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About the Role

The Enterprise Sales team at Pendo drives strategic growth across high-value customers, engaging ASX Top 100 organizations with Pendo's all-in-one platform for product analytics, digital adoption, in-app guidance, feedback, and AI-powered insights. This role is critical in driving multi-year partnerships and large-scale transformation through disciplined sales execution and deep customer engagement.

Responsibilities

• 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, multi-threading, and long-term growth.
• Apply value-based selling approaches to align Pendo's platform capabilities with each customer's 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 regularly—meet 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.

Requirements

• 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 pipeline generation end-to-end.
• Exposure to AI/ML or data-focused customer conversations.

Skills

• AI-curious
• Salesforce
• Clari
• Gong
• MEDDPICC
• Force Management
• Value-based selling
• Pipeline generation
• Account planning
• Multi-threading
• Strategic forecasting

Location

• Sydney

Work Type

• Hybrid

Experience Level

• Enterprise Sales
• Sr. Account Executive

Benefits

• Flexible, high-control benefits with a monthly health stipend
• Strong parental leave
• Equity
• Above-market retirement contributions

About the Company

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

Equal Opportunity

• 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.
• 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: accommodation@pendo.io.
• All requests for accommodations are treated discreetly and confidentially, as practical and permitted by law.