Pendo

Role Description Pendo’s Customer Engineering team is the technical backbone of the pre- and post-sales customer motion. The team brings together work that has historically sat across Customer Success, Technical Account Management, and Solutions Engineering into one full-lifecycle technical owner. Customer Engineering helps customers connect technical execution to business outcomes and realize the value of their investment in Pendo. As a Senior Customer Engineer, you own strategic and complex accounts across acquisition, implementation, adoption, expansion, and escalation. You lead technical strategy for complex deployments, resolve ambiguous customer challenges, and partner closely with account teams to drive retention, expansion, and customer value. Your impact extends beyond your own accounts through playbooks, coaching, repeatable fixes, and workflow improvements that raise the capability of the broader Customer Engineering team. This is a remote role supporting a West Coast territory. What this looks like day-to-day - New customer acquisition and selling: - Partner with Account Directors on pre-sales motions for new customer acquisition, product expansion, and expansion across lines of business. - Identify customer pain, craft and deliver tailored demos, and lead technical evaluations through requirements gathering, success criteria, installation guidance, and hands-on workshops. - Complex implementations and value realization: - Lead onboarding for strategic customers, including planning, implementation, integrations, and training. - Build customer-specific implementation playbooks, guide complex deployments with executive visibility, and ensure customers realize value during onboarding and over time. - Adoption, expansion, and growth: - Identify opportunities to expand adoption across underutilized features, untapped products, and new lines of business. - Diagnose root causes when adoption stalls, design a path forward, and connect technical work to measurable business outcomes. - Technical escalation: - Serve as an escalation point for complex technical challenges raised by other Customer Engineers. - Resolve ambiguous problems with multiple variables and tradeoffs, involving Product or Engineering only when truly needed. - Team capability building: - Build playbooks, document repeatable fixes, coach peers, and improve how Customer Engineering work gets done across the team. - Use AI tools to accelerate content creation, surface patterns across accounts, and share practical workflow findings with the broader team. - Early account impact: - Assess account health, risks, stakeholder relationships, and the highest-priority problems to solve within your portfolio. - Establish trust with Account Directors and customer stakeholders, then independently lead complex customer interactions that move accounts forward. - Quarterly business outcomes: - Drive measurable improvement in customer health, retention, expansion, and technical resolution across strategic accounts. - Contribute reusable frameworks, playbooks, or processes that other Customer Engineers use and become a trusted advisor to Account Directors on account health and technical strategy. Qualifications - 5 to 8 years of experience in a customer-facing technical role such as Solutions Engineering, Technical Account Management, Customer Engineering, implementation, professional services, or solutions architecture. - Deep hands-on experience with web technologies including HTML, CSS, JavaScript, and REST APIs, with the ability to architect and troubleshoot complex front-end implementations. - Proven experience managing strategic accounts with executive-level stakeholders, competing priorities, and complex technical or business requirements. - Demonstrated ability to solve ambiguous problems involving multiple variables, constraints, and tradeoffs. - Experience connecting technical execution to business outcomes such as retention, expansion, ROI, and value realization. - Hands-on use of AI tools for account research, content creation, or workflow automation, with demonstrated integration into day-to-day work rather than light experimentation. - Experience mentoring or coaching more junior technical team members. Nice-to-haves - Experience with Pendo, digital adoption platforms, product analytics, or in-app experience tooling in an enterprise environment. - Hands-on experience with mobile app development, including Swift, Android, or React Native. - Familiarity with data architecture, AI or machine learning concepts, or advanced analytics instrumentation. - Track record of building reusable frameworks, playbooks, or processes that were adopted by a broader team. Benefits - Pendo offers highly competitive United States benefits, including employer-heavy coverage with $0 premium options. - Strong 401(k) match. - Equity. - Flexible time off. EEOC 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 all people of different backgrounds, experiences, abilities and perspectives. Accessibility 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 an accommodation for any part of the recruitment process, please send a request to: accommodation@pendo.io. All requests for accommodations are treated discreetly and confidentially, as practical and permitted by law.

Account Director Enterprise Sales Team Description The Enterprise Sales team at Pendo is a high-performance group of strategic orchestrators dedicated to helping the world’s largest organizations transform their digital experiences. We operate in a fast-paced, "win-as-a-team" environment where we act as the "Internal QB," collaborating across Solutions Engineering, Customer Success, and Executive leadership to create new categories and drive massive business value. We are metrics-driven, rigorous in our methodology, and committed to a winner-take-all market strategy. Role Responsibilities - Act as the "Internal QB," leading a cross-functional ecosystem (SE, CSM, Legal, Product, and Execs) to navigate complex 6–10+ stakeholder deals. - Build and maintain deep relationships across the C-Suite, IT, and Lines of Business within organizations of 1500+ employees. - Drive value-based sales cycles that focus on category creation and digital transformation rather than traditional "rip-and-replace" strategies. - Apply MEDDPICC and Force Management frameworks with discipline to ensure forecast accuracy and deal velocity. - Develop and execute 2–3 year account strategies to expand Pendo’s footprint and deliver long-term customer outcomes. - Demonstrate a "Bias to Act" by consistently generating a high-quality pipeline independently, without reliance on partners or channels. - Champion AI proficiency by actively utilizing and advocating for AI tools to enhance sales productivity, craft, and customer insights. - Prioritize high-impact activities and make high-quality, timely decisions to drive results in an ambiguous environment. Minimum Qualifications - Proven track record of success in enterprise software sales (SaaS/Application) selling into organizations with 1500+ employees. - Deep, rigorous experience using MEDDPICC and/or Force Management to manage complex, multi-threaded sales cycles. - Embrace the mindset that "PG is a way of life," consistently generating a high-quality pipeline independently without over-reliance on partners or inbound channels. - SE experience leading an internal "deal team" (SE, Legal, CS, Execs) to win large-scale enterprise contracts. - Must demonstrate AI curiosity and a high level of proficiency in using AI tools to improve sales efficiency and customer engagement. Preferred Qualifications - Experience working in an early-stage or late-stage startup environment where you have navigated ambiguity and built your own "playbook". - A history of successfully selling "new-to-world" technologies where you had to define the market and value proposition. - A documented history of over-indexing on "Grit" and overcoming significant adversity in professional or personal pursuits. - Demonstrated ability to mentor peers and act as a teammate who "Hones the Craft" of the entire sales organization. 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. 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. EEOC 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 all people of different backgrounds, experiences, abilities and perspectives. Accessibility 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 an accommodation for any part of the recruitment process, please send a request to: accommodation@pendo.io. All requests for accommodations are treated discreetly and confidentially, as practical and permitted by law. Compensation 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 salary range for this role in the following locations is: (OTE with a Split of 50/50) Remote - $280K -$320K OTE 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. #LI-BL1 #LI-Remote

