On-site
SaaS
arbeitnow
🇩🇪 German
About this role
The Team + The Role
Pendo is hiring a Senior Account Executive for our Commercial Sales team in Munich, Germany to drive new business across our the DACH region to target prospect accounts. This role is built for high-performing Senior Commercial with a proven track record of closing self generated deals across and running sales motions with autonomy and excellence.
You’ll lead complex, multi-stakeholder sales cycles, selling cutting-edge Data & Analytics solutions powered by AI—backed by exciting product innovation and momentum at Pendo—while accelerating growth in one of our most strategic segments.
This role is a hybrid position working 3 days per week from our office in Munich.
What this looks like day-to-day
- Win new enterprise logos across Germany and the DACH region
- Lead complex, multi-stakeholder sales cycles from first engagement to close
- Consistently deliver and hit quotas
- Build trusted relationships with C-level and senior decision-makers
- Develop and execute clear, strategic account plans
- Position Pendo’s AI-powered Data & Analytics platform as a critical driver of digital transformation
- Collaborate cross-functionally to win and expand strategic accounts
- Maintain accurate forecasting and disciplined pipeline management
Who You Are
You're a builder, not a maintainer.
This paragraph does not change: You’re most energized when there isn’t a clear path yet, and you get t
Commission Structure
Base Salary
Not disclosed — ask in interview
Commission
Structure not specified
Ramp Period
Not mentioned — clarify timeline
Accelerators
Yes
Selling Motion
Sales Cycle
Enterprise
6–18 month cycles, complex multi-stakeholder deals
Prospecting
Outbound-Heavy
Self-sourced pipeline via cold outreach
Buyer Persona
C-Suite
Selling to executive decision-makers
Territory
Named Accounts
Pre-assigned list of target companies
Requirements at a Glance
Typical Day — Account Executive
Estimates based on role type and selling motion — actual may vary by company.
SaaS — Interview Intel
Typical Sales Cycle
30–90 days (SMB) · 3–9 months (Mid-Market) · 6–18 months (Enterprise)
Common Buyer Objections
- "We're locked into a contract with [competitor]"
- "We built something in-house already"
- "We don't have budget until next quarter"
- "Our team won't adopt another tool"
Key Industry Metrics
Hot Topics to Reference
- • AI-native product disruption
- • PLG vs sales-led motion debate
- • Vertical SaaS consolidation
- • Usage-based pricing models
Use these insights to speak the buyer's language in interviews.
Tags
Walk me through your discovery process.
Template questionHow do you handle a prospect who goes silent mid-deal?
Template questionTell me about your largest closed deal and the sales cycle.
Template questionHow do you build business cases for stakeholders?
Template questionDescribe a deal you lost and what you learned.
Template questionAccount Executives are the revenue engine of any sales organization — this role will require strong pipeline management and closing skills.
Top SaaS reps often earn significant upside through accelerators once quota is exceeded.
The German market values structured sales processes and typically offers strong base salaries alongside performance incentives.
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