders, and elevating how we work.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re AI-curious - genuinely.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re not using AI tools occasionally. You\u0026#39;re rewiring how you work around them. You\u0026#39;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.\u0026lt;/p\u0026gt;\n\u0026lt;h2\u0026gt;Must-haves\u0026lt;/h2\u0026gt;\n\u0026lt;ul\u0026gt;\n\u0026lt;li\u0026gt;4+ years of experience building and managing a high-performing SaaS sales team selling to Enterprise accounts.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;7+ years of experience selling enterprise technology in a fast-paced environment.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Experience building Enterprise businesses from the ground up.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Track record of overachievement in enterprise sales leadership or enterprise technology sales.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Strong command of value-based sales methodology and the ability to collaborate effectively in a decentralized environment.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Demonstrated ability to adapt and lead in a fast-changing environment.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Experience implementing MEDDICC and Force Management.\u0026lt;/li\u0026gt;\n\u0026lt;/ul\u0026gt;\n\u0026lt;h2\u0026gt;Nice-to-haves\u0026lt;/h2\u0026gt;\n\u0026lt;ul\u0026gt;\n\u0026lt;li\u0026gt;MEDDICC certification.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Force Management certification.\u0026lt;/li\u0026gt;\n\u0026lt;/ul\u0026gt;\n\u0026lt;h2\u0026gt;About Pendo\u0026lt;/h2\u0026gt;\n\u0026lt;p\u0026gt;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\u0026#39;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.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Pendo Core Values:\u0026lt;/strong\u0026gt; Bias to Act, Hone Your Craft, The Team is Pendo, and Maniacal Focus.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Location:\u0026lt;/strong\u0026gt; Pendo is a hybrid culture. In-office 3 days per week unless designated remote.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Compensation:\u0026lt;/strong\u0026gt; The expected On-Target Earnings (OTE) range for this role is $326K-$410K, with a 50/50 base-to-variable compensation split.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Benefits:\u0026lt;/strong\u0026gt; Highly competitive, employer-heavy coverage including $0 premium options, strong 401(k) match, equity, and flexible time off.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;EEOC:\u0026lt;/strong\u0026gt; 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.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Accessibility:\u0026lt;/strong\u0026gt; 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.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026amp;nbsp;\u0026lt;/p\u0026gt;","departments":[{"id":4068404002,"name":"Enterprise","child_ids":[],"parent_id":4073243002}],"offices":[{"id":4004788002,"name":"Remote","location":"Remote","child_ids":[],"parent_id":null}]},{"absolute_url":"https://job-boards.greenhouse.io/pendo/jobs/8430797002","data_compliance":[{"type":"gdpr","requires_consent":false,"requires_processing_consent":false,"requires_retention_consent":false,"retention_period":null,"demographic_data_consent_applies":false}],"internal_job_id":6367616002,"location":{"name":"Munich, Germany "},"metadata":null,"id":8430797002,"updated_at":"2026-05-06T11:46:14-04:00","requisition_id":"FY27-101528","title":"Senior Account Executive - Enterprise Sales - DACH","company_name":"Pendo","first_published":"2026-02-26T12:03:04-05:00","language":"en","application_deadline":null,"content":"\u0026lt;p\u0026gt;Pendo is hiring a Senior Account Executive for our Enterprise Sales team in Munich, Germany to drive new business across our largest DACH Accounts and Dax 40 prospect accounts. This role is built for high-performing enterprise sellers with a proven track record of closing $500K–$1M+ SaaS deals in start-up or high-growth environments.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You’ll lead complex, multi-stakeholder sales cycles, selling cutting-edge Data \u0026amp;amp; Analytics solutions powered by AI—backed by exciting product innovation and momentum at Pendo—while accelerating growth in one of our most strategic segments.\u0026lt;/p\u0026gt;\n\u0026lt;h3\u0026gt;\u0026lt;strong\u0026gt;Key Responsibilities\u0026lt;/strong\u0026gt;\u0026lt;/h3\u0026gt;\n\u0026lt;ul\u0026gt;\n\u0026lt;li\u0026gt;Win new enterprise logos across Germany within Pendo’s most strategic segment\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Lead complex, multi-stakeholder sales cycles from first engagement to close\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Consistently deliver $500K–$1M+ SaaS deals\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Build trusted relationships with C-level and senior decision-makers\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Develop and execute clear, strategic account plans\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Position Pendo’s AI-powered Data \u0026amp;amp; Analytics platform as a critical driver of digital transformation\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Collaborate cross-functionally to win and expand strategic accounts\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Maintain accurate forecasting and disciplined pipeline management\u0026lt;br\u0026gt;\u0026lt;br\u0026gt;\u0026lt;/li\u0026gt;\n\u0026lt;/ul\u0026gt;\n\u0026lt;h3\u0026gt;\u0026lt;strong\u0026gt;Experience \u0026amp;amp; Requirements\u0026lt;/strong\u0026gt;\u0026lt;/h3\u0026gt;\n\u0026lt;ul\u0026gt;\n\u0026lt;li\u0026gt;Passion for AI and Technology - you\u0026#39;ll be someone who embraces AI in and out of work, and a curiosity for AI and the role it is playing in all that we do\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Strong track record of closing $500K–$1M+ enterprise SaaS deals across DACH\u0026amp;nbsp;\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Experience selling into large, complex, matrix organisations\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Background in Data, Analytics, AI, or enterprise technology solutions\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Proven success in a start-up or high-growth environment\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Confident engaging senior stakeholders and executive buyers\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Structured, strategic, and highly self-driven\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Fluent German and professional English\u0026lt;/li\u0026gt;\n\u0026lt;/ul\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Pendo Description:\u0026lt;/strong\u0026gt;\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;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.\u0026amp;nbsp; Our mission is to improve society\u0026#39;s experience with software.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;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\u0026#39;s future. Our culture is passionate, dynamic, and fun.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;EEOC\u0026lt;/strong\u0026gt;\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;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.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Accessibility\u0026lt;/strong\u0026gt;\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;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.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026amp;nbsp;\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;#LI-Hybrid\u0026lt;br\u0026gt;#LI-VR1\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026amp;nbsp;\u0026lt;/p\u0026gt;","departments":[{"id":4068404002,"name":"Enterprise","child_ids":[],"parent_id":4073243002}],"offices":[{"id":4084766002,"name":"Munich Office","location":null,"child_ids":[],"parent_id":null}]},{"absolute_url":"https://job-boards.greenhouse.io/pendo/jobs/8525006002","data_compliance":[{"type":"gdpr","requires_consent":false,"requires_processing_consent":false,"requires_retention_consent":false,"retention_period":null,"demographic_data_consent_applies":false}],"internal_job_id":6404903002,"location":{"name":"New York, NY / Stamford, CT / Jersey City, NJ / Philadelphia, PA / Remote"},"metadata":null,"id":8525006002,"updated_at":"2026-05-08T16:53:25-04:00","requisition_id":"FY27-101667","title":"Senior Pre- \u0026 Post-Sales Customer Engineer, Enterprise","company_name":"Pendo","first_published":"2026-05-04T15:04:21-04:00","language":"en","application_deadline":null,"content":"\u0026lt;h2\u0026gt;The Team + The Role\u0026lt;/h2\u0026gt;\n\u0026lt;p\u0026gt;Pendo’s Customer Engineering team is the technical backbone of the pre- and post-sales customer motion. The team brings together work that has historically sat across Customer Success, Technical Account Management, and Solutions Engineering into one full-lifecycle technical owner. Customer Engineering helps customers connect technical execution to business outcomes and realize the value of their investment in Pendo.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;As a Senior Customer Engineer, you own strategic and complex Enterprise accounts across acquisition, implementation, adoption, expansion, and escalation. You lead technical strategy for complex deployments, resolve ambiguous customer challenges, and partner closely with account teams to drive retention, expansion, and customer value. Your impact extends beyond your own accounts through playbooks, coaching, repeatable fixes, and workflow improvements that raise the capability of the broader Customer Engineering team.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;This is a remote role supporting a East Coast territory.\u0026amp;nbsp;\u0026lt;/p\u0026gt;\n\u0026lt;h2\u0026gt;What this looks like day-to-day\u0026lt;/h2\u0026gt;\n\u0026lt;ul\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;New customer acquisition and selling:\u0026lt;/strong\u0026gt; Partner with Account Directors on pre-sales motions for new customer acquisition, product expansion, and expansion across lines of business. You identify customer pain, craft and deliver tailored demos, and lead technical evaluations through requirements gathering, success criteria, installation guidance, and hands-on workshops.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Complex implementations and value realization:\u0026lt;/strong\u0026gt; Lead onboarding for strategic customers, including planning, implementation, integrations, and training. You build customer-specific implementation playbooks, guide complex deployments with executive visibility, and ensure customers realize value during onboarding and over time.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Adoption, expansion, and growth:\u0026lt;/strong\u0026gt; Identify opportunities to expand adoption across underutilized features, untapped products, and new lines of business. When adoption stalls, you diagnose root causes, design a path forward, and connect technical work to measurable business outcomes.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Technical escalation:\u0026lt;/strong\u0026gt; Serve as an escalation point for complex technical challenges raised by other Customer Engineers. You resolve ambiguous problems with multiple variables and tradeoffs, involving Product or Engineering only when truly needed.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Team capability building:\u0026lt;/strong\u0026gt; Build playbooks, document repeatable fixes, coach peers, and improve how Customer Engineering work gets done across the team. You use AI tools to accelerate content creation, surface patterns across accounts, and share practical workflow findings with the broader team.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Early account impact:\u0026lt;/strong\u0026gt; Assess account health, risks, stakeholder relationships, and the highest-priority problems to solve within your portfolio. You establish trust with Account Directors and customer stakeholders, then independently lead complex customer interactions that move accounts forward.