Account Executive, Enterprise Sales - EMEA

The Team + The Role

The Enterprise Sales team at Pendo partners with some of the world’s largest organizations to improve and transform their digital experiences. The team operates in a fast-paced, collaborative environment and works closely with Solutions Engineering, Customer Success, Legal, Product, and executive leadership to drive meaningful business outcomes. Enterprise Sales values clear execution, strong partnership, and disciplined sales practices to win complex enterprise opportunities.

As an Account Executive, Enterprise Sales, you will lead complex enterprise deals and own multi-stakeholder sales cycles with organizations of 1,500+ employees. You will build executive relationships, develop multi-year account strategies, generate high-quality pipeline, and apply MEDDPICC and Force Management principles to drive forecast accuracy and long-term customer value.

This role is a hybrid position based 3 days per week in our London office.

What this looks like day-to-day

Enterprise deal leadership: Act as the internal lead for complex enterprise opportunities, coordinating cross-functional partners across Solutions Engineering, Customer Success, Legal, Product, and executive leadership. You keep the team aligned, the deal strategy clear, and the process moving with urgency and discipline.

Executive relationship building: Build and maintain strong relationships across the C-suite, IT, and business leadership within organizations of 1,500+ employees. You understand stakeholder priorities and connect Pendo’s value to meaningful business outcomes.

Value-based selling: Lead sales cycles focused on solving meaningful business problems and supporting digital transformation initiatives. You shape the value narrative, guide customers through complex decisions, and position Pendo as a strategic partner.

Sales methodology and forecasting: Apply MEDDPICC and Force Management principles to manage complex, multi-stakeholder sales cycles. You maintain strong deal hygien