Account Director Enterprise Sales Team Description The Enterprise Sales team at Pendo is a high-performance group of strategic orchestrators dedicated to helping the world’s largest organizations transform their digital experiences. We operate in a fast-paced, "win-as-a-team" environment where we act as the "Internal QB," collaborating across Solutions Engineering, Customer Success, and Executive leadership to create new categories and drive massive business value. We are metrics-driven, rigorous in our methodology, and committed to a winner-take-all market strategy. Role Responsibilities - Act as the "Internal QB," leading a cross-functional ecosystem (SE, CSM, Legal, Product, and Execs) to navigate complex 6–10+ stakeholder deals. - Build and maintain deep relationships across the C-Suite, IT, and Lines of Business within organizations of 1500+ employees. - Drive value-based sales cycles that focus on category creation and digital transformation rather than traditional "rip-and-replace" strategies. - Apply MEDDPICC and Force Management frameworks with discipline to ensure forecast accuracy and deal velocity. - Develop and execute 2–3 year account strategies to expand Pendo’s footprint and deliver long-term customer outcomes. - Demonstrate a "Bias to Act" by consistently generating a high-quality pipeline independently, without reliance on partners or channels. - Champion AI proficiency by actively utilizing and advocating for AI tools to enhance sales productivity, craft, and customer insights. - Prioritize high-impact activities and make high-quality, timely decisions to drive results in an ambiguous environment. Minimum Qualifications - Proven track record of success in enterprise software sales (SaaS/Application) selling into organizations with 1500+ employees. - Deep, rigorous experience using MEDDPICC and/or Force Management to manage complex, multi-threaded sales cycles. - Embrace the mindset that "PG is a way of life," consistently generating a high-quality pipeline independently without over-reliance on partners or inbound channels. - SE experience leading an internal "deal team" (SE, Legal, CS, Execs) to win large-scale enterprise contracts. - Must demonstrate AI curiosity and a high level of proficiency in using AI tools to improve sales efficiency and customer engagement. Preferred Qualifications - Experience working in an early-stage or late-stage startup environment where you have navigated ambiguity and built your own "playbook". - A history of successfully selling "new-to-world" technologies where you had to define the market and value proposition. - A documented history of over-indexing on "Grit" and overcoming significant adversity in professional or personal pursuits. - Demonstrated ability to mentor peers and act as a teammate who "Hones the Craft" of the entire sales organization. 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. 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. EEOC 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 all people of different backgrounds, experiences, abilities and perspectives. Accessibility 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 an accommodation for any part of the recruitment process, please send a request to: accommodation@pendo.io. All requests for accommodations are treated discreetly and confidentially, as practical and permitted by law. Compensation 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. (OTE with a Split of 50/50) The expected OTE range for this role to be performed in United States is $280K - $320K USD 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. #LI-BL1 #Remote

Role Description Pendo is preparing for explosive company growth and international scale! We are currently seeking a Sr. Incentive Compensation Analyst to support and partner with our growing Sales organizations. Reporting to the SVP of finance, this will be a key member of the Pendo Finance organization focusing on building best-in-class incentive compensation programs. The Sr. Incentive Compensation Analyst will be responsible for the development, delivery, and execution of our incentive compensation plans. This is a visible role that will engage cross-functionally with our global Revenue, Finance and People teams. Role Responsibilities - Calculate monthly and quarterly commission payments for participants on a variable compensation plan and submit proper reports to payroll. - Maintain an accurate, trackable record of commissions and supporting data. - Ensure accurate and timely distribution of sales compensation letters to new hires; educate new hires on how their incentive compensation plan works and how to access their monthly commission statements. - Develop various incentive metrics, analyses, account reconciliations. Assist with compilation of monthly reporting, forecasts and assist with budget preparation. - Assist with plan implementation and testing to ensure accurate calculations. - Function as a primary contact to the sales organization for commission inquiries and responding in a timely manner. - Evaluate commission guidelines periodically and suggest improvement measures. - Assist with documenting processes and procedures. Maintain strict confidentiality in all aspects of the job. Qualifications - 3-5 years of experience working in a sales compensation, sales operations, or finance related function - Bachelor’s Degree in Finance, Accounting, Economics or a related field - Detail oriented with strong analytical and organizational skills - Strong time management skills with ability to prioritize tasks - Excellent written and verbal communication skills - Skilled in Excel, Google Suite (pivot tables, v-lookups, etc) Requirements - SaaS experience - Prior experience or familiarity administering commissions in Xactly or a similar incentive compensation software (CaptivateIQ, SPIFF, CallidusCloud, etc.) - Experience with Salesforce.com Company 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 have a real impact on Pendo's future. Our culture is passionate, dynamic, and fun.