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Quarterly business outcomes:\u0026lt;/strong\u0026gt; Drive measurable improvement in customer health, retention, expansion, and technical resolution across strategic accounts. You contribute reusable frameworks, playbooks, or processes that other Customer Engineers use and become a trusted advisor to Account Directors on account health and technical strategy.\u0026lt;/li\u0026gt;\n\u0026lt;/ul\u0026gt;\n\u0026lt;h2\u0026gt;Who You Are\u0026lt;/h2\u0026gt;\n\u0026lt;p\u0026gt;Beyond the qualifications, we hire through a specific lens. These aren\u0026#39;t buzzwords; they\u0026#39;re the things we\u0026#39;ll actually look for in how you talk about your work.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re a builder, not a maintainer.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re most energized when there isn\u0026#39;t a clear path yet, and you get to define it. You don\u0026#39;t wait for direction; you identify gaps, shape solutions, and drive them forward. At Pendo, great Senior Customer Engineers don\u0026#39;t just follow instructions; they operate as strategic advisors, influencing decisions, guiding stakeholders, and elevating how we work.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re AI-curious - genuinely.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re not using AI tools occasionally. You\u0026#39;re rewiring how you work around them. You\u0026#39;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.\u0026lt;/p\u0026gt;\n\u0026lt;h2\u0026gt;Must-haves\u0026lt;/h2\u0026gt;\n\u0026lt;ul\u0026gt;\n\u0026lt;li\u0026gt;5 to 8 years of experience in a customer-facing technical role such as Sales Engineering, Solutions Engineering, Technical Account Management, Customer Engineering, implementation, professional services, or solutions architecture.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Deep hands-on experience with web technologies including HTML, CSS, JavaScript, and REST APIs, with the ability to architect and troubleshoot complex front-end implementations.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Proven experience managing strategic Enterprise accounts with executive-level stakeholders, competing priorities, and complex technical or business requirements.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Demonstrated ability to solve ambiguous problems involving multiple variables, constraints, and tradeoffs.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Experience connecting technical execution to business outcomes such as retention, expansion, ROI, and value realization.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Hands-on use of AI tools for account research, content creation, or workflow automation, with demonstrated integration into day-to-day work rather than light experimentation.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Experience mentoring or coaching more junior technical team members.\u0026lt;/li\u0026gt;\n\u0026lt;/ul\u0026gt;\n\u0026lt;h2\u0026gt;Nice-to-haves\u0026lt;/h2\u0026gt;\n\u0026lt;ul\u0026gt;\n\u0026lt;li\u0026gt;Experience with Pendo, digital adoption platforms, product analytics, or in-app experience tooling in an enterprise environment.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Hands-on experience with mobile app development, including Swift, Android, or React Native.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Familiarity with data architecture, AI or machine learning concepts, or advanced analytics instrumentation.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Track record of building reusable frameworks, playbooks, or processes that were adopted by a broader team.\u0026lt;/li\u0026gt;\n\u0026lt;/ul\u0026gt;\n\u0026lt;h2\u0026gt;About Pendo\u0026lt;/h2\u0026gt;\n\u0026lt;p\u0026gt;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\u0026#39;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.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Pendo Core Values:\u0026lt;/strong\u0026gt; Bias to Act, Hone Your Craft, The Team is Pendo, and Maniacal Focus.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Location:\u0026lt;/strong\u0026gt; Remote\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Compensation:\u0026lt;/strong\u0026gt; The expected On-Target Earnings (OTE) range for this role is $193,393 - $241,742, with a 70/30 base-to-variable compensation split.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Benefits:\u0026lt;/strong\u0026gt; Pendo offers highly competitive United States benefits, including employer-heavy coverage with $0 premium options, strong 401(k) match, equity, and flexible time off.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;EEOC:\u0026lt;/strong\u0026gt; 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.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Accessibility:\u0026lt;/strong\u0026gt; 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.\u0026lt;/p\u0026gt;","departments":[{"id":4134107002,"name":"Customer Engineering","child_ids":[],"parent_id":4073243002}],"offices":[{"id":4052202002,"name":"Remote - New York - NYC Metro","location":null,"child_ids":[],"parent_id":null}]},{"absolute_url":"https://job-boards.greenhouse.io/pendo/jobs/8525007002","data_compliance":[{"type":"gdpr","requires_consent":false,"requires_processing_consent":false,"requires_retention_consent":false,"retention_period":null,"demographic_data_consent_applies":false}],"internal_job_id":6404904002,"location":{"name":"Austin, TX / Chicago, IL / Remote"},"metadata":null,"id":8525007002,"updated_at":"2026-05-08T16:57:02-04:00","requisition_id":"FY27-101672","title":"Senior Pre- \u0026 Post-Sales Customer Engineer, Enterprise","company_name":"Pendo","first_published":"2026-05-04T15:29:26-04:00","language":"en","application_deadline":null,"content":"\u0026lt;h2\u0026gt;The Team + The Role\u0026lt;/h2\u0026gt;\n\u0026lt;p\u0026gt;Pendo’s Customer Engineering team is the technical backbone of the pre- and post-sales customer motion. The team brings together work that has historically sat across Customer Success, Technical Account Management, and Solutions Engineering into one full-lifecycle technical owner. Customer Engineering helps customers connect technical execution to business outcomes and realize the value of their investment in Pendo.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;As a Senior Customer Engineer, you own strategic and complex Enterprise accounts across acquisition, implementation, adoption, expansion, and escalation. You lead technical strategy for complex deployments, resolve ambiguous customer challenges, and partner closely with account teams to drive retention, expansion, and customer value. Your impact extends beyond your own accounts through playbooks, coaching, repeatable fixes, and workflow improvements that raise the capability of the broader Customer Engineering team.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;This is a remote role supporting a central region.\u0026lt;/p\u0026gt;\n\u0026lt;h2\u0026gt;What this looks like day-to-day\u0026lt;/h2\u0026gt;\n\u0026lt;ul\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;New customer acquisition and selling:\u0026lt;/strong\u0026gt; Partner with Account Directors on pre-sales motions for new customer acquisition, product expansion, and expansion across lines of business. You identify customer pain, craft and deliver tailored demos, and lead technical evaluations through requirements gathering, success criteria, installation guidance, and hands-on workshops.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Complex implementations and value realization:\u0026lt;/strong\u0026gt; Lead onboarding for strategic customers, including planning, implementation, integrations, and training. You build customer-specific implementation playbooks, guide complex deployments with executive visibility, and ensure customers realize value during onboarding and over time.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Adoption, expansion, and growth:\u0026lt;/strong\u0026gt; Identify opportunities to expand adoption across underutilized features, untapped products, and new lines of business. When adoption stalls, you diagnose root causes, design a path forward, and connect technical work to measurable business outcomes.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Technical escalation:\u0026lt;/strong\u0026gt; Serve as an escalation point for complex technical challenges raised by other Customer Engineers. You resolve ambiguous problems with multiple variables and tradeoffs, involving Product or Engineering only when truly needed.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Team capability building:\u0026lt;/strong\u0026gt; Build playbooks, document repeatable fixes, coach peers, and improve how Customer Engineering work gets done across the team. You use AI tools to accelerate content creation, surface patterns across accounts, and share practical workflow findings with the broader team.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Early account impact:\u0026lt;/strong\u0026gt; Assess account health, risks, stakeholder relationships, and the highest-priority problems to solve within your portfolio. You establish trust with Account Directors and customer stakeholders, then independently lead complex customer interactions that move accounts forward.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Quarterly business outcomes:\u0026lt;/strong\u0026gt; Drive measurable improvement in customer health, retention, expansion, and technical resolution across strategic accounts. You contribute reusable frameworks, playbooks, or processes that other Customer Engineers use and become a trusted advisor to Account Directors on account health and technical strategy.\u0026lt;/li\u0026gt;\n\u0026lt;/ul\u0026gt;\n\u0026lt;h2\u0026gt;Who You Are\u0026lt;/h2\u0026gt;\n\u0026lt;p\u0026gt;Beyond the qualifications, we hire through a specific lens. These aren\u0026#39;t buzzwords; they\u0026#39;re the things we\u0026#39;ll actually look for in how you talk about your work.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re a builder, not a maintainer.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re most energized when there isn\u0026#39;t a clear path yet, and you get to define it. You don\u0026#39;t wait for direction; you identify gaps, shape solutions, and drive them forward. At Pendo, great Senior Customer Engineers don\u0026#39;t just follow instructions; they operate as strategic advisors, influencing decisions, guiding stakeholders, and elevating how we work.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re AI-curious - genuinely.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re not using AI tools occasionally. You\u0026#39;re rewiring how you work around them. You\u0026#39;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.\u0026lt;/p\u0026gt;\n\u0026lt;h2\u0026gt;Must-haves\u0026lt;/h2\u0026gt;\n\u0026lt;ul\u0026gt;\n\u0026lt;li\u0026gt;5 to 8 years of experience in a customer-facing technical role such as Sales Engineering, Solutions Engineering, Technical Account Management, Customer Engineering, implementation, professional services, or solutions architecture.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Deep hands-on experience with web technologies including HTML, CSS, JavaScript, and REST APIs, with the ability to architect and troubleshoot complex front-end implementations.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Proven experience managing strategic accounts with executive-level stakeholders, competing priorities, and complex technical or business requirements.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Demonstrated ability to solve ambiguous problems involving multiple variables, constraints, and tradeoffs.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Experience connecting technical execution to business outcomes such as retention, expansion, ROI, and value realization.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Hands-on use of AI tools for account research, content creation, or workflow automation, with demonstrated integration into day-to-day work rather than light experimentation.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Experience mentoring or coaching more junior technical team members.