Mid Market Account Executive

Mid Market Account Executive

Requirements

• 5+ years of experience in an Account Executive or related role (e.g., growth, retention, or sales) involving direct customer engagement and relationship management.
• Proven experience managing Mid Market accounts, with a demonstrated ability to build and maintain relationships at the executive level.
• Strong contract negotiation skills, including expertise in structuring and closing multi-year agreements.
• Exceptional communication and presentation skills tailored for executive audiences, with the ability to influence decision-makers effectively.
• Experience in territory planning and researching customer value propositions to develop strategic account plans.
• Successful track record in technology sales within a subscription-based business model, with consistent achievement of targets.
• Excellence in sales pipeline management and CRM tools, particularly Salesforce.com & Clari.
• Bachelor’s degree or equivalent professional experience.

Responsibilities

• Become a mini-expert on Pendo’s Solutions and Sales Strategy: Develop a deep understanding of Pendo’s product offerings, go-to-market (GTM) strategy, and best practices for pricing, negotiating, and closing renewals and expansions.
• Analyze Customer Accounts: Research customer contracts, purchasing history, and usage data to craft timely and accurate renewal and expansion proposals for your assigned accounts.
• Own the Sales Pipeline: Manage and maintain a strong opportunity pipeline, ensuring accurate forecasting and timely updates to leadership on progress and challenges.
• Drive Revenue Growth: Achieve quarterly and annual targets for bookings, renewals, expansions, and other key sales metrics. Focus on increasing penetration in assigned accounts through cross-sell and upsell opportunities.
• Lead Strategic Account Planning: Conduct regular account reviews and planning sessions to identify growth opportunities and ensure alignment with customer goals.
• Running and Closing Deals: Handle the entire sales cycle from opportunity creation and quote generation to purchase order (PO) processing and deal closure.
• Resolve Customer Challenges: Addressing and helping to resolve any customer challenges, working to maintain high satisfaction and retention.
• Collaborate for Success: Partner with technical, customer success, and product teams to develop tailored renewal and expansion strategies. Engage cross-functional teams to address technical or business challenges during the sales process.
• Identify Upsell Opportunities: Recognize when technical or business help is needed to uncover and secure additional growth opportunities.
• Adapt and Travel as Needed: Be flexible to travel for key customer meetings, events, or strategic engagements as required.

Preferred Qualifications

• Approaches work with empathy and a creative, problem-solving mindset
• Excellent interpersonal skills with the ability to handle conflict
• Self-motivated, proactive, energetic team player
• Takes an active interest in increasing customer happiness and deepening customer relationships
• Extraordinary time and process management skills, ensuring nothing slips through the cracks
• Treats work like a craft, constantly honing and refining skills to adapt to an ever-changing landscape