Sr Account Executive, Commercial Sales - ANZ
Hybrid · Sydney, New South Wales, Australia
Job Summary
Own and drive strategic enterprise sales cycles across ANZ for named accounts, balancing new business and expansion; develop disciplined territory and account plans with emphasis on pipeline generation, multi-threading, and long-term growth; apply value-based selling to align Pendo’s platform with customer priorities; engage C-suite and VP-level buyers to foster urgency and clarity; build POVs, proof-of-value engagements, and business cases using MEDDPICC and Force Management; collaborate with Solutions Engineers, Customer Success, and Product to ensure strategic alignment and deal velocity; in the field regularly—meet prospects onsite to deepen relationships, accelerate timelines, and differentiate; track and forecast with Salesforce, Clari, Gong, and other tools to drive data-informed decisions.
Required Qualifications
- Proven success selling enterprise SaaS to VP- and C-level stakeholders at ASX Top 100 companies
- Demonstrated ability to run complex solution sales motions with large buying groups across business and IT
- Strong track record of pipeline generation, account planning, and consistent quota overachievement across the ANZ Region
- Deep familiarity with value selling, MEDDPICC, and strategic forecasting methodologies
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