\u0026lt;/li\u0026gt;\n\u0026lt;/ul\u0026gt;\n\u0026lt;h2\u0026gt;Nice-to-haves\u0026lt;/h2\u0026gt;\n\u0026lt;ul\u0026gt;\n\u0026lt;li\u0026gt;Experience with Pendo, digital adoption platforms, product analytics, or in-app experience tooling in an enterprise environment.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Hands-on experience with mobile app development, including Swift, Android, or React Native.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Familiarity with data architecture, AI or machine learning concepts, or advanced analytics instrumentation.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Track record of building reusable frameworks, playbooks, or processes that were adopted by a broader team.\u0026lt;/li\u0026gt;\n\u0026lt;/ul\u0026gt;\n\u0026lt;h2\u0026gt;About Pendo\u0026lt;/h2\u0026gt;\n\u0026lt;p\u0026gt;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\u0026#39;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.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Pendo Core Values:\u0026lt;/strong\u0026gt; Bias to Act, Hone Your Craft, The Team is Pendo, and Maniacal Focus.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Location:\u0026lt;/strong\u0026gt; Remote\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;\u0026lt;strong\u0026gt;Compensation:\u0026lt;/strong\u0026gt;\u0026amp;nbsp;\u0026lt;/strong\u0026gt;The expected On-Target Earnings (OTE) range for this role is $193,393 - $241,742, with a 70/30 base-to-variable compensation split.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Benefits:\u0026lt;/strong\u0026gt; Pendo offers highly competitive United States benefits, including employer-heavy coverage with $0 premium options, strong 401(k) match, equity, and flexible time off.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;EEOC:\u0026lt;/strong\u0026gt; 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.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Accessibility:\u0026lt;/strong\u0026gt; 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.\u0026lt;/p\u0026gt;","departments":[{"id":4134107002,"name":"Customer Engineering","child_ids":[],"parent_id":4073243002}],"offices":[{"id":4048355002,"name":"Remote - Texas","location":null,"child_ids":[],"parent_id":null}]},{"absolute_url":"https://job-boards.greenhouse.io/pendo/jobs/8525010002","data_compliance":[{"type":"gdpr","requires_consent":false,"requires_processing_consent":false,"requires_retention_consent":false,"retention_period":null,"demographic_data_consent_applies":false}],"internal_job_id":6404907002,"location":{"name":"Raleigh, NC / Atlanta, GA / Miami, FL / Remote"},"metadata":null,"id":8525010002,"updated_at":"2026-05-08T16:55:21-04:00","requisition_id":"FY27-101671","title":"Senior Pre- \u0026 Post-Sales Customer Engineer, Enterprise","company_name":"Pendo","first_published":"2026-05-04T15:22:09-04:00","language":"en","application_deadline":null,"content":"\u0026lt;h2\u0026gt;The Team + The Role\u0026lt;/h2\u0026gt;\n\u0026lt;p\u0026gt;Pendo’s Customer Engineering team is the technical backbone of the pre- and post-sales customer motion. The team brings together work that has historically sat across Customer Success, Technical Account Management, and Solutions Engineering into one full-lifecycle technical owner. Customer Engineering helps customers connect technical execution to business outcomes and realize the value of their investment in Pendo.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;As a Senior Customer Engineer, you own strategic and complex Enterprise accounts across acquisition, implementation, adoption, expansion, and escalation. You lead technical strategy for complex deployments, resolve ambiguous customer challenges, and partner closely with account teams to drive retention, expansion, and customer value. Your impact extends beyond your own accounts through playbooks, coaching, repeatable fixes, and workflow improvements that raise the capability of the broader Customer Engineering team.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;This is a remote role supporting a South East territory.\u0026amp;nbsp;\u0026lt;/p\u0026gt;\n\u0026lt;h2\u0026gt;What this looks like day-to-day\u0026lt;/h2\u0026gt;\n\u0026lt;ul\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;New customer acquisition and selling:\u0026lt;/strong\u0026gt; Partner with Account Directors on pre-sales motions for new customer acquisition, product expansion, and expansion across lines of business. You identify customer pain, craft and deliver tailored demos, and lead technical evaluations through requirements gathering, success criteria, installation guidance, and hands-on workshops.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Complex implementations and value realization:\u0026lt;/strong\u0026gt; Lead onboarding for strategic customers, including planning, implementation, integrations, and training. You build customer-specific implementation playbooks, guide complex deployments with executive visibility, and ensure customers realize value during onboarding and over time.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Adoption, expansion, and growth:\u0026lt;/strong\u0026gt; Identify opportunities to expand adoption across underutilized features, untapped products, and new lines of business. When adoption stalls, you diagnose root causes, design a path forward, and connect technical work to measurable business outcomes.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Technical escalation:\u0026lt;/strong\u0026gt; Serve as an escalation point for complex technical challenges raised by other Customer Engineers. You resolve ambiguous problems with multiple variables and tradeoffs, involving Product or Engineering only when truly needed.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Team capability building:\u0026lt;/strong\u0026gt; Build playbooks, document repeatable fixes, coach peers, and improve how Customer Engineering work gets done across the team. You use AI tools to accelerate content creation, surface patterns across accounts, and share practical workflow findings with the broader team.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Early account impact:\u0026lt;/strong\u0026gt; Assess account health, risks, stakeholder relationships, and the highest-priority problems to solve within your portfolio. You establish trust with Account Directors and customer stakeholders, then independently lead complex customer interactions that move accounts forward.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Quarterly business outcomes:\u0026lt;/strong\u0026gt; Drive measurable improvement in customer health, retention, expansion, and technical resolution across strategic accounts. You contribute reusable frameworks, playbooks, or processes that other Customer Engineers use and become a trusted advisor to Account Directors on account health and technical strategy.\u0026lt;/li\u0026gt;\n\u0026lt;/ul\u0026gt;\n\u0026lt;h2\u0026gt;Who You Are\u0026lt;/h2\u0026gt;\n\u0026lt;p\u0026gt;Beyond the qualifications, we hire through a specific lens. These aren\u0026#39;t buzzwords; they\u0026#39;re the things we\u0026#39;ll actually look for in how you talk about your work.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re a builder, not a maintainer.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re most energized when there isn\u0026#39;t a clear path yet, and you get to define it. You don\u0026#39;t wait for direction; you identify gaps, shape solutions, and drive them forward. At Pendo, great Senior Customer Engineers don\u0026#39;t just follow instructions; they operate as strategic advisors, influencing decisions, guiding stakeholders, and elevating how we work.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re AI-curious - genuinely.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re not using AI tools occasionally. You\u0026#39;re rewiring how you work around them. You\u0026#39;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.\u0026lt;/p\u0026gt;\n\u0026lt;h2\u0026gt;Must-haves\u0026lt;/h2\u0026gt;\n\u0026lt;ul\u0026gt;\n\u0026lt;li\u0026gt;5 to 8 years of experience in a customer-facing technical role such as Sales Engineering, Solutions Engineering, Technical Account Management, Customer Engineering, implementation, professional services, or solutions architecture.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Deep hands-on experience with web technologies including HTML, CSS, JavaScript, and REST APIs, with the ability to architect and troubleshoot complex front-end implementations.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Proven experience managing strategic Enterprise accounts with executive-level stakeholders, competing priorities, and complex technical or business requirements.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Demonstrated ability to solve ambiguous problems involving multiple variables, constraints, and tradeoffs.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Experience connecting technical execution to business outcomes such as retention, expansion, ROI, and value realization.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Hands-on use of AI tools for account research, content creation, or workflow automation, with demonstrated integration into day-to-day work rather than light experimentation.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Experience mentoring or coaching more junior technical team members.\u0026lt;/li\u0026gt;\n\u0026lt;/ul\u0026gt;\n\u0026lt;h2\u0026gt;Nice-to-haves\u0026lt;/h2\u0026gt;\n\u0026lt;ul\u0026gt;\n\u0026lt;li\u0026gt;Experience with Pendo, digital adoption platforms, product analytics, or in-app experience tooling in an enterprise environment.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Hands-on experience with mobile app development, including Swift, Android, or React Native.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Familiarity with data architecture, AI or machine learning concepts, or advanced analytics instrumentation.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Track record of building reusable frameworks, playbooks, or processes that were adopted by a broader team.\u0026lt;/li\u0026gt;\n\u0026lt;/ul\u0026gt;\n\u0026lt;h2\u0026gt;About Pendo\u0026lt;/h2\u0026gt;\n\u0026lt;p\u0026gt;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\u0026#39;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.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Pendo Core Values:\u0026lt;/strong\u0026gt; Bias to Act, Hone Your Craft, The Team is Pendo, and Maniacal Focus.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Location:\u0026lt;/strong\u0026gt; Remote\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Compensation:\u0026lt;/strong\u0026gt; The expected On-Target Earnings (OTE) range for this role is $193,393 - $241,742, with a 70/30 base-to-variable compensation split.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Benefits:\u0026lt;/strong\u0026gt; Pendo offers highly competitive United States benefits, including employer-heavy coverage with $0 premium options, strong 401(k) match, equity, and flexible time off.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;EEOC:\u0026lt;/strong\u0026gt; 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.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Accessibility:\u0026lt;/strong\u0026gt; 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.\u0026lt;/p\u0026gt;","departments":[{"id":4134107002,"name":"Customer Engineering","child_ids":[],"parent_id":4073243002}],"offices":[{"id":4004555002,"name":"Raleigh, NC","location":"Raleigh, North Carolina, United States","child_ids":[],"parent_id":null},{"id":4048354002,"name":"Remote - Georgia","location":null,"child_ids":[],"parent_id":null}]},{"absolute_url":"https://job-boards.greenhouse.io/pendo/jobs/8525009002","data_compliance":[{"type":"gdpr","requires_consent":false,"requires_processing_consent":false,"requires_retention_consent":false,"retention_period":null,"demographic_data_consent_applies":false}],"internal_job_id":6404906002,"location":{"name":"San Francisco, CA / Seattle, WA / Denver, CO / Remote"},"metadata":null,"id":8525009002,"updated_at":"2026-05-08T15:48:36-04:00","requisition_id":"FY27-101668","title":"Senior Pre- \u0026 Post-Sales Customer Engineer, Enterprise","company_name":"Pendo","first_published":"2026-05-04T12:02:11-04:00","language":"en","application_deadline":null,"content":"\u0026lt;h2\u0026gt;The Team + The Role\u0026lt;/h2\u0026gt;\n\u0026lt;p\u0026gt;Pendo’s Customer Engineering team is the technical backbone of the pre- and post-sales customer motion. The team brings together work that has historically sat across Customer Success, Technical Account Management, and Solutions Engineering into one full-lifecycle technical owner. Customer Engineering helps customers connect technical execution to business outcomes and realize the value of their investment in Pendo.