The Team + The Role
The Enterprise Sales team at Pendo is focused on penetrating Pendo’s most significant untapped accounts, onboarding them onto the Pendo platform, and expanding relationships within the existing customer base. The team is responsible for driving enterprise account growth through disciplined execution, strong customer partnership, and close collaboration across Marketing, Product, and Customer Success.
As RVP, Enterprise Sales, you will report to the AVP of Enterprise Sales and build, manage, and scale a team of high-performing Enterprise Account Directors. You will set the strategy for net-new sales growth, enterprise account expansion, new logo acquisition, forecasting, and sales execution across diverse verticals and geographies.
This is a remote role based in the United States.
What this looks like day-to-day
- Team leadership: Select, onboard, develop, motivate, promote, and manage a team of Enterprise Account Directors. You build a high-performing sales culture grounded in accountability, collaboration, execution, and servant leadership.
- Enterprise growth strategy: Define and execute strategies to grow net-new sales within existing Enterprise accounts and expand Pendo’s footprint through new logo acquisition. You identify where the team should focus and translate growth priorities into clear operating plans.
- Pipeline development: Enable the team to aggressively prospect, identify, qualify, and develop enterprise pipeline. You coach account strategy, inspect pipeline quality, and ensure the team is creating enough opportunity to support sustainable growth.
- Cross-functional alignment: Partner closely with Marketing, Product, Customer Success, and other internal teams to drive customer satisfaction and enterprise account outcomes. You create alignment across teams so customers receive a coordinated, high-quality experience.
- Performance analysis: Analyze industry trends, sales performance, and team metrics to guide execution and accelerate results. You use data to identify risks, prioritize action, and improve sales productivity.
- Sales execution: Drive excellence in sales execution by leveraging the Pendo Value Framework. You reinforce strong value-based selling, coach complex enterprise deal strategy, and help the team execute consistently across opportunities.
- Forecast management: Develop, monitor, and maintain accurate Enterprise sales forecasts. You bring rigor to inspection, methodology, and forecast discipline so the business has clear visibility into performance.
Who You Are
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 most energized when there isn't a clear path yet, and you get to define it. You don't wait for direction; you identify gaps, shape solutions, and drive them forward. At Pendo, great RVPs don't just follow instructions; they operate as strategic advisors, influencing decisions, guiding stakeholders, and elevating how we work.
You're AI-curious - genuinely.
You're not using AI tools occasionally. You're rewiring how you work around them. You're faster, sharper, and more prolific because of it, and you bring that energy to everything — how you approach your work, how you prep, how you communicate, how you think. We want someone who sees AI as a multiplier, not a shortcut.
Must-haves
- 4+ years of experience building and managing a high-performing SaaS sales team selling to Enterprise accounts.
- 7+ years of experience selling enterprise technology in a fast-paced environment.
- Experience building Enterprise businesses from the ground up.
- Track record of overachievement in enterprise sales leadership or enterprise technology sales.
- Strong command of value-based sales methodology and the ability to collaborate effectively in a decentralized environment.
- Demonstrated ability to adapt and lead in a fast-changing environment.
- Experience implementing MEDDICC and Force Management.
Nice-to-haves
- MEDDICC certification.
- Force Management certification.
About Pendo
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.
Location: Pendo is a hybrid culture. In-office 3 days per week unless designated remote.
Compensation: The expected On-Target Earnings (OTE) range for this role is $326K-$410K, with a 50/50 base-to-variable compensation split.
Benefits: Highly competitive, employer-heavy coverage including $0 premium options, strong 401(k) match, equity, and flexible time off.
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.