Sr Account Executive, Commercial Sales - ANZ

The Team + The Role

Pendo’s Commercial Sales organization drives revenue growth across growth-stage and SMB customer segments. The team helps customers understand, adopt, and expand the value they get from Pendo while creating a consistent revenue motion across prospecting, acquisition, account management, renewals, expansions, and retention. This work matters because it connects customer outcomes directly to Pendo’s long-term growth. As a Sr. Account Executive in ANZ, you will own the full customer lifecycle within commercial size businesses across ANZ. You will serve as the primary point of contact for customers in your book of business, leading net-new acquisition, account management, renewals, expansions, and churn mitigation. You will partner with Customer Success, Solutions Engineering, Legal, and Finance to deliver long-term customer value while achieving quarterly sales and retention targets. This role is based 3 days per week in our Sydney office,

What this looks like day-to-day

• Develop product expertise: Build deep understanding of Pendo’s products and how they solve customer challenges. Use that knowledge to guide discovery, shape solutions, and support both net-new and existing customer conversations. - Generate pipeline consistently: Build consistent weekly pipeline generation in partnership with business development. Identify new opportunities across your territory and create steady momentum toward pipeline creation and bookings targets. - Own the full sales cycle: Manage net-new prospects and current customers from discovery through close. Lead expansion and renewal strategies within your book of business while maintaining clear accountability across the customer journey. -  Own a rolling forecast and maintain clear visibility into pipeline health. Track progress against pipeline creation, bookings, renewal, and retention goals with accuracy and discipline. -  Uncover customer challenges through consultative discovery and align Pendo’s platform to the outcomes customers need. Translate customer needs into clear solution narratives that support confident buying decisions. -  Guide prospects through free trials and proof of concept evaluations. Help customers assess product value, understand fit, and move through the buying process with clarity. -  Develop executive-level customer relationships while partnering internally to address technical needs. Work cross-functionally to support value realization and build durable customer partnerships. -  Build and execute account plans that drive net-new opportunities, expansion, and long-term growth. Use customer context, business goals, and product adoption signals to identify the right next steps. -  Develop and deliver pricing proposals, negotiate contracts, and manage billing questions and renewal transactions with precision. Keep deals organized and moving with strong process discipline. -  Keep timely and accurate records of activities in Salesforce and other tools across the sales tech stack. Ensure account, opportunity, and forecast information is current and actionable. ## Who You Are