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;As a Senior Customer Engineer, you own strategic and complex Enterprise accounts across acquisition, implementation, adoption, expansion, and escalation. You lead technical strategy for complex deployments, resolve ambiguous customer challenges, and partner closely with account teams to drive retention, expansion, and customer value. Your impact extends beyond your own accounts through playbooks, coaching, repeatable fixes, and workflow improvements that raise the capability of the broader Customer Engineering team.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;This is a remote role supporting a West Coast territory.\u0026amp;nbsp;\u0026lt;/p\u0026gt;\n\u0026lt;h2\u0026gt;What this looks like day-to-day\u0026lt;/h2\u0026gt;\n\u0026lt;ul\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;New customer acquisition and selling:\u0026lt;/strong\u0026gt; Partner with Account Directors on pre-sales motions for new customer acquisition, product expansion, and expansion across lines of business. You identify customer pain, craft and deliver tailored demos, and lead technical evaluations through requirements gathering, success criteria, installation guidance, and hands-on workshops.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Complex implementations and value realization:\u0026lt;/strong\u0026gt; Lead onboarding for strategic customers, including planning, implementation, integrations, and training. You build customer-specific implementation playbooks, guide complex deployments with executive visibility, and ensure customers realize value during onboarding and over time.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Adoption, expansion, and growth:\u0026lt;/strong\u0026gt; Identify opportunities to expand adoption across underutilized features, untapped products, and new lines of business. When adoption stalls, you diagnose root causes, design a path forward, and connect technical work to measurable business outcomes.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Technical escalation:\u0026lt;/strong\u0026gt; Serve as an escalation point for complex technical challenges raised by other Customer Engineers. You resolve ambiguous problems with multiple variables and tradeoffs, involving Product or Engineering only when truly needed.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Team capability building:\u0026lt;/strong\u0026gt; Build playbooks, document repeatable fixes, coach peers, and improve how Customer Engineering work gets done across the team. You use AI tools to accelerate content creation, surface patterns across accounts, and share practical workflow findings with the broader team.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Early account impact:\u0026lt;/strong\u0026gt; Assess account health, risks, stakeholder relationships, and the highest-priority problems to solve within your portfolio. You establish trust with Account Directors and customer stakeholders, then independently lead complex customer interactions that move accounts forward.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Quarterly business outcomes:\u0026lt;/strong\u0026gt; Drive measurable improvement in customer health, retention, expansion, and technical resolution across strategic accounts. You contribute reusable frameworks, playbooks, or processes that other Customer Engineers use and become a trusted advisor to Account Directors on account health and technical strategy.\u0026lt;/li\u0026gt;\n\u0026lt;/ul\u0026gt;\n\u0026lt;h2\u0026gt;Who You Are\u0026lt;/h2\u0026gt;\n\u0026lt;p\u0026gt;Beyond the qualifications, we hire through a specific lens. These aren\u0026#39;t buzzwords; they\u0026#39;re the things we\u0026#39;ll actually look for in how you talk about your work.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re a builder, not a maintainer.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re most energized when there isn\u0026#39;t a clear path yet, and you get to define it. You don\u0026#39;t wait for direction; you identify gaps, shape solutions, and drive them forward. At Pendo, great Senior Customer Engineers don\u0026#39;t just follow instructions; they operate as strategic advisors, influencing decisions, guiding stakeholders, and elevating how we work.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re AI-curious - genuinely.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re not using AI tools occasionally. You\u0026#39;re rewiring how you work around them. You\u0026#39;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.\u0026lt;/p\u0026gt;\n\u0026lt;h2\u0026gt;Must-haves\u0026lt;/h2\u0026gt;\n\u0026lt;ul\u0026gt;\n\u0026lt;li\u0026gt;5 to 8 years of experience in a customer-facing technical role such as Sales Engineering, Solutions Engineering, Technical Account Management, Customer Engineering, implementation, professional services, or solutions architecture.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Deep hands-on experience with web technologies including HTML, CSS, JavaScript, and REST APIs, with the ability to architect and troubleshoot complex front-end implementations.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Proven experience managing strategic Enterprise accounts with executive-level stakeholders, competing priorities, and complex technical or business requirements.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Demonstrated ability to solve ambiguous problems involving multiple variables, constraints, and tradeoffs.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Experience connecting technical execution to business outcomes such as retention, expansion, ROI, and value realization.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Hands-on use of AI tools for account research, content creation, or workflow automation, with demonstrated integration into day-to-day work rather than light experimentation.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Experience mentoring or coaching more junior technical team members.\u0026lt;/li\u0026gt;\n\u0026lt;/ul\u0026gt;\n\u0026lt;h2\u0026gt;Nice-to-haves\u0026lt;/h2\u0026gt;\n\u0026lt;ul\u0026gt;\n\u0026lt;li\u0026gt;Experience with Pendo, digital adoption platforms, product analytics, or in-app experience tooling in an enterprise environment.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Hands-on experience with mobile app development, including Swift, Android, or React Native.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Familiarity with data architecture, AI or machine learning concepts, or advanced analytics instrumentation.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Track record of building reusable frameworks, playbooks, or processes that were adopted by a broader team.\u0026lt;/li\u0026gt;\n\u0026lt;/ul\u0026gt;\n\u0026lt;h2\u0026gt;About Pendo\u0026lt;/h2\u0026gt;\n\u0026lt;p\u0026gt;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\u0026#39;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.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Pendo Core Values:\u0026lt;/strong\u0026gt; Bias to Act, Hone Your Craft, The Team is Pendo, and Maniacal Focus.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Location:\u0026lt;/strong\u0026gt; Remote\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Compensation:\u0026lt;/strong\u0026gt; The expected On-Target Earnings (OTE) range for this role is $193,393 - $241,742, with a 70/30 base-to-variable compensation split.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Benefits:\u0026lt;/strong\u0026gt; Pendo offers highly competitive United States benefits, including employer-heavy coverage with $0 premium options, strong 401(k) match, equity, and flexible time off.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;EEOC:\u0026lt;/strong\u0026gt; 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.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Accessibility:\u0026lt;/strong\u0026gt; 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.\u0026lt;/p\u0026gt;","departments":[{"id":4134107002,"name":"Customer Engineering","child_ids":[],"parent_id":4073243002}],"offices":[{"id":4052204002,"name":"Remote - California - SF Bay Metro","location":null,"child_ids":[],"parent_id":null}]},{"absolute_url":"https://job-boards.greenhouse.io/pendo/jobs/8442404002","data_compliance":[{"type":"gdpr","requires_consent":false,"requires_processing_consent":false,"requires_retention_consent":false,"retention_period":null,"demographic_data_consent_applies":false}],"internal_job_id":6372326002,"location":{"name":"Raleigh, NC"},"metadata":null,"id":8442404002,"updated_at":"2026-05-05T09:42:20-04:00","requisition_id":"FY27-101558","title":"Sr. Account Executive Commercial Sales (Growth)","company_name":"Pendo","first_published":"2026-03-05T15:19:53-05:00","language":"en","application_deadline":null,"content":"\u0026lt;h2\u0026gt;The Team + The Role\u0026lt;/h2\u0026gt;\n\u0026lt;p\u0026gt;Pendo’s Commercial Sales organization drives revenue growth across growth-stage and SMB customer segments. The team helps customers understand, adopt, and expand the value they get from Pendo while creating a consistent revenue motion across prospecting, acquisition, account management, renewals, expansions, and retention. This work matters because it connects customer outcomes directly to Pendo’s long-term growth.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;As a Sr. Account Executive, you will own the full customer lifecycle within a primary territory of growth-stage businesses with more than 300 employees, with secondary focus on small to mid-sized businesses. You will serve as the primary point of contact for customers in your book of business, leading net-new acquisition, account management, renewals, expansions, and churn mitigation. You will partner with Customer Success, Solutions Engineering, Legal, and Finance to deliver long-term customer value while achieving quarterly sales and retention targets.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;This role is based in our Raleigh office.\u0026lt;/p\u0026gt;\n\u0026lt;h2\u0026gt;What this looks like day-to-day\u0026lt;/h2\u0026gt;\n\u0026lt;ul\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Develop product expertise:\u0026lt;/strong\u0026gt; Build deep understanding of Pendo’s products and how they solve customer challenges. Use that knowledge to guide discovery, shape solutions, and support both net-new and existing customer conversations.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Own the full sales cycle:\u0026lt;/strong\u0026gt; Manage net-new prospects and current customers from discovery through close. Lead expansion and renewal strategies within your book of business while maintaining clear accountability across the customer journey.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Generate pipeline consistently:\u0026lt;/strong\u0026gt; Build consistent weekly pipeline generation in partnership with business development. Identify new opportunities across your territory and create steady momentum toward pipeline creation and bookings targets.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Manage forecast and targets:\u0026lt;/strong\u0026gt; Own a rolling forecast and maintain clear visibility into pipeline health. Track progress against pipeline creation, bookings, renewal, and retention goals with accuracy and discipline.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Lead value-based discovery:\u0026lt;/strong\u0026gt; Uncover customer challenges through consultative discovery and align Pendo’s platform to the outcomes customers need. Translate customer needs into clear solution narratives that support confident buying decisions.