As an Enterprise Account Director you will report to our RVP Enterprise Sales, EMEA, and have direct lines of communication with our EMEA Managing Director and CRO, and any other resources needed to close net new logo’s and business in existing accounts.
This team is responsible for new and existing business across the EMEA Enterprise business segment (1,500 employees +), which is a critical growth area for Pendo.
As an Enterprise Account Director on this team, you will have a strong Pipeline Generation focus and work to secure Pendo's revenue opportunities, which will be an integral part of growing our business in EMEA. We offer competitive salaries, great benefits, much room for personal and professional growth, and a high-energy environment. This role will suit a a determined, strategic, and relationship-driven enterprise seller, proficient in French, who thrives on both landing new customers and expanding existing ones to drive outsized impact across the French Speaking and EMEA market.
Key Responsibilities will include:
- Own the full sales cycle – from initial engagement, demo, and proof of value, through negotiation, close, and multi-year account expansion.
- Develop and execute a strategic territory plan, identifying both net-new opportunities and expansion pathways within existing customers.
- Research, prioritize, and prospect into high-potential Enterprise accounts using modern sales tools and methods.
- Build deep, multi-threaded relationships with executives, decision-makers, and champions across target accounts.
- Deliver compelling demonstrations of the Pendo platform and lead customers through structured evaluations, free trials, or proofs of concept as needed.
- Partner closely with Customer Success, Product, and Executive stakeholders to orchestrate complex, team-based sales cycles that prioritize customer outcomes.
- Drive expansion opportunities by uncovering new use cases, influencing adoption strategies, and securing long-term growth within existing customers.
- Negotiate commercial terms and close contracts that maximize customer lifetime value.
- Maintain accurate pipeline forecasting and record all sales activity in Salesforce.com.
- Represent Pendo as an integral part of the EMEA Enterprise Sales team based in London.
Experience & Skills Required
- 5+ years of proven success in Enterprise SaaS sales, ideally within entrepreneurial or high-growth environments.
- Proficiency in French (business fluent).
- Track record of closing deals in the $100k–$1M+ ARR range with consistent overachievement against revenue goals.
- Strong understanding of SaaS financial metrics and enterprise buying dynamics.
- Ability to navigate complex, team-based sales cycles, leveraging internal executives, product experts, and partners to drive customer success.
- Demonstrated accountability, openness to feedback, and growth mindset.
- Technical curiosity and ability to map platform capabilities to business impact.
Preferred Qualifications
- Familiarity with MEDDPICC and/or Force Management methodology.
- Experience working in high-velocity, learning-oriented sales environments.
- Bonus: Background in technical roles (Product Management, Engineering, or similar).
- Bonus: Entrepreneurial experience (startups, founder, early-stage builder).
- Bonus: Strong pipeline generation background (SDR/BDR experience or equivalent).
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.
#LI-Hybrid
#LI-VR1
