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. