Account Director Commercial Sales (Mid-Market)

At Pendo, a Most Loved Workplace® certified employer in the Computer Software space, Elevating the world's experience with software, one product at a time.

<h2>The Team + The Role</h2>

<p>Pendo’s Commercial Sales organization drives revenue growth by helping Mid-Market customers understand, adopt, and expand the value they get from Pendo. The team partners closely with customers and internal stakeholders to create durable growth across new business, renewals, retention, and expansion. This work matters because it helps customers maximize the impact of Pendo’s products while supporting Pendo’s continued growth.</p>

<p>As an Account Director, you will own a full-cycle, quota-carrying sales motion across net-new revenue, existing account growth, renewals, and upsell opportunities. You will identify and engage new accounts and stakeholders, manage a portfolio of existing customers, and build executive relationships that support long-term adoption and expansion. You will also partner with Customer Success, Finance, Legal, Leadership, and other cross-functional teams to execute deals smoothly and deliver customer-first outcomes.</p>

<p>This role is based in our Raleigh office.</p>

<h2>What this looks like day-to-day</h2>

<ul>

<li><strong>Prospect, land, and expand:</strong> Identify and engage new accounts and stakeholders to drive net-new revenue across the Mid-Market segment. Grow Pendo’s footprint within existing accounts by creating and advancing expansion opportunities.</li>

<li><strong>Own the full sales cycle:</strong> Drive product-led deals from prospecting and solution presentations through quoting, negotiation, and close. Manage each stage with clear next steps, strong deal discipline, and a consultative customer-first approach.</li>

<li><strong>Manage renewals and expansion:</strong> Use customer data, contract details, and business goals to support renewals, retention, and upsell opportunities. Build account strategies that align customer outcomes with Pendo’s growth opportuni

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