Principal Sales Engineer, Pendo
£158-195k
OTE
OTE: 70/30 split
Digital adoption and product experience solutions
Open for applications
Digital adoption and product experience solutions
501-1000 employees
Open for applications
£158-195k
OTE
OTE: 70/30 split
501-1000 employees
Company mission
To elevate the world's experiences with software.
Role
Who you are
- You must have a proven track record of selling technical solutions to both executive and technical buyers in large enterprises. Successful SEs at Pendo have both a strong technical and business acumen, and can manage deals involving multiple stakeholders
- Curiosity, credibility and integrity are defining characteristics for success in this role
- 8+ years in a customer facing role working with large enterprises and Fortune 500 Europe accounts, of which 5+ years are specific to pre-sales experience
- Experience / familiarity working on teams using the MEDDICC (or similar) framework and how it translates to value-based demos
- Hands-on experience working with/troubleshooting web (HTML, CSS, Javascript, REST APIs) or mobile technologies either in a customer-focused role or as a developer
- Excellent presentation and product demonstration skills adaptable to both executives and technical buyers
- Qualities of a leader of teams–high levels of responsibility and personal ownership, proactivity, open-mindedness, desire to mentor others as the team grows, etc
- Master of the Sales Engineering craft with a passionate for sales excellence and winning
Desirable
- Familiarity with digital adoption and/or experience selling outcomes of digital transformation and change management is a huge plus
- Experience with ecosystems such as Salesforce, Workday, Servicenow, SAP, and other complex enterprise systems that Pendo helps drive adoption within
- History of entering new markets, being scrappy and adaptable as strategies shift
What the job involves
- As a Principal Sales Engineer, you will play a critical role as a technical expert on our EMEA Enterprise sales team, aligning Pendo’s solutions to customers’ business challenges
- You will work closely with our account executives to demonstrate the value of Pendo’s platform through discovery of customers’ underlying challenges and pain, navigating their technical and business requirements, crafting and leading tailored presentations, guiding the evaluation process to a successful technical win and setting customers up for long term success and value
- Collaborate strategically with the enterprise sales organization to help win business and expand Pendo’s offerings within our EMEA customer base
- Craft and deliver sales presentations & demonstrations that show how Pendo can uniquely addresses a customers’ needs and deliver value
- Scope and execute proof of value evaluations - gathering technical requirements, defining success criteria, guiding installation and conducting hands-on workshops and trainings
- Address prospects’ technical questions on Pendo’s technology, installation, security and data privacy
- Gather technical requirements and validate technical fit, ensuring a smooth handoff to implementation teams and setting up customers for success
- Collaborate cross functionally with product, engineering, customer success and others to gather customer feedback and escalate deal-blocking issues
- Respond to RFI/RFP/Security documentation requests
- Act as a mentor and industry expert by contributing relevant content, processes, and thought leadership that advance the sales team strategy and goals
Salary benchmarks
Our take
Developing a new software application is a complex process, often fraught with challenges such as bugs and user dissatisfaction, Without a standardized system for feedback, developers may struggle to identify and address issues effectively, relying solely on dissatisfied emails from customers.
Pendo offers a digital platform designed to analyze user experiences, gather bug reports, and engage with consumers to ensure customer retention. With a suite of tools including product journey analytics, surveys, and user feedback, Pendo empowers developers to enhance software usability and resolve issues efficiently.
Amidst a competitive software landscape, Pendo has demonstrated significant growth in 2022, boasting a 40% increase in customers paying over $100,000 annually and securing 17 new Fortune 500 clients. Despite navigating global economic uncertainty with a renewed focus on fiscal efficiency, Pendo remains steadfast in its goal of achieving an IPO in 2024.
Freddie
Company Specialist
Insights
Few candidates hear
back within 2 weeks
-19% employee growth in 12 months
Company
Funding (last 2 of 9 rounds)
Nov 2021
$110m
GROWTH EQUITY VC
Jul 2021
$150m
SERIES F
Total funding: $468.3m
Company benefits
- Happier workdays: Add a little fun to your work day with Pendo board game night, team karaoke, ping pong, weekly catered lunch, or a local brew on our rooftop deck
- Health and wellness benefits: Generous health and wellness plans designed to meet the needs of you and your family, including medical, dental, vision, and mental health benefits
- Paid parental leave: Up to 16 weeks of paid parental leave, and a flexible schedule upon your return to help you make the most of those special moments
- Learning and development: In-house management development classes, guest speaker lunch and learns, and select conferences help keep talent sharp
- Flexible work hours and PTO: Enjoy the benefits of a flexible time off policy, flexible work hours, and paid parental leave
- Global offices: Work across the globe in the cities that we love: Raleigh, San Francisco, New York, Herzliya, Tokyo, Sydney, London, and Sheffield
Company values
- Respect our lives outside of work: We bring our whole selves to work and celebrate what makes each other unique
- Be direct and transparent: As individuals we are timely, candid, and respectful in providing feedback—even when it’s hard to do so
- Maniacal focus on the customer: If there’s an opportunity to improve the customer experience, we do it
- Bias to act: We take initiative to get things done, collaborate, and go above and beyond the call of duty
- Show me the data: No matter what the decision, data should be the primary input for decision making
- Act like owners:We use good judgement in our actions and decisions, and implicitly have the trust from our colleagues to be able to do so
- Win together: We succeed together and challenge each other to grow. We collaborate and support one another as a team
Company HQ
Downtown, Raleigh, NC
Articles
Leadership
Todd Olson
(CEO)Todd studied at Carnegie Mellon before spending 7 years as an MBNA Developer and co-founding Cerebellum. After 5 years, they served as VP of Product Development at TogetherSoft and worked at Borland and 6th Sense Software. They left their role of 4 years at Rally Software Development to found Pendo.io in January 2014.
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