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

• Managing your set of law firm partners with deep knowledge of their performance, operations, and fit with TopDog • Analyzing key metrics (conversion rate, drop rate, average attorney fees) to diagnose what's driving them and why it matters • Proactively spotting trends and addressing performance issues before they escalate • Collaborating across intake, operations, and business development to solve problems and support partnership growth

• Identify and develop new business opportunities within the data center market. • Manage the full sales cycle from prospecting to closing deals. • Build and maintain strong relationships with key decision-makers at hyperscale and colocation providers. • Present and demonstrate Johnson Controls’ security solutions, including physical security systems and cloud-based platforms. • Collaborate with internal teams (Product Management, Engineering, Operations) to ensure customer requirements are met. • Prepare proposals, respond to RFPs, and negotiate contracts. • Achieve or exceed assigned sales targets and KPIs.

About ZenGRC! Founded in 2009, ZenGRC is a leading provider of governance, risk, and compliance (GRC) SaaS solutions, offering a robust product: ZenGRC. Recognized for its in-house GRC expertise, ZenGRC delivers Simply Powerful GRC solutions that guide organizations through compliance with ease and efficiency. ZenGRC stands out by offering a single price for comprehensive access to all modules and frameworks, ensuring users benefit from a seamless and cost-effective experience. Dedicated to simplifying GRC processes, ZenGRC continues to innovate and support organizations in achieving compliance and managing risk effectively. Partner Manager, ZenGRC Remote. Travel required for partner events, industry conferences, and company offsites. About ZenGRC ZenGRC is a governance, risk, and compliance platform built for lean teams managing multiple frameworks. With 117 automated integrations, AI-powered assessments, and cross-framework evidence reuse, ZenGRC turns compliance from manual documentation into continuous operational readiness. Organizations use ZenGRC to manage SOC 2, ISO 27001, HIPAA, HITRUST, NIST, PCI, and CMMC programs from a single system of record. About the Role ZenGRC is building a partner-driven revenue channel as a core part of our 2026 growth strategy. We have active partnerships in healthcare compliance and regulated industries, with plans to expand. This role owns the channel number. You will manage existing partnerships, source new ones that fit a specific partner ICP, and actively co-sell with partners through the full deal cycle. This is a quota-carrying role. You are measured on closed partner ARR, not pipeline or activity. What You Will Do - Own and grow active partnerships. Drive joint pipeline through shared outbound, co-presented demos, and content collaboration. Coordinate joint GTM motions across our partner portfolio in healthcare and regulated industries. - Activate partnerships commercially. Some technical integrations are already built. Your job is to build the commercial motion on top of them. Drive referrals, co-branded campaigns, and deal registration into ZenGRC opportunities. - Source and evaluate new partners. Build a pipeline of 2 to 3 candidate partners per quarter against a defined partner ICP: audit firms, MSSPs, VARs, or consulting practices with active GRC client bases in healthcare, financial services, or regulated industries. No vanity partnerships. Every candidate needs a clear path to closed revenue within 90 days of activation. - Run structured partner QBRs. Each active partner gets a quarterly business review with joint pipeline review, closed ARR accounting, and a forward plan with committed actions on both sides. - Integrate with the sales team. Attend weekly forecast reviews. Own partner-sourced deals from first touch through close with joint accountability with the AE. No black-box forecasting from partner contacts. What We Are Looking For - 5 or more years of channel or partner sales experience in B2B SaaS. GRC, InfoSec, compliance, or audit software experience is a strong plus. - Proven track record of closed partner ARR. Not pipeline generated. Not partnerships signed. Closed revenue. - Experience co-selling with audit firms, MSSPs, VARs, or consulting partners. Understanding of how these organizations evaluate technology partnerships and what motivates referrals. - Ability to build and run a co-sell motion. You can run a demo, qualify a deal independently, and close with an AE. You do not depend on a partner to manage the sales cycle for you. - Existing relationships with audit firms, MSSPs, or VARs in regulated industries are a plus, provided you have a track record of converting those relationships into closed business. - Strong pipeline discipline. You forecast from evidence. You qualify partners the same way a good AE qualifies buyers. - Comfortable in a mid-market SaaS environment without a large supporting infrastructure. You build the playbook. You do not wait for one. #LI-REMOTE Benefits (US-Based Employees) - We are committed to the health and safety of our people. Our people are mostly working remotely, collaborating online, and connecting over video, as they continue to deliver high-quality technology solutions - Competitive salary and equity (we want everyone to be a stakeholder) - Full benefits (medical, dental, vision, wellness offerings, etc.) - Unlimited PTO, paid sick days, 11 holidays - Collaborating with smart coworkers who put customers first Equal Employment Opportunity Statement We value a diverse environment. ZenGRC provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, citizenship or immigration status, disability status, genetics, protected veteran, sexual orientation, gender identity or expression, or any characteristic protected by federal, state or local laws. Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records. The statements herein are intended to describe the general nature and level of work being performed by employees assigned to this classification. They are not intended to be construed as an exhaustive list of all responsibilities, duties, and skills required for personnel so classified. ZenGRC will comply with all local data protection laws, including GDPR when it comes to the handling and processing of personal data. All resumes submitted to ZenGRC will be retained for 6 months (12 months with your consent) after submission for recruitment purposes. Should you wish for us to remove your personal data from our recruitment database, please email us directly at talent@zengrc.com.