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.
Who You Are
Beyond the qualifications, we hire through a specific lens. These aren't buzzwords; they're the things we'll actually look for in how you talk about your work.
You're a builder, not a maintainer.
You're most energized when there isn't a clear path yet, and you get to define it. You don't wait for direction; you identify gaps, shape solutions, and drive them forward. At Pendo, great Sr. Account Executives don't just follow instructions; they operate as strategic advisors, influencing decisions, guiding stakeholders, and elevating how we work.
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.
Must-haves
- Fluent Portuguese and English communication skills, including verbal and written fluency in a professional environment.
- 5+ years of full-cycle B2B SaaS sales experience, including responsibility for closing business.
- 2+ years of recent enterprise-level B2B SaaS sales experience selling into Brazil.
- Demonstrated consistent track record of goal attainment in a quota-carrying sales role.
- Strong business acumen, including an understanding of SaaS financial metrics and how they inform enterprise software buying decisions.
- High technical aptitude and the ability to understand, demonstrate, and position a SaaS platform in complex sales cycles.
- AI fluency and willingness to adopt AI tools into your sales workflow.
- Ability to travel up to 25% within the region and for company-wide events.
Nice-to-haves
- Training with MEDDICC and Force Management.
- Willingness to learn and adapt in a fast-paced sales environment.
- Ability to embrace feedback, hold yourself accountable, and continue improving your craft.
- Accelerated business acumen that helps you quickly understand customer priorities and enterprise buying dynamics.
- Curiosity, drive, and a growth mentality.
About Pendo
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.
Pendo Core Values: Bias to Act, Hone Your Craft, The Team is Pendo, and Maniacal Focus.
Location: This is a remote job. We are considering candidates who reside in the state of Texas.
Compensation: The expected On-Target Earnings (OTE) range for this role to be performed in the United States is $280,000 - $300,000, with a 50/50 base-to-variable compensation split.
Benefits: Highly competitive, employer-heavy coverage, including $0 premium options, strong 401(k) match, equity, and 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.
