About the role
The Team +
The Role Pendo’s sales team drives growth by helping organizations understand and improve how their customers experience software.
The team partners across business development, sales engineering, and customer-facing functions to identify opportunities, build value, and expand Pendo’s footprint in strategic markets. This role supports Pendo’s continued expansion in Brazil, where the company has built early momentum and is now focused on scaling enterprise growth. As a Sr. Account Executive, you will own new enterprise business across Brazil, managing the full sales cycle from prospecting and lead generation through demo, evaluation, negotiation, and close. You will serve as the primary commercial contact for prospects and customers, leading value discovery, product demonstrations, proofs of concept, and contract conversations. This role requires an entrepreneurial seller who can build territory strategy, create pipeline, and partner cross-functionally to win complex B2B SaaS deals. This is a remote role based in Texas. What this looks like day-to-day Enterprise sales ownership: Drive the end-to-end sales lifecycle for B2B enterprise software deals across Brazil. You will lead self-sourced prospecting, lead generation, demos, negotiation, and closing while managing a clear plan to achieve your territory goal. Territory planning and prospecting: Research and target new business opportunities using modern prospecting tools. You will build and maintain a prioritized account plan that supports consistent pipeline creation and enterprise account acquisition. Product demonstrations and evaluations: Master the Pendo platform so you can deliver high-impact product demonstrations tied to specific customer business outcomes. You will provide technical assistance, guide evaluations, and successfully navigate proof-of-concept processes with prospects. Value discovery: Lead deep discovery to understand customer needs, business challenges, and strategic priorities. You will connect Pendo’s capabilities to measurable outcomes and help prospects understand how Pendo can support their goals. Deal strategy and negotiation: Navigate complex negotiations, including contract reviews, legal terms, and commercial discussions. You will collaborate with internal partners to move deals forward while maintaining a strong customer-facing presence. Cross-functional partnership: Partner with Business Development Representatives, Sales Engineers, and other cross-functional teams to create and close new opportunities. You will bring a startup mentality, entrepreneurial mindset, and accountability to the broader sales team.