Enterprise Account Director - French Markets & EMEA

As an Enterprise Account Director you will report to our RVP Enterprise Sales, EMEA, and collaborate with our EMEA Managing Director and CRO to close net new logos and expand business in existing accounts. This role focuses on new and existing business across the EMEA Enterprise segment (1,500+ employees), a critical growth area for Pendo. The position emphasizes pipeline generation and securing Pendo's revenue opportunities to grow our business in EMEA. The role suits a determined, strategic, and relationship-driven enterprise seller, fluent in French, who thrives on both landing new customers and expanding existing ones to drive impact across the French-speaking and EMEA market.

Responsibilities

• Own the full sales cycle – from initial engagement, demo, and proof of value, through negotiation, close, and multi-year account expansion.
• Develop and execute a strategic territory plan, identifying net-new opportunities and expansion pathways within existing customers.
• Research, prioritize, and prospect into high-potential Enterprise accounts using modern sales tools and methods.
• Build deep, multi-threaded relationships with executives, decision-makers, and champions across target accounts.
• Deliver compelling demonstrations of the Pendo platform and lead customers through structured evaluations, free trials, or proofs of concept as needed.
• Partner with Customer Success, Product, and Executive stakeholders to orchestrate complex, team-based sales cycles prioritizing customer outcomes.
• Drive expansion opportunities by uncovering new use cases, influencing adoption strategies, and securing long-term growth within existing customers.
• Negotiate commercial terms and close contracts that maximize customer lifetime value.
• Maintain accurate pipeline forecasting and record all sales activity in Salesforce.com.
• Represent Pendo as an integral part of the EMEA Enterprise Sales team based in London.

Experience & Skills Required

• 5+ years of proven success in Enterprise SaaS sales, ideally within entrepreneurial or high-growth environments.
• Proficiency in French (business fluent).
• Track record of closing deals in the $100k–$1M+ ARR range with consistent overachievement against revenue goals.
• Strong understanding of SaaS financial metrics and enterprise buying dynamics.
• Ability to navigate complex, team-based sales cycles, leveraging internal executives, product experts, and partners to drive customer success.
• Demonstrated accountability, openness to feedback, and growth mindset.
• Technical curiosity and ability to map platform capabilities to business impact.

Preferred Qualifications

• Familiarity with MEDDPICC and/or Force Management methodology.
• Experience working in high-velocity, learning-oriented sales environments.
• Bonus: Background in technical roles (Product Management, Engineering, or similar).
• Bonus: Entrepreneurial experience (startups, founder, early-stage builder).
• Bonus: Strong pipeline generation background (SDR/BDR experience or equivalent).

Pendo Description

Pendo was founded in 2013 by former product managers to provide a simple way to understand and attack what drives product success. Our mission is to improve society's experience with software. We offer an exciting, high-growth environment with opportunities to work with diverse technologies and clients, alongside a culture that is passionate, dynamic, and fun.

EEOC & Accessibility

We are an equal opportunity employer and believe diverse teams contribute to our success. We welcome all people of different backgrounds, experiences, abilities and perspectives. Pendo is committed to providing access and reasonable accommodation to applicants who require it in the recruitment process. Please send accommodation requests to accommodation@pendo.io.

Compensation & Benefits

Salary ranges are set to be competitive for our size and industry, and compensation includes various rewards and benefits. Individual pay decisions consider qualifications, experience, skills, and internal equity.

Location

London, England, United Kingdom (Hybrid).