Senior Account Executive - Enterprise Sales - APAC

About Pendo in APAC

The APAC team at Pendo is a vibrant, close-knit group passionate about helping customers thrive through better product experiences. We’re growing fast across Australia, New Zealand, and Asia, partnering with some of the most innovative companies in the region—from high-growth startups to established enterprises.

What makes our team special is the balance we strike between autonomy and collaboration: we move with entrepreneurial energy, but always support one another with a strong sense of camaraderie and shared purpose. We’re united by a deep belief in Pendo’s mission and take pride in helping organisations onboard users faster, drive meaningful adoption, and deliver measurable impact. If you’re excited by the idea of building something meaningful in a high-growth, people-first environment, you’ll feel right at home here.

Team Description

The Enterprise Sales team at Pendo is responsible for driving strategic growth across our highest-value customers. This team engages ASX Top 100 organizations, delivering transformative value through Pendo’s all-in-one platform for product analytics, digital adoption, in-app guidance, feedback, and AI-powered insights.

With over 15,000 customers, Pendo is scaling with purpose. The Enterprise team plays a critical role in this journey, driving multi-year partnerships and large-scale transformation through disciplined sales execution and deep customer engagement.

Role Responsibilities of the Senior Account Executive, Enterprise SAles

• Own and drive strategic sales cycles across a portfolio of named enterprise accounts, focused on both new business and expansion across ANZ + Asia
• Execute a disciplined territory and account planning strategy, with an emphasis on pipeline generation (PG), 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

Minimum Qualifications

• 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
• Deep familiarity with value selling, MEDDPICC, and strategic forecasting methodologies

Preferred Qualifications

• Experience selling in competitive SaaS environments (e.g., product analytics, data/AI, digital adoption platforms)
• Expertise in developing territory strategy and owning PG end-to-end
• Exposure to AI/ML or data-focused customer conversations

This is a hybrid position, working 3 days per week from our office in Sydney. We are not able to consider this to be a remote position at this time.

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: [email protected]. 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.

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.

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