Job description
Pendo is seeking a driven, entrepreneurial Senior Account Executive, Commercial Sales to join our growing APAC team. This is a high-impact, quota-carrying role focused primarily on new business acquisition with a focus on Australia and New Zealand, with a small set of existing customers under management.
As part of a small, dynamic regional team, you’ll have the opportunity to help shape Pendo’s go-to-market approach in one of our fastest-growing regions. You’ll be responsible for generating pipeline, managing complex sales cycles, and closing new logo opportunities while also maintaining and expanding a select group of existing customers.
This role is ideal for a motivated seller who thrives in autonomy, enjoys building pipeline from the ground up, and brings a consultative, creative approach to customer engagement. You’ll work closely with sales development, customer success, and product teams to bring Pendo’s value to life for customers across the commercial segment.
Role Responsibilities
- Drive New Business Growth: Own the full sales cycle from prospecting to close, focusing primarily on landing new customers across Australia and New Zealand.
- Pipeline Generation: Build and manage a robust pipeline through outbound prospecting, networking, events, and collaboration with the sales development team.
- Territory Ownership: Execute a territory plan to identify and prioritise key accounts, industries, and market segments for growth.
- Consultative Selling: Understand customer challenges and align Pendo’s platform to deliver measurable value for product-led organisations.
- Cross-Functional Collaboration: Partner with internal teams including SDR, Customer Success, Legal, and Product to ensure seamless execution and customer satisfaction.
- Renew and Expand: Manage a small book of existing customers, ensuring successful renewals and identifying expansion opportunities where appropriate.
- Forecast and Execute: Maintain accurate forecasting and pipeline hygiene in Salesforce and Clari, providing visibility into deal progression and risk.
- Regional Engagement: Represent Pendo at industry events, conferences, and customer meetings to strengthen our brand presence in the region.
Minimum Qualifications
- 5+ years of experience in SaaS sales, ideally in commercial or mid-market segments.
- Proven track record of new business success, consistently meeting or exceeding quota through proactive pipeline generation.
- Experience selling into the APAC region, with familiarity in Australia and New Zealand markets preferred.
- Strong consultative and value-based selling skills, with the ability to align technology solutions to business outcomes.
- Excellent communication and presentation skills, capable of engaging senior-level stakeholders.
- Experience managing a full sales cycle including prospecting, discovery, negotiation, and closing.
- Proficiency with Salesforce, Clari, and other modern sales tools.
Preferred Qualifications
- Demonstrated success in a small, agile team environment where initiative and adaptability are key.
- Experience selling product-led growth, analytics, or customer experience solutions.
- Entrepreneurial mindset, comfortable experimenting, learning, and iterating in a growing region.
- Strong organisational skills with the ability to prioritise multiple opportunities effectively.
- Willingness to travel across Australia and New Zealand as needed.
Why Pendo
Pendo helps companies deliver exceptional product experiences by making software more lovable. Joining our APAC team means being part of a fast-growing market expansion where your contributions directly shape our success. You’ll have the autonomy to own your territory, the support of a world-class team, and the opportunity to bring Pendo’s mission to some of the most innovative organisations in the region.
Pendo Description:
Pendo was founded in 2013 by former product managers, who combined their heads and hearts to build something they wanted but never had as product managers – a simple way to understand and attack what truly drives product success. Our mission is to improve society’s experience with software.
Come join one of the fastest-growing startups, supported by best-in-class institutions like Battery Ventures, Salesforce Ventures, Spark Capital and Meritech. You will gain experience in a diverse and exciting set of technologies and clients and have a real impact on Pendo’s future. Our culture is passionate, dynamic, and fun.
EEOC
We are an equal opportunity employer and believe having diverse teams where everyone brings their whole self to Pendo is key to our success. We welcome all people of different backgrounds, experiences, abilities and perspectives.
Accessibility
Pendo is committed to working with, and providing access and reasonable accommodation to, applicants with mental and/or physical disabilities. If you think you may require an accommodation for any part of the recruitment process, please send a request to: [email protected]. All requests for accommodations are treated discreetly and confidentially, as practical and permitted by law.
Compensation
Our salary ranges are based on paying competitively for our size and industry, and are one part of many compensation, benefits and other reward opportunities we provide.
Individual pay rate decisions, including offers made within and over the expected salary range, are based on a number of factors, including qualifications for the role, experience level, skillset, and balancing internal equity relative to peers at the company.
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