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Navigate trials and evaluations:\u0026lt;/strong\u0026gt; Guide prospects through free trials and proof of concept evaluations. Help customers assess product value, understand fit, and move through the buying process with clarity.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Build customer relationships:\u0026lt;/strong\u0026gt; Develop executive-level customer relationships while partnering internally to address technical needs. Work cross-functionally to support value realization and build durable customer partnerships.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Create account plans:\u0026lt;/strong\u0026gt; Build and execute account plans that drive net-new opportunities, expansion, and long-term growth. Use customer context, business goals, and product adoption signals to identify the right next steps.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Manage proposals and contracts:\u0026lt;/strong\u0026gt; Develop and deliver pricing proposals, negotiate contracts, and manage billing questions and renewal transactions with precision. Keep deals organized and moving with strong process discipline.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Maintain sales systems:\u0026lt;/strong\u0026gt; Keep timely and accurate records of activities in Salesforce and other tools across the sales tech stack. Ensure account, opportunity, and forecast information is current and actionable.\u0026lt;/li\u0026gt;\n\u0026lt;/ul\u0026gt;\n\u0026lt;h2\u0026gt;Who You Are\u0026lt;/h2\u0026gt;\n\u0026lt;p\u0026gt;Beyond the qualifications, we hire through a specific lens. These aren\u0026#39;t buzzwords; they\u0026#39;re the things we\u0026#39;ll actually look for in how you talk about your work.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re a builder, not a maintainer.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re most energized when there isn\u0026#39;t a clear path yet, and you get to define it. You don\u0026#39;t wait for direction; you identify gaps, shape solutions, and drive them forward. At Pendo, great Sr. Account Executives don\u0026#39;t just follow instructions; they operate as strategic advisors, influencing decisions, guiding stakeholders, and elevating how we work.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re AI-curious - genuinely.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re not using AI tools occasionally. You\u0026#39;re rewiring how you work around them. You\u0026#39;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.\u0026lt;/p\u0026gt;\n\u0026lt;h2\u0026gt;Must-haves\u0026lt;/h2\u0026gt;\n\u0026lt;ul\u0026gt;\n\u0026lt;li\u0026gt;3+ years of experience in B2B SaaS net-new sales and account management with closing responsibilities.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Proven ability to manage a full sales cycle, including renewals and expansions.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Demonstrated track record of consistent goal attainment in a quota-carrying sales environment.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Experience providing tailored technical product demonstrations to net-new and existing customers.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Strong negotiation and contract management skills.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Business acumen with an understanding of SaaS metrics and customer value drivers.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Competency with sales pipeline management and CRM tools, including Salesforce.com.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Excellent communication, organizational, and interpersonal skills.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Active use of AI-powered tools and automation in daily workflows to increase efficiency and impact, with the ability to translate emerging AI capabilities into practical business value.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Bachelor’s degree or equivalent work experience.\u0026lt;/li\u0026gt;\n\u0026lt;/ul\u0026gt;\n\u0026lt;h2\u0026gt;Nice-to-haves\u0026lt;/h2\u0026gt;\n\u0026lt;ul\u0026gt;\n\u0026lt;li\u0026gt;Training in MEDDICC and/or Force Management methodologies.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Experience managing a territory of SMB and/or emerging market accounts.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;High emotional intelligence and the ability to resolve conflict with empathy.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Ability to multitask and prioritize effectively in a fast-paced environment.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Desire to learn and grow within a team-based culture.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Self-motivated, proactive approach with strong team orientation.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Excellent time and process management skills, with the discipline to ensure nothing slips through the cracks.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Commitment to treating work like a craft by continuously honing and refining skills in an ever-changing landscape.\u0026lt;/li\u0026gt;\n\u0026lt;/ul\u0026gt;\n\u0026lt;h2\u0026gt;About Pendo\u0026lt;/h2\u0026gt;\n\u0026lt;p\u0026gt;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\u0026#39;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.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Pendo Core Values:\u0026lt;/strong\u0026gt; Bias to Act, Hone Your Craft, The Team is Pendo, and Maniacal Focus.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Location:\u0026lt;/strong\u0026gt; Pendo is a hybrid culture. In-office 3 days per week unless designated remote.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Compensation:\u0026lt;/strong\u0026gt; The expected on-target-earnings (OTE) range for this role in Raleigh, NC is $140,000 - $200,000 (on a 50/50 base-to-variable split).\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Benefits:\u0026lt;/strong\u0026gt; Highly competitive, employer-heavy coverage including $0 premium options, strong 401(k) match, equity, and flexible time off.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;EEOC:\u0026lt;/strong\u0026gt; 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.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Accessibility:\u0026lt;/strong\u0026gt; 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.\u0026lt;/p\u0026gt;","departments":[{"id":4068423002,"name":"Commercial","child_ids":[],"parent_id":4073243002}],"offices":[{"id":4004555002,"name":"Raleigh, NC","location":"Raleigh, North Carolina, United States","child_ids":[],"parent_id":null}]},{"absolute_url":"https://job-boards.greenhouse.io/pendo/jobs/8465932002","data_compliance":[{"type":"gdpr","requires_consent":false,"requires_processing_consent":false,"requires_retention_consent":false,"retention_period":null,"demographic_data_consent_applies":false}],"internal_job_id":6381724002,"location":{"name":"Remote - Austin, TX / Dallas, TX"},"metadata":null,"id":8465932002,"updated_at":"2026-05-05T12:31:16-04:00","requisition_id":"FY27-101591","title":"Sr. Account Executive (LATAM)","company_name":"Pendo","first_published":"2026-03-30T17:39:40-04:00","language":"en","application_deadline":null,"content":"\u0026lt;h2\u0026gt;The Team + The Role\u0026lt;/h2\u0026gt;\n\u0026lt;p\u0026gt;Pendo’s Sales team is continuing to expand into Latin America after early success in the region. The team partners with Business Development Representatives, Sales Engineers, and cross-functional partners to acquire new enterprise customers and grow Pendo’s footprint across LATAM markets excluding Brazil.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;The Sr. Account Executive (LATAM) will lead end-to-end enterprise software sales cycles across Latin America, from self-led prospecting and lead generation through demo, proof of concept, negotiation, and close. This role owns net-new account acquisition, customer relationship management, territory planning, and deal execution in a remote role based in Texas.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;This is a remote role based in Austin, TX or Dallas, TX.\u0026lt;/p\u0026gt;\n\u0026lt;h2\u0026gt;What this looks like day-to-day\u0026lt;/h2\u0026gt;\n\u0026lt;ul\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Full-cycle enterprise sales:\u0026lt;/strong\u0026gt; Drive the end-to-end sales lifecycle for B2B enterprise software deals across LATAM excluding Brazil. Own the process from self-led prospecting and lead generation through demo, negotiation, and close.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Product demonstrations:\u0026lt;/strong\u0026gt; Master the Pendo platform to conduct high-impact product demonstrations. Manage evaluations and proof-of-concept processes that are tied to specific customer business outcomes.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Territory development:\u0026lt;/strong\u0026gt; Research and target new business opportunities using modern prospecting tools. Build and maintain a robust account priority plan that supports territory goals.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Deal negotiation:\u0026lt;/strong\u0026gt; Navigate complex negotiations, including contract reviews and legal terms. Collaborate with internal partners to move deals forward with discipline and accuracy.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Value discovery:\u0026lt;/strong\u0026gt; Lead deep value discovery to uncover customer needs and strategic priorities. Align Pendo’s solutions to business outcomes in a way that resonates with enterprise buyers.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Cross-functional partnership:\u0026lt;/strong\u0026gt; Partner with Business Development Representatives, Sales Engineers, and other internal teams to support successful deal execution. Bring a startup mentality and entrepreneurial mindset to help the team scale in the LATAM market.\u0026lt;/li\u0026gt;\n\u0026lt;/ul\u0026gt;\n\u0026lt;h2\u0026gt;Who You Are\u0026lt;/h2\u0026gt;\n\u0026lt;p\u0026gt;Beyond the qualifications, we hire through a specific lens. These aren\u0026#39;t buzzwords; they\u0026#39;re the things we\u0026#39;ll actually look for in how you talk about your work.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re a builder, not a maintainer.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re most energized when there isn\u0026#39;t a clear path yet, and you get to define it. You don\u0026#39;t wait for direction; you identify gaps, shape solutions, and drive them forward. At Pendo, great Sr. Account Executives don\u0026#39;t just follow instructions; they operate as strategic advisors, influencing decisions, guiding stakeholders, and elevating how we work.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re AI-curious - genuinely.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re not using AI tools occasionally. You\u0026#39;re rewiring how you work around them. You\u0026#39;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.\u0026lt;/p\u0026gt;\n\u0026lt;h2\u0026gt;Must-haves\u0026lt;/h2\u0026gt;\n\u0026lt;ul\u0026gt;\n\u0026lt;li\u0026gt;Fluent Spanish and English communication skills, including verbal and written fluency in a professional environment.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;3 years of prior sales and closing experience in a B2B SaaS environment.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;2+ years of experience selling into Spanish LATAM at the enterprise level.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Demonstrated consistent track record of goal attainment.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Understanding of SaaS financial metrics and how they connect to customer value and sales execution.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Ability to travel up to 25% within the region and for company-wide events.\u0026lt;/li\u0026gt;\n\u0026lt;/ul\u0026gt;\n\u0026lt;h2\u0026gt;Nice-to-haves\u0026lt;/h2\u0026gt;\n\u0026lt;ul\u0026gt;\n\u0026lt;li\u0026gt;Training with MEDDICC and Force Management.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Willingness to learn in a fast-paced sales environment.