Director, Account Management

As the Director of Account Management at Pendo, you will lead a team of Account Managers, ensuring they meet collective revenue targets, forecast bookings accurately, and develop strong customer relationships. This position requires strategic planning, hiring, and mentoring of talent within the team.

Candidates for the Director of Account Management role at Pendo should have prior sales management experience, a consistent history of meeting goals, and a solid grasp of SaaS metrics. A willingness to learn and develop others is critical.

Pendo is dedicated to creating an environment where the Director of Account Management has ample support and resources. With continuous training and a collaborative culture, you will be empowered to execute your strategic plans and achieve your revenue goals.

While not strictly necessary, having a background in SaaS is highly beneficial for the Director of Account Management position at Pendo. It enables you to better understand the industry-specific challenges and metrics that will help drive success for your team.

Pendo’s culture is dynamic, passionate, and fun, promoting diversity and inclusion. As a Director of Account Management, you'll thrive in an environment that values different perspectives, enabling you to lead with creativity and innovation.

The main responsibilities include managing a team of Account Managers, driving revenue through strategic planning, training, contract negotiations, and presenting to executives. This role is pivotal in achieving the overall business objectives of Pendo.

To apply for the Director of Account Management position at Pendo, you should visit their careers page, where you can find additional information and submit your application, showcasing your relevant experience and enthusiasm for the role.

When forecasting leads, start by gathering historical data, setting realistic yet ambitious targets, and analyzing market trends. Be prepared to communicate how you utilize technology tools to streamline this process.

To motivate my Account Management team, I believe in recognizing achievements, providing continuous training, fostering open communication, and aligning individual goals with team objectives. Demonstrating that their success directly impacts the company's growth is key.

One effective approach for handling challenging negotiations is to enter with a clear understanding of your objectives and the other party’s needs, aiming for a win-win outcome. Use data and empathetic listening to strengthen your position and negotiate successfully.

Ensuring that my team stays updated on Pendo’s products involves regular training sessions, encouraging knowledge sharing within the team, and fostering collaboration with product teams for insights on new features and updates.

Developing a successful sales strategy revolves around understanding customer needs, setting measurable objectives, leveraging data analytics for market trends, and ensuring alignment with the overall business strategy. Continuous evaluation and adaptation are crucial.

Coaching new sales reps involves providing structured training on product knowledge and sales techniques, as well as offering continuous feedback. I believe in setting clear expectations and pairing them with experienced team members for mentorship.

Handling underperforming team members requires open communication to understand the challenges they are facing, providing targeted training and resources, and setting clear performance improvement plans with defined goals and timelines.

I prioritize metrics such as revenue growth, customer retention rates, conversion rates, and team engagement scores to measure performance. These metrics help in understanding the team’s health and areas that need improvement.

Aligning my team with company values involves regularly referencing those values in team meetings, exemplifying them in my behavior, and incorporating them into performance reviews. It helps instill a culture that celebrates ethical conduct and teamwork.

I have extensive experience with various sales tech tools, including CRM software, analytics platforms, and marketing automation systems. I regularly train my team to ensure they leverage these tools effectively to enhance sales processes and performance.