Account Director Enterprise Sales

Pendo's Enterprise Sales team drives growth across the company's largest and most strategic accounts. The team partners with senior business and technology leaders to position Pendo as a critical platform for product experience, data, analytics, and digital transformation. In DACH, this team plays a key role in expanding Pendo's presence with major enterprise customers and prospects. As a Senior Account Executive, you will own new business across Pendo's largest DACH accounts and DAX 40 prospect accounts. You will lead complex, multi-stakeholder sales cycles from first engagement through close, with a focus on $500K–$1M+ SaaS opportunities. This role requires a strategic enterprise seller who can build executive relationships, create disciplined account plans, and position Pendo's AI-powered Data & Analytics solutions with clarity and urgency. This role is based in our Munich office.

• New logo acquisition: Win new enterprise logos across Germany within Pendo's most strategic segment.
• Enterprise sales execution: Lead complex, multi-stakeholder sales cycles from first engagement through close.
• Strategic deal leadership: Consistently drive $500K–$1M+ SaaS opportunities by building value-based business cases.
• Executive relationship building: Build trusted relationships with C-level leaders and senior decision-makers.
• Account planning: Develop and execute clear, strategic account plans for target enterprise accounts.
• Cross-functional partnership: Collaborate across Pendo to win and expand strategic accounts.
• Pipeline and forecast discipline: Maintain accurate forecasting and disciplined pipeline management.

Beyond the qualifications, we hire through a specific lens. You're a builder, not a maintainer. You're AI-curious - genuinely. You're not using AI tools occasionally. You're rewiring how you work around them. You're faster, sharper, and more prolific because of it, and you bring that energy to everything — how you approach your work, how you prep, how you communicate, how you think. We want someone who sees AI as a multiplier, not a shortcut.

• Strong track record of closing $500K–$1M+ enterprise SaaS deals across DACH.
• Experience selling into large, complex, matrixed organizations with multiple senior stakeholders and executive buyers.
• Proven success in a start-up or high-growth environment, with the ability to operate with structure, urgency, and ownership.
• Background selling Data, Analytics, AI, or enterprise technology solutions.
• Passion for AI and technology, with genuine curiosity about how AI is changing the way people work.
• Confident engagement style with C-level leaders, senior decision-makers, and cross-functional stakeholders.
• Structured, strategic, and highly self-driven approach to account planning, pipeline management, and deal execution.
• Fluent German and professional English.

• Experience selling into DAX 40 prospect accounts or similarly large strategic enterprise accounts.
• Experience positioning AI-powered Data & Analytics solutions as part of broader digital transformation initiatives.

Pendo is a hybrid culture. In-office 3 days per week unless designated remote.

Robust, employer-backed social coverage paired with additional cash stipends, equity, and meaningful retirement and commute support.

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.