Team Description
Pendo is looking for a Sr. Manager, Commercial Sales.The Pendo Sales team has the goal of growing the business by 30% year over year. We have a team sales mentality where everyone works together toward a common objective. We are very metrics driven and hold ourselves to a high level of accountability. In addition to the Pendo Core Values, Commercial Sales follows these values:
- Self-generated pipeline
- Hit your number
- Work as a team
- Grow and learn
- Be exceptional
- Have fun
As a Sr. Manager, Commercial Sales you will be responsible for a segment of Account Executives (“AEs”) selling into the Commercial segment of the market across the country. The team will be made up of Commercial AEs from fully round robin territories selling into companies of up to 500 employees. Foremost, you will consistently work to train new AEs (many with their first sales role) to create, build, nurture, and close opportunities. This role will be responsible for consistently hitting a plan and accurately forecasting to that plan.
You will work directly with the S/BDR teams to build a pipeline of promotable people and foster paired relationships with your team. In addition, this role will be closely aligned with: Sales Enablement to develop constant trainings; Sales Operations for systems and team management; and, Marketing to evaluate MQL’s coming to the sales floor and providing a consistent feedback loop.Finally, this role must have a maniacal focus on operational efficiency and a proficiency in documentation. As a Sr. Manager, Commercial Sales you are accountable for creating and executing the plan to hit your team’s revenue goal and will enjoy the full assistance of the company to help you be successful. You will be surrounded by a great team of people from whom you can learn, that said, we also want to learn from you. The ideal candidate will exhibit technical aptitude, entrepreneurial spirit, intellectual curiosity, and a growth mindset.
Role Responsibilities
- Train new and consistently develop Account Executives to advance their careers
- Project and forecast bookings for Pendo's Commercial market
- Build and execute strategic plan for Pendo's Commercial market
- Assist account executives in oversight and execution of their strategic plans
- Learn and demonstrate the Pendo platform to new prospective customers
- Participate in customer calls with your AEs throughout the sales process, and provide feedback and coaching for your AEs
- Enable the team to aggressively prospect, identify, qualify, and develop the pipeline
- Support and manage complex, full cycle customer engagement processes, with experience executing trials, creating business cases, and presenting to c-suite decision makers alongside department champions, in limited budget departments
- Exhibit and reinforce the core values of Pendo and the sales team
- Drive excellence in sales execution by leveraging the Pendo Value Framework
- Negotiate contracts and engage Legal and Security teams for support
- Assist in and coach on pricing and packaging positioning
- Own and manage the recruiting and hiring process for your own team
- Successfully utilize and train on sales tech tools
- In-office expectation in Pendo’s Raleigh, NC HQ location, where the AE team is primarily located
- Occasional irregular hours required, especially to support EOM, EOQ, and customers in alternate time zones.
Minimum Qualifications
- 3+ years of sales management and leadership experience, leading a team of at least 5 sellers
- 3-5 years of proven success and goal attainment in direct, net-new, hunting SaaS sales roles
- Demonstrated consistent track record of hitting goal and numbers, as a seller and manager
- Possess an understanding of SaaS financial metrics
- Previously owned and forecasted a number
- Willingness to learn in a high paced sales environment
- Ability to embrace feedback and hold yourself accountable
- The ability to learn technology basics and apply them to business situations
- FORCE Management/MEDD(P)ICC methodology background
Preferred Qualifications
- Entrepreneurial background
- Experience managing a remote team of sellers
- Experience growing an early stage SaaS company
- Experience selling white-space TAM in a first-of-its-kind, category defining SaaS platform
Pendo Description:
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. You will gain experience in a diverse and exciting set of technologies and clients and have a real impact on Pendo's future.
Our culture is passionate, dynamic, and fun.
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: accommodation@pendo.io. All requests for accommodations are treated discreetly and confidentially, as practical and permitted by law.
Compensation
Our salary ranges are based on paying competitively for our size and industry, and are one part of many compensation, benefits and other reward opportunities we provide.The expected salary range for this role to be performed in Raleigh, NC is $240,000 - $300,000 OTE (50/50 split)Individual pay rate decisions, including offers made within and over the expected salary range, are based on a number of factors, including qualifications for the role, experience level, skillset, and balancing internal equity relative to peers at the company.#LI-CS1#LI-Hybrid