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Ability to embrace feedback and hold yourself accountable.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Strong business acumen.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Curiosity, drive, and a growth mentality.\u0026lt;/li\u0026gt;\n\u0026lt;/ul\u0026gt;\n\u0026lt;h2\u0026gt;About Pendo\u0026lt;/h2\u0026gt;\n\u0026lt;p\u0026gt;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\u0026#39;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.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Pendo Core Values:\u0026lt;/strong\u0026gt; Bias to Act, Hone Your Craft, The Team is Pendo, and Maniacal Focus.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Location:\u0026lt;/strong\u0026gt; Pendo is a hybrid culture. In-office 3 days per week unless designated remote.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Compensation:\u0026lt;/strong\u0026gt; The expected on-target-earnings (OTE) range for this role to be performed in the United States is $280,000 - $300,000 OTE with a 50/50 base-to-variable split.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Benefits:\u0026lt;/strong\u0026gt; Highly competitive, employer-heavy coverage including $0 premium options, strong 401(k) match, equity, and flexible time off.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;EEOC:\u0026lt;/strong\u0026gt; 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.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Accessibility:\u0026lt;/strong\u0026gt; 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.\u0026lt;/p\u0026gt;","departments":[{"id":4068423002,"name":"Commercial","child_ids":[],"parent_id":4073243002}],"offices":[{"id":4048355002,"name":"Remote - Texas","location":null,"child_ids":[],"parent_id":null}]},{"absolute_url":"https://job-boards.greenhouse.io/pendo/jobs/8533495002","data_compliance":[{"type":"gdpr","requires_consent":false,"requires_processing_consent":false,"requires_retention_consent":false,"retention_period":null,"demographic_data_consent_applies":false}],"internal_job_id":6408002002,"location":{"name":"New York, NY"},"metadata":null,"id":8533495002,"updated_at":"2026-05-07T10:17:06-04:00","requisition_id":"FY27-101689","title":"Sr. AI Engineer","company_name":"Pendo","first_published":"2026-05-05T14:03:52-04:00","language":"en","application_deadline":null,"content":"\u0026lt;h1\u0026gt;Sr. AI Software Engineer\u0026lt;/h1\u0026gt;\n\u0026lt;h2\u0026gt;The Team + The Role\u0026lt;/h2\u0026gt;\n\u0026lt;p\u0026gt;Our Emerging Team is focused on building AI Products for our product experience (PX) platform. We build from the ground up to explore, prototype, and ship AI-native experiences that change how software teams understand and serve their users. This is not an AI layer added to existing product; it is a deliberate bet on what product intelligence looks like next. The team operates with high autonomy, moves quickly, and builds products without clear precedents.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;As a Sr. AI Software Engineer, you will sit at the intersection of deep technical capability and strong product judgment. You will design and ship applied AI systems, including RAG pipelines, agentic workflows, and LLM-powered features, from prototype through production. You will make principled technical decisions, evaluate model behavior rigorously, and communicate tradeoffs clearly to engineers and non-engineers alike.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;This role is based in our New York office.\u0026lt;/p\u0026gt;\n\u0026lt;h2\u0026gt;What this looks like day-to-day\u0026lt;/h2\u0026gt;\n\u0026lt;ul\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Applied AI systems:\u0026lt;/strong\u0026gt; Design and build AI systems including RAG pipelines, agentic workflows, and LLM-powered features. You will take work from prototype through production and ensure it can hold up in real customer environments.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Technical decision-making:\u0026lt;/strong\u0026gt; Make principled decisions on when to prompt, when to fine-tune, and when to use a different tool entirely. You will explain these tradeoffs clearly so the team can move quickly without sacrificing quality.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Model evaluation:\u0026lt;/strong\u0026gt; Instrument and evaluate model outputs rigorously by defining evaluation frameworks and catching hallucinations early. You will implement guardrails that can withstand real-world load and production use.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;MLOps ownership:\u0026lt;/strong\u0026gt; Own model deployment, monitoring, latency optimization, cost management, and reliability at scale. You will help ensure AI systems are observable, efficient, and dependable in production.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Full-stack product shipping:\u0026lt;/strong\u0026gt; Contribute across the stack when needed because this team ships products, not just models. You will work across backend and frontend to get AI-powered experiences in front of users.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Product partnership:\u0026lt;/strong\u0026gt; Partner closely with product and design to frame problems well before writing code. You will push back when the framing is wrong and help the team focus on what should be built, not just what can be built.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Research and tooling awareness:\u0026lt;/strong\u0026gt; Stay current on the research and tooling landscape, including transformers, diffusion architectures, orchestration frameworks, and emerging agent patterns. You will bring relevant advances back to the team and apply them thoughtfully.\u0026lt;/li\u0026gt;\n\u0026lt;/ul\u0026gt;\n\u0026lt;h2\u0026gt;Who You Are\u0026lt;/h2\u0026gt;\n\u0026lt;p\u0026gt;Beyond the qualifications, we hire through a specific lens. These aren\u0026#39;t buzzwords; they\u0026#39;re the things we\u0026#39;ll actually look for in how you talk about your work.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re a builder, not a maintainer.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re most energized when there isn\u0026#39;t a clear path yet, and you get to define it. You don\u0026#39;t wait for direction; you identify gaps, shape solutions, and drive them forward. At Pendo, great Sr. AI Software Engineers don\u0026#39;t just follow instructions; they operate as strategic advisors, influencing decisions, guiding stakeholders, and elevating how we work.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re AI-curious - genuinely.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re not using AI tools occasionally. You\u0026#39;re rewiring how you work around them. You\u0026#39;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.\u0026lt;/p\u0026gt;\n\u0026lt;h2\u0026gt;Must-haves\u0026lt;/h2\u0026gt;\n\u0026lt;ul\u0026gt;\n\u0026lt;li\u0026gt;Deep hands-on experience building and shipping LLM-powered systems, including retrieval-augmented generation, tool use, and agent orchestration frameworks.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Strong technical depth in system design, including choosing the right architecture, identifying failure modes early, and making tradeoffs that hold up across the product lifecycle.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Experience owning technical quality beyond your own features, including setting standards, catching problems in review, and improving shared infrastructure and tooling.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Strong command of model evaluation, including designing evaluation suites, reasoning about overfitting and bias-variance tradeoffs, and systematically detecting and mitigating hallucinations.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Solid understanding of modern model architectures, including transformers and diffusion models, with the judgment to decide when and how to apply them.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Production MLOps experience, including model deployment, monitoring pipelines, and latency, cost, and reliability optimization in a live environment.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Strong full-stack fundamentals with the ability to work across backend and frontend systems to ship complete, user-facing AI products.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Exceptional communication skills with the ability to explain complex technical decisions clearly to engineers, product managers, and executives.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Demonstrated product thinking, including the ability to ask whether something should be built before deciding how to build it.\u0026lt;/li\u0026gt;\n\u0026lt;/ul\u0026gt;\n\u0026lt;h2\u0026gt;Nice-to-haves\u0026lt;/h2\u0026gt;\n\u0026lt;ul\u0026gt;\n\u0026lt;li\u0026gt;Experience fine-tuning foundation models and a clear point of view on when fine-tuning outperforms prompting approaches.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Familiarity with AI safety considerations, guardrail frameworks, and responsible deployment practices.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Experience building agentic or multi-step reasoning systems using tools such as LangChain, LlamaIndex, or custom orchestration frameworks.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Background in a SaaS or product analytics environment where user behavior data informs AI design.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Prior experience contributing to or launching a net-new team or product area.\u0026lt;/li\u0026gt;\n\u0026lt;/ul\u0026gt;\n\u0026lt;h2\u0026gt;About Pendo\u0026lt;/h2\u0026gt;\n\u0026lt;p\u0026gt;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\u0026#39;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.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Pendo Core Values:\u0026lt;/strong\u0026gt; Bias to Act, Hone Your Craft, The Team is Pendo, and Maniacal Focus.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Location:\u0026lt;/strong\u0026gt; Pendo is a hybrid culture. In-office 3 days per week unless designated remote.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Compensation:\u0026lt;/strong\u0026gt; The expected salary range for this role to be performed in New York, NY is $209,000 - $235,000.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Benefits:\u0026lt;/strong\u0026gt; Highly competitive, employer-heavy coverage, including $0 premium options, strong 401(k) match, equity, and flexible time off.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;EEOC:\u0026lt;/strong\u0026gt; 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.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Accessibility:\u0026lt;/strong\u0026gt; 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.\u0026lt;/p\u0026gt;","departments":[{"id":4128802002,"name":"Engineering - Emerging","child_ids":[],"parent_id":4008296002}],"offices":[{"id":4004552002,"name":"New York, NY","location":"New York, New York, United States","child_ids":[],"parent_id":null}]},{"absolute_url":"https://job-boards.greenhouse.io/pendo/jobs/8533076002","data_compliance":[{"type":"gdpr","requires_consent":false,"requires_processing_consent":false,"requires_retention_consent":false,"retention_period":null,"demographic_data_consent_applies":false}],"internal_job_id":6352266002,"location":{"name":"Raleigh, NC "},"metadata":null,"id":8533076002,"updated_at":"2026-05-04T15:47:26-04:00","requisition_id":"FY26-101473","title":"Sr. Incentive Compensation Analyst","company_name":"Pendo","first_published":"2026-05-04T15:47:26-04:00","language":"en","application_deadline":null,"content":"\u0026lt;h2\u0026gt;The Team + The Role\u0026lt;/h2\u0026gt;\n\u0026lt;p\u0026gt;Pendo’s Finance organization supports the company’s growth, scale, and operational discipline across global teams. The team partners closely with Revenue, People, and business leaders to build reliable programs, reporting, and processes that help Pendo operate with clarity and confidence.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;The Sr. Incentive Compensation Analyst will support the development, delivery, and execution of Pendo’s incentive compensation plans. This role owns accurate commission calculations, plan administration support, reporting, and analysis while serving as a key point of contact for the Sales organization on compensation-related questions.