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About the Role

This role supports Pendo’s continued expansion in Brazil, focusing on scaling enterprise growth. As a Sr. Account Executive, you will own new enterprise business across Brazil, managing the full sales cycle from prospecting to close. You will serve as the primary commercial contact for prospects and customers, leading value discovery, product demonstrations, proofs of concept, and contract conversations. This role requires an entrepreneurial seller who can build territory strategy, create pipeline, and partner cross-functionally to win complex B2B SaaS deals.

Responsibilities

Drive the end-to-end sales lifecycle for B2B enterprise software deals across Brazil.
Lead self-sourced prospecting, lead generation, demos, negotiation, and closing while managing a clear plan to achieve your territory goal.
Research and target new business opportunities using modern prospecting tools.
Build and maintain a prioritized account plan that supports consistent pipeline creation and enterprise account acquisition.
Deliver high-impact product demonstrations tied to specific customer business outcomes.
Provide technical assistance, guide evaluations, and successfully navigate proof-of-concept processes with prospects.
Lead deep discovery to understand customer needs, business challenges, and strategic priorities.
Connect Pendo’s capabilities to measurable outcomes and help prospects understand how Pendo can support their goals.
Navigate complex negotiations, including contract reviews, legal terms, and commercial discussions.
Collaborate with internal partners to move deals forward while maintaining a strong customer-facing presence.
Partner with Business Development Representatives, Sales Engineers, and other cross-functional teams to create and close new opportunities.
Bring a startup mentality, entrepreneurial mindset, and accountability to the broader sales team.

Requirements

Fluent Portuguese and English communication skills, including verbal and written fluency in a professional environment.
5+ years of full-cycle B2B SaaS sales experience, including responsibility for closing business.
2+ years of recent enterprise-level B2B SaaS sales experience selling into Brazil.
Demonstrated consistent track record of goal attainment in a quota-carrying sales role.
Strong business acumen, including an understanding of SaaS financial metrics and how they inform enterprise software buying decisions.
High technical aptitude and the ability to understand, demonstrate, and position a SaaS platform in complex sales cycles.
AI fluency and willingness to adopt AI tools into your sales workflow.
Ability to travel up to 25% within the region and for company-wide events.
Training with MEDDICC and Force Management.
Willingness to learn and adapt in a fast-paced sales environment.
Ability to embrace feedback, hold yourself accountable, and continue improving your craft.
Accelerated business acumen that helps you quickly understand customer priorities and enterprise buying dynamics.
Curiosity, drive, and a growth mentality.

Skills

B2B SaaS sales
Enterprise sales
Full-cycle sales
Prospecting
Lead generation
Demos
Negotiation
Closing
Territory planning
Account planning
Product demonstrations
Value discovery
Deal strategy
Contract negotiation
Cross-functional collaboration
AI tools
MEDDICC
Force Management

Location

Remote
Texas

Work Type

Remote
Full-time

Experience Level

Sr. Account Executive
5+ years of full-cycle B2B SaaS sales experience
2+ years of recent enterprise-level B2B SaaS sales experience selling into Brazil

Salary/Compensations

$280,000 - $300,000 OTE
50/50 base-to-variable compensation split

Benefits

Highly competitive, employer-heavy coverage
$0 premium options
Strong 401(k) match
Equity
Flexible time off

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.