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. 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 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. 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 • Strong track record of closing $500K–$1M+ enterprise SaaS deals across DACH. • Experience selling into large, complex, matrixed organizations with multiple senior stakeholders and execu