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;This role is based in our Raleigh office.\u0026lt;/p\u0026gt;\n\u0026lt;h2\u0026gt;What this looks like day-to-day\u0026lt;/h2\u0026gt;\n\u0026lt;ul\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Commission calculations:\u0026lt;/strong\u0026gt; Calculate monthly and quarterly commission payments for participants on variable compensation plans and submit accurate reports to payroll. Maintain a trackable record of commission payments and supporting data.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Plan communication:\u0026lt;/strong\u0026gt; Ensure accurate and timely distribution of sales compensation letters to new hires. Educate new hires on how their incentive compensation plans work and how to access monthly commission statements.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Reporting and analysis:\u0026lt;/strong\u0026gt; Develop incentive metrics, analyses, and account reconciliations to support Finance and Revenue leaders. Assist with monthly reporting, forecasts, and budget preparation.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Plan implementation:\u0026lt;/strong\u0026gt; Support incentive compensation plan implementation and testing to ensure calculations are accurate. Help identify issues early and partner with stakeholders to resolve them.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Sales partnership:\u0026lt;/strong\u0026gt; Serve as a primary contact for the Sales organization on commission inquiries. Respond in a timely, clear, and accurate manner while maintaining strict confidentiality.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Process improvement:\u0026lt;/strong\u0026gt; Evaluate commission guidelines periodically and suggest improvement measures. Assist with documenting processes and procedures to improve consistency and scalability.\u0026lt;/li\u0026gt;\n\u0026lt;/ul\u0026gt;\n\u0026lt;h2\u0026gt;Who You Are\u0026lt;/h2\u0026gt;\n\u0026lt;p\u0026gt;Beyond the qualifications, we hire through a specific lens. These aren\u0026#39;t buzzwords; they\u0026#39;re the things we\u0026#39;ll actually look for in how you talk about your work.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re a builder, not a maintainer.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re most energized when there isn\u0026#39;t a clear path yet, and you get to define it. You don\u0026#39;t wait for direction; you identify gaps, shape solutions, and drive them forward. At Pendo, great Sr. Incentive Compensation Analysts don\u0026#39;t just follow instructions; they operate as strategic advisors, influencing decisions, guiding stakeholders, and elevating how we work.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re AI-curious - genuinely.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re not using AI tools occasionally. You\u0026#39;re rewiring how you work around them. You\u0026#39;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.\u0026lt;/p\u0026gt;\n\u0026lt;h2\u0026gt;Must-haves\u0026lt;/h2\u0026gt;\n\u0026lt;ul\u0026gt;\n\u0026lt;li\u0026gt;3-5 years of experience in sales compensation, sales operations, finance, or a related function.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Bachelor’s degree in Finance, Accounting, Economics, or a related field.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Strong analytical, organizational, and detail-oriented working style with the ability to manage accurate compensation data and calculations.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Strong time management skills with the ability to prioritize tasks and support recurring monthly and quarterly deadlines.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Excellent written and verbal communication skills, with the ability to respond clearly and professionally to Sales organization inquiries.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Strong Excel and Google Suite skills, including pivot tables and v-lookups.\u0026lt;/li\u0026gt;\n\u0026lt;/ul\u0026gt;\n\u0026lt;h2\u0026gt;Nice-to-haves\u0026lt;/h2\u0026gt;\n\u0026lt;ul\u0026gt;\n\u0026lt;li\u0026gt;Experience working in a SaaS company.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Prior experience or familiarity administering commissions in Xactly or a similar incentive compensation platform, such as CaptivateIQ, SPIFF, or CallidusCloud.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Experience using Salesforce.com.\u0026lt;/li\u0026gt;\n\u0026lt;/ul\u0026gt;\n\u0026lt;h2\u0026gt;About Pendo\u0026lt;/h2\u0026gt;\n\u0026lt;p\u0026gt;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\u0026#39;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.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Pendo Core Values:\u0026lt;/strong\u0026gt; Bias to Act, Hone Your Craft, The Team is Pendo, and Maniacal Focus.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Location:\u0026lt;/strong\u0026gt; Pendo is a hybrid culture. In-office 3 days per week unless designated remote.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Compensation:\u0026lt;/strong\u0026gt; The expected salary range for this role to be performed in Raleigh, NC is $88,500 - $106,000 plus annual bonus and equity.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Benefits:\u0026lt;/strong\u0026gt; Highly competitive, employer-heavy coverage including $0 premium options, strong 401(k) match, equity, and flexible time off.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;EEOC:\u0026lt;/strong\u0026gt; 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.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Accessibility:\u0026lt;/strong\u0026gt; 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.\u0026lt;/p\u0026gt;","departments":[{"id":4068401002,"name":"Finance","child_ids":[],"parent_id":4008297002}],"offices":[{"id":4004555002,"name":"Raleigh, NC","location":"Raleigh, North Carolina, United States","child_ids":[],"parent_id":null}]},{"absolute_url":"https://job-boards.greenhouse.io/pendo/jobs/8517352002","data_compliance":[{"type":"gdpr","requires_consent":false,"requires_processing_consent":false,"requires_retention_consent":false,"retention_period":null,"demographic_data_consent_applies":false}],"internal_job_id":6402291002,"location":{"name":"Raleigh, NC"},"metadata":null,"id":8517352002,"updated_at":"2026-05-05T16:40:49-04:00","requisition_id":"FY27-101666","title":"Sr. Revenue Accountant","company_name":"Pendo","first_published":"2026-05-05T16:40:49-04:00","language":"en","application_deadline":null,"content":"\u0026lt;h2\u0026gt;The Team + The Role\u0026lt;/h2\u0026gt;\n\u0026lt;p\u0026gt;Pendo’s Revenue Accounting team supports the order-to-cash process and helps ensure revenue is recognized accurately, efficiently, and in compliance with technical accounting standards. The team partners closely with Sales, Revenue Operations, Systems, and external auditors to translate complex revenue requirements into scalable processes.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;As a Sr. Revenue Accountant, you will contribute to the revenue recognition process end to end, with a focus on ASC 606, complex contract review, technical accounting research, and monthly revenue reporting. You will help reduce manual work by leveraging automation tools, data flows, integrations, and AI-enabled tools while coaching junior team members and strengthening cross-functional alignment.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;This role is a hybrid role based in our Raleigh office.\u0026lt;/p\u0026gt;\n\u0026lt;h2\u0026gt;What this looks like day-to-day\u0026lt;/h2\u0026gt;\n\u0026lt;ul\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Revenue accounting and contract review:\u0026lt;/strong\u0026gt; Review complex customer contracts for ASC 606 considerations and assess the operational impact of contract terms. Research and document policy positions on areas such as standalone selling price, variable consideration, and contract modifications.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Technical accounting documentation:\u0026lt;/strong\u0026gt; Draft technical accounting memos and documentation for accounting policy elections, including ASC 606-related positions. Communicate conclusions clearly to internal stakeholders and external auditors.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Systems and process improvement:\u0026lt;/strong\u0026gt; Research and support the adoption of new accounting systems, features, and automation opportunities. Partner with cross-functional stakeholders to improve alignment, reduce manual revenue processes, and scale revenue operations as Pendo grows.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Training and cross-functional enablement:\u0026lt;/strong\u0026gt; Develop training and documentation for cross-functional teams to support consistent understanding and compliant application of complex revenue policies. Help ensure Sales, Revenue Operations, and Systems teams have clear guidance on revenue-related processes.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Monthly close and reporting:\u0026lt;/strong\u0026gt; Participate in month-end close and support accurate monthly revenue reporting. Perform key revenue review controls, variance analysis, and process improvements that help shorten timelines while maintaining compliance.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Team mentorship:\u0026lt;/strong\u0026gt; Coach and mentor junior team members on daily challenges, technical accounting principles, and professional development within the revenue recognition function. Review work thoughtfully and help raise the quality and consistency of team output.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;AI-enabled accounting work:\u0026lt;/strong\u0026gt; Leverage AI-enabled tools to improve efficiency in technical accounting research, memo drafting, and complex problem-solving. Apply sound judgment when evaluating outputs and incorporating AI into accounting and finance workflows.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Additional accounting support:\u0026lt;/strong\u0026gt; Perform other accounting duties as assigned. Balance flexibility with ownership while supporting the broader needs of the accounting organization.\u0026lt;/li\u0026gt;\n\u0026lt;/ul\u0026gt;\n\u0026lt;h2\u0026gt;Who You Are\u0026lt;/h2\u0026gt;\n\u0026lt;p\u0026gt;Beyond the qualifications, we hire through a specific lens. These aren\u0026#39;t buzzwords; they\u0026#39;re the things we\u0026#39;ll actually look for in how you talk about your work.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re a builder, not a maintainer.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re most energized when there isn\u0026#39;t a clear path yet, and you get to define it. You don\u0026#39;t wait for direction; you identify gaps, shape solutions, and drive them forward. At Pendo, great Sr. Revenue Accountants don\u0026#39;t just follow instructions; they operate as strategic advisors, influencing decisions, guiding stakeholders, and elevating how we work.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re AI-curious - genuinely.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re not using AI tools occasionally. You\u0026#39;re rewiring how you work around them. You\u0026#39;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.\u0026lt;/p\u0026gt;\n\u0026lt;h2\u0026gt;Must-haves\u0026lt;/h2\u0026gt;\n\u0026lt;ul\u0026gt;\n\u0026lt;li\u0026gt;Bachelor’s degree in accounting or a closely related field.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;4+ years of relevant experience in technical revenue accounting, preferably with a combination of public accounting and fast-paced SaaS industry experience.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Deep, practical working knowledge of ASC 606, including standalone selling price, variable consideration, and contract modifications.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Practical experience supporting SaaS revenue models and applying technical accounting guidance to real order-to-cash processes.