Sr Account Executive, Commercial Sales ANZ

The Enterprise Sales team at Pendo is responsible for driving strategic growth across our highest-value customers. This team engages ASX Top 100 organizations delivering transformative value through Pendos all-in-one platform for product analytics digital adoption in-app guidance feedback and AI-powered insights.

With over 15000 customers Pendo is scaling with purpose. The Enterprise team plays a critical role in this journey driving multi-year partnerships and large-scale transformation through disciplined sales execution and deep customer engagement.

This role is based 3 days per week in our Sydney office

• Own and drive strategic sales cycles across a portfolio of named enterprise accounts focused on both new business and expansion across ANZ
• Execute a disciplined territory and account planning strategy with an emphasis on pipeline generation (PG) multi-threading and long-term growth
• Apply value-based selling approaches to align Pendos platform capabilities with each customers unique strategic and technical priorities
• Engage deeply with C-suite and VP-level buyers fostering urgency and clarity throughout the sales process
• Build and deliver tailored points of view (POVs) proof-of-value engagements and business cases using frameworks like MEDDPICC and Force Management
• Partner closely with cross-functional stakeholders including Solutions Engineers Customer Success and Product to ensure strategic alignment and deal velocity
• Be in the field regularlymeet prospects onsite to deepen relationships accelerate timelines and differentiate
• Track and forecast with precision using Salesforce Clari Gong and other tools using data to drive decision-making

Beyond the qualifications we hire through a specific lens. These arent buzzwords; theyre the things well actually look for in how you talk about your work.

Youre a builder not a maintainer.
Youre most energized when there isnt a clear path yet and you get to define it. You dont wait for direction; you identify gaps shape solutions and drive them forward. At Pendo great Sr. Account Executives dont just follow instructions; they operate as strategic advisors influencing decisions guiding stakeholders and elevating how we work.

Youre AI-curious - genuinely.
Youre not using AI tools occasionally. Youre rewiring how you work around them. Youre 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.

• Proven success selling enterprise SaaS to VP and C-level stakeholders at ASX Top 100 companies
• Demonstrated ability to run complex solution sales motions with large buying groups across business and IT
• Strong track record of pipeline generation account planning and consistent quota overachievement across the ANZ Region
• Deep familiarity with value selling MEDDPICC and strategic forecasting methodologies

• Experience selling in competitive SaaS environments (e.g. product analytics data/AI digital adoption platforms)
• Expertise in developing territory strategy and owning PG end-to-end
• Exposure to AI/ML or data-focused customer conversations

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 societys 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.

Pendo Core Values:Bias to Act Hone Your Craft The Team is Pendo and Maniacal Focus.

Location: Pendo is a hybrid -office 3 days per week unless designated remote.

Benefits: Flexible high-control benefits with a monthly health stipend strong parental leave equity and above-market retirement contributions

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: All requests for accommodations are treated discreetly and confidentially as practical and permitted by law.

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