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AVP, Commercial Sales - Pendo

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Job Title
AVP, Commercial Sales
Job Location
Raleigh, NC
Job Description

Team Description

An exceptional candidate would possess a results-driven and action-oriented mindset, emphasizing collaboration and empathy as a servant-leader. You will play a pivotal role in promoting excellence in execution and laying the groundwork for commercial account expansion through new logo acquisition in North America. The role is based at our headquarters in Raleigh, NC.

This AVP will report to the VP of Americas Commercial and lead and manage a high-performing team of front-line leaders and Commercial Account Executives.

The ideal leader should possess a proven track record in hiring, managing, and nurturing a high-performing team dedicated to acquiring commercial accounts across diverse verticals and geographic locations. As part of your role, you will closely collaborate with the Marketing, Product, and Business Development teams, fostering synergy and alignment to achieve overarching objectives.

Role Responsibilities 

  • Take a strategic approach in hiring, onboarding, and developing Commercial Account Executives while also focusing on growing, motivating, and managing the team effectively.
  • Define and execute strategies required to grow net new sales of Commercial accounts and grow our footprint with new logo lands. 
  • Enable the team to aggressively prospect, identify, qualify, and develop the pipeline.
  • Ensure internal cross-functional collaboration to drive consistent pipeline generation of potential new Commercial accounts.
  • Strategically analyze industry trends and performance metrics to drive execution and accelerate results.
  • Drive excellence in sales execution by leveraging the Pendo Value Framework.
  • Effectively develop and monitor accurate Commercial sales forecasts.

Minimum Qualifications 

  • 5+ years of experience building and managing a high-performing SaaS sales team 
  • 7+ years of experience selling software technology in a fast-growing environment
  • Experience managing front-line sales leaders
  • Track record of overachievement
  • Must possess excellent value-based sales methodology and a high aptitude to collaborate in a decentralized environment
  • Must demonstrate an ability to adapt and lead in a fast-changing environment
  • Have implemented MEDDICC 

Preferred Qualifications 

  • Certified MEDDICC & Force Management

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 impact Pendo's future. Our culture is passionate, dynamic, and fun.


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 people of different backgrounds, experiences, abilities, and perspectives.


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 accommodation(s) for any part of the recruitment process, please send a request to All requests for accommodations are treated discreetly and confidentially, as practical and permitted by law


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.

The expected OTE range for this role to be performed in North Carolina is USD $326K - USD $410K 50/50 split

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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Pendo Headquarters Location

Raleigh, NC

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Pendo Company Size

Between 500 - 1,000 employees

Pendo Founded Year


Pendo Total Amount Raised


Pendo Funding Rounds

View funding details
  • Secondary Market

    $110,000,000 USD

  • Series F

    $150,000,000 USD

  • Series E

    $100,000,000 USD

  • Series D

    $50,000,000 USD

  • Series C

    $25,000,000 USD

  • Series B

    $20,000,000 USD

  • Series A

    $11,000,000 USD

  • Convertible Note

    $1,250,000 USD

  • Debt Financing

    $1,250,000 USD

  • Seed

    $1,000,000 USD