Account Director Enterprise Sales

The Team + The Role

Pendo’s Enterprise Sales team drives growth across the company’s largest and most strategic accounts. The team partners with senior business and technology leaders to position Pendo as a critical platform for product experience, data, analytics, and digital transformation. In DACH, this team plays a key role in expanding Pendo’s presence with major enterprise customers and prospects.

As a Senior Account Executive, you will own new business across Pendo’s largest DACH accounts and DAX 40 prospect accounts. You will lead complex, multi-stakeholder sales cycles from first engagement through close, with a focus on $500K–$1M+ SaaS opportunities. This role requires a strategic enterprise seller who can build executive relationships, create disciplined account plans, and position Pendo’s AI-powered Data & Analytics solutions with clarity and urgency.

This role is based in our Munich office.

What this looks like day-to-day

• New logo acquisition: Win new enterprise logos across Germany within Pendo’s most strategic segment. You will identify, engage, and convert high-value opportunities across large DACH accounts and DAX 40 prospect accounts.
• Enterprise sales execution: Lead complex, multi-stakeholder sales cycles from first engagement through close. You will navigate matrixed organizations, align executive buyers, and keep deals moving with clear next steps and strong commercial discipline.
• Strategic deal leadership: Consistently drive $500K–$1M+ SaaS opportunities by building value-based business cases. You will position Pendo’s AI-powered Data & Analytics platform as a critical driver of digital transformation for enterprise customers.
• Executive relationship building: Build trusted relationships with C-level leaders and senior decision-makers. You will engage stakeholders with credibility, understand their priorities, and connect Pendo’s capabilities to strategic business outcomes.
• Account planning: Develop and execute clear, strategic account plans for target enterprise accounts. You will map stakeholders, identify growth opportunities, and create focused plans that support new business acquisition and long-term account potential.
• Cross-functional partnership: Collaborate across Pendo to win and expand strategic accounts. You will partner with internal teams to bring the right expertise into each opportunity and create a strong, coordinated customer experience.
• Pipeline and forecast discipline: Maintain accurate forecasting and disciplined pipeline management. You will keep opportunity data current, communicate deal progress clearly, and manage your business with structure and accountability.

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 Senior Account Executives don't just follow instructions; they operate as strategic advisors, influencing decisions, guiding stakeholders, and elevating how we work.

You're AI-curious - genuinely.

Must-haves

• Strong track record of closing $500K–$1M+ enterprise SaaS deals across DACH.
• Experience selling into large, complex, matrixed organizations with multiple senior stakeholders and executive buyers.
• Proven success in a start-up or high-growth environment, with the ability to operate with structure, urgency, and ownership.
• Background selling Data, Analytics, AI, or enterprise technology solutions.
• Passion for AI and technology, with genuine curiosity about how AI is changing the way people work.
• Confident engagement style with C-level leaders, senior decision-makers, and cross-functional stakeholders.
• Structured, strategic, and highly self-driven approach to account planning, pipeline management, and deal execution.
• Fluent German and professional English.

Nice-to-haves

• Experience selling into DAX 40 prospect accounts or similarly large strategic enterprise accounts.
• Experience positioning AI-powered Data & Analytics solutions as part of broader digital transformation initiatives.

Benefits: Robust, employer-backed social coverage paired with additional cash stipends, equity, and meaningful retirement and commute support.