Sr. Account Executive (LATAM) at Pendo

<h2>The Team + The Role</h2> <p>Pendo’s Sales team is continuing to expand into Latin America after early success in the region. The team partners with Business Development Representatives, Sales Engineers, and cross-functional partners to acquire new enterprise customers and grow Pendo’s footprint across LATAM markets excluding Brazil.</p> <p>The Sr. Account Executive (LATAM) will lead end-to-end enterprise software sales cycles across Latin America, from self-led prospecting and lead generation through demo, proof of concept, negotiation, and close. This role owns net-new account acquisition, customer relationship management, territory planning, and deal execution in a remote role based in Texas.</p> <p>This is a remote role based in Austin, TX or Dallas, TX.</p> <h2>What this looks like day-to-day</h2> <ul> <li><strong>Full-cycle enterprise sales:</strong> Drive the end-to-end sales lifecycle for B2B enterprise software deals across LATAM excluding Brazil. Own the process from self-led prospecting and lead generation through demo, negotiation, and close.</li> <li><strong>Product demonstrations:</strong> Master the Pendo platform to conduct high-impact product demonstrations. Manage evaluations and proof-of-concept processes that are tied to specific customer business outcomes.</li> <li><strong>Territory development:</strong> Research and target new business opportunities using modern prospecting tools. Build and maintain a robust account priority plan that supports territory goals.</li> <li><strong>Deal negotiation:</strong> Navigate complex negotiations, including contract reviews and legal terms. Collaborate with internal partners to move deals forward with discipline and accuracy.</li> <li><strong>Value discovery:</strong> Lead deep value discovery to uncover customer needs and strategic priorities. Align Pendo’s solutions to business outcomes in a way that resonates with enterprise buyers.</li> <li><strong>Cross-functional partnership:</strong> Partner with Business Development Representatives, Sales Engineers, and other internal teams to support successful deal execution. Bring a startup mentality and entrepreneurial mindset to help the team scale in the LATAM market.</li> </ul> <h2>Who You Are</h2> <p>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.</p> <p>You're a builder, not a maintainer.</p> <p>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.</p> <p>You're AI-curious - genuinely.</p> <p>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.</p> <h2>Must-haves</h2> <ul> <li>Fluent Spanish and English communication skills, including verbal and written fluency in a professional environment.</li> <li>3 years of prior sales and closing experience in a B2B SaaS environment.</li> <li>2+ years of experience selling into Spanish LATAM at the enterprise level.</li> <li>Demonstrated consistent track record of goal attainment.</li> <li>Understanding of SaaS financial metrics and how they connect to customer value and sales execution.</li> <li>Ability to travel up to 25% within the region and for company-wide events.</li> </ul> <h2>Nice-to-haves</h2> <ul> <li>Training with MEDDICC and Force Management.</li> <li>Willingness to learn in a fast-paced sales environment.</li> <li>Ability to embrace feedback and hold yourself accountable.</li> <li>Strong business acumen.</li> <li>Curiosity, drive, and a growth mentality.</li> </ul> <h2>About Pendo</h2> <p>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.</p> <p><strong>Pendo Core Values:</strong> Bias to Act, Hone Your Craft, The Team is Pendo, and Maniacal Focus.</p> <p><strong>Location:</strong> Pendo is a hybrid culture. In-office 3 days per week unless designated remote.</p> <p><strong>Compensation:</strong> The expected on-target-earnings (OTE) range for this role to be performed in the United States is $280,000 - $300,000 OTE with a 50/50 base-to-variable split.</p> <p><strong>Benefits:</strong> Highly competitive, employer-heavy coverage including $0 premium options, strong 401(k) match, equity, and flexible time off.</p> <p><strong>EEOC:</strong> 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.</p> <p><strong>Accessibility:</strong> 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: [email protected]. All requests for accommodations are treated discreetly and confidentially, as practical and permitted by law.</p>