Sr Account Executive, Commercial Sales - ANZ

Requirements

• Beyond the qualifications, we hire through a specific lens. These aren't buzzwords; they're the things we'll actually look for in how you talk about your work.
• You're a builder, not a maintainer.
• You're AI-curious - genuinely.
• 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 PG end-to-end
• Exposure to AI/ML or data-focused customer conversations
• About Pendo
• Pendo Core Values: Bias to Act, Hone Your Craft, The Team is Pendo, and Maniacal Focus.
• Location: Pendo is a hybrid culture. In-office 3 days per week unless designated remote.
• Benefits: Flexible, high-control benefits with a monthly health stipend, strong parental leave, equity, and above-market retirement contributions
• 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.
• #LI-Hybrid
• #LI-VR1

Benefits

Additional Information

The Team + The Role 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. This role is based 3 days per week in our Sydney office, What this looks like day-to-day 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 (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

Your Match

How well this role fits your profile.

Company Intel

What employees say

Worked at pendo? Share your experience