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Experience supporting financial reporting, including revenue variance analysis and key revenue review controls.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Advanced proficiency in Microsoft Excel.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Strong proficiency using generative AI tools, including optimizing prompts, evaluating outputs, and understanding how AI can support technical research and accounting problem-solving.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Detail-oriented approach with strong problem-solving and analytical skills.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Experience reviewing junior team members’ work and mentoring others on technical accounting principles and professional development.\u0026lt;/li\u0026gt;\n\u0026lt;/ul\u0026gt;\n\u0026lt;h2\u0026gt;Nice-to-haves\u0026lt;/h2\u0026gt;\n\u0026lt;ul\u0026gt;\n\u0026lt;li\u0026gt;Workday Financials experience.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Salesforce experience.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;CPA license.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Zuora experience.\u0026lt;/li\u0026gt;\n\u0026lt;/ul\u0026gt;\n\u0026lt;h2\u0026gt;About Pendo\u0026lt;/h2\u0026gt;\n\u0026lt;p\u0026gt;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\u0026#39;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.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Pendo Core Values:\u0026lt;/strong\u0026gt; Bias to Act, Hone Your Craft, The Team is Pendo, and Maniacal Focus.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Location:\u0026lt;/strong\u0026gt; Pendo is a hybrid culture. In-office 3 days per week unless designated remote.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Compensation:\u0026lt;/strong\u0026gt; The expected salary range for this role to be performed in Raleigh, NC is USD 102,600 - USD 123,000.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Benefits:\u0026lt;/strong\u0026gt; Pendo offers highly competitive, employer-heavy coverage in the United States, including $0 premium options, a strong 401(k) match, equity, and flexible time off.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;EEOC:\u0026lt;/strong\u0026gt; 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.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Accessibility:\u0026lt;/strong\u0026gt; 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.\u0026lt;/p\u0026gt;","departments":[{"id":4068401002,"name":"Finance","child_ids":[],"parent_id":4008297002}],"offices":[{"id":4004555002,"name":"Raleigh, NC","location":"Raleigh, North Carolina, United States","child_ids":[],"parent_id":null}]},{"absolute_url":"https://job-boards.greenhouse.io/pendo/jobs/8533499002","data_compliance":[{"type":"gdpr","requires_consent":false,"requires_processing_consent":false,"requires_retention_consent":false,"retention_period":null,"demographic_data_consent_applies":false}],"internal_job_id":6408006002,"location":{"name":"New York, NY"},"metadata":null,"id":8533499002,"updated_at":"2026-05-07T10:15:00-04:00","requisition_id":"FY27-101693","title":"Staff AI Engineer","company_name":"Pendo","first_published":"2026-05-05T14:04:00-04:00","language":"en","application_deadline":null,"content":"\u0026lt;h1\u0026gt;Staff AI Software Engineer\u0026lt;/h1\u0026gt;\n\u0026lt;h2\u0026gt;The Team + The Role\u0026lt;/h2\u0026gt;\n\u0026lt;p\u0026gt;Our Emerging Team is focused on building AI Products for our product experience (PX) platform. We build from the ground up to explore, prototype, and ship AI-native experiences that change how software teams understand and serve their users. This is not an AI layer added to existing product; it is a deliberate bet on what product intelligence looks like next. The team operates with high autonomy, moves quickly, and builds products without clear precedents.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;As a Staff AI Software Engineer, you will sit at the intersection of deep technical capability and strong product judgment. You will design and build production-grade AI systems, including RAG pipelines, agentic workflows, and LLM-powered features, while making clear tradeoffs across prompting, fine-tuning, architecture, evaluation, and deployment. You will also partner closely with product, design, and engineering stakeholders to frame the right problems and communicate technical decisions clearly.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;This role is based in our New York office.\u0026lt;/p\u0026gt;\n\u0026lt;h2\u0026gt;What this looks like day-to-day\u0026lt;/h2\u0026gt;\n\u0026lt;ul\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Applied AI systems:\u0026lt;/strong\u0026gt; Design and build AI-native systems, including RAG pipelines, agentic workflows, and LLM-powered product features. You will take ideas from prototype through production and ensure they can support real users.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Model strategy:\u0026lt;/strong\u0026gt; Make principled decisions about when to prompt, when to fine-tune, and when to use a different technical approach entirely. You will explain those tradeoffs clearly to engineers and non-engineers.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Evaluation and guardrails:\u0026lt;/strong\u0026gt; Instrument and evaluate model outputs rigorously by defining evaluation frameworks and identifying hallucinations early. You will implement guardrails that hold up under real-world usage and load.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;MLOps ownership:\u0026lt;/strong\u0026gt; Own model deployment, monitoring, latency optimization, cost management, and reliability at scale. You will ensure AI systems are observable, performant, and production-ready.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Full-stack delivery:\u0026lt;/strong\u0026gt; Contribute across the stack when needed to get complete AI products in front of users. This team ships products, not just models, and you will help close the gap between technical capability and user experience.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Product partnership:\u0026lt;/strong\u0026gt; Partner closely with product and design to frame problems well before implementation begins. You will push back when the framing is wrong and help the team stay focused on what is worth building.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;\u0026lt;strong\u0026gt;Technical leadership:\u0026lt;/strong\u0026gt; Stay current on the research and tooling landscape, including transformers, diffusion architectures, orchestration frameworks, and emerging agent patterns. You will bring relevant advances back to the team and help raise the technical bar.\u0026lt;/li\u0026gt;\n\u0026lt;/ul\u0026gt;\n\u0026lt;h2\u0026gt;Who You Are\u0026lt;/h2\u0026gt;\n\u0026lt;p\u0026gt;Beyond the qualifications, we hire through a specific lens. These aren\u0026#39;t buzzwords; they\u0026#39;re the things we\u0026#39;ll actually look for in how you talk about your work.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re a builder, not a maintainer.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re most energized when there isn\u0026#39;t a clear path yet, and you get to define it. You don\u0026#39;t wait for direction; you identify gaps, shape solutions, and drive them forward. At Pendo, great Staff AI Software Engineers don\u0026#39;t just follow instructions; they operate as strategic advisors, influencing decisions, guiding stakeholders, and elevating how we work.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re AI-curious - genuinely.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;You\u0026#39;re not using AI tools occasionally. You\u0026#39;re rewiring how you work around them. You\u0026#39;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.\u0026lt;/p\u0026gt;\n\u0026lt;h2\u0026gt;Must-haves\u0026lt;/h2\u0026gt;\n\u0026lt;ul\u0026gt;\n\u0026lt;li\u0026gt;Deep hands-on experience building and shipping LLM-powered systems, including retrieval-augmented generation, tool use, and agent orchestration frameworks.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Demonstrated ability to set technical direction for AI systems across teams, establish architectural patterns, make foundational model strategy decisions, and raise the bar for AI engineering quality.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Experience owning outcomes across team boundaries, including identifying capability gaps, driving alignment across engineering and product, and influencing how a broader organization approaches AI.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Strong command of model evaluation, including designing evaluation suites, reasoning about overfitting and bias-variance tradeoffs, and systematically detecting and mitigating hallucinations.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Solid understanding of modern model architectures, including transformers and diffusion models, with the ability to make informed decisions about when and how to apply them.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Production MLOps experience, including model deployment, monitoring pipelines, and latency, cost, and reliability optimization in live environments.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Strong full-stack fundamentals and comfort working across backend and frontend systems to ship complete, user-facing AI products.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Exceptional communication skills, with the ability to explain complex technical decisions clearly to engineers, product managers, and executives.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Demonstrated product judgment and the ability to evaluate whether something should be built before determining how to build it.\u0026lt;/li\u0026gt;\n\u0026lt;/ul\u0026gt;\n\u0026lt;h2\u0026gt;Nice-to-haves\u0026lt;/h2\u0026gt;\n\u0026lt;ul\u0026gt;\n\u0026lt;li\u0026gt;Experience fine-tuning foundation models and a clear point of view on when fine-tuning outperforms prompting-based approaches.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Familiarity with AI safety considerations, guardrail frameworks, and responsible deployment practices.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Experience building agentic or multi-step reasoning systems using tools such as LangChain, LlamaIndex, or custom orchestration frameworks.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Background in a SaaS or product analytics environment where user behavior data informs AI product design.\u0026lt;/li\u0026gt;\n\u0026lt;li\u0026gt;Prior experience contributing to or launching a net-new team or product area.\u0026lt;/li\u0026gt;\n\u0026lt;/ul\u0026gt;\n\u0026lt;h2\u0026gt;About Pendo\u0026lt;/h2\u0026gt;\n\u0026lt;p\u0026gt;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\u0026#39;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.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Pendo Core Values:\u0026lt;/strong\u0026gt; Bias to Act, Hone Your Craft, The Team is Pendo, and Maniacal Focus.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Location:\u0026lt;/strong\u0026gt; Pendo is a hybrid culture. In-office 3 days per week unless designated remote.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Compensation:\u0026lt;/strong\u0026gt; The expected salary range for this role to be performed in New York, NY is $250,000 - $280,000.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Benefits:\u0026lt;/strong\u0026gt; Highly competitive, employer-heavy coverage, including $0 premium options, strong 401(k) match, equity, and flexible time off.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;EEOC:\u0026lt;/strong\u0026gt; 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.\u0026lt;/p\u0026gt;\n\u0026lt;p\u0026gt;\u0026lt;strong\u0026gt;Accessibility:\u0026lt;/strong\u0026gt; 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.\u0026lt;/p\u0026gt;","departments":[{"id":4128802002,"name":"Engineering - Emerging","child_ids":[],"parent_id":4008296002}],"offices":[{"id":4004552002,"name":"New York, NY","location":"New York, New York, United States","child_ids":[],"parent_id":null}]}],"meta":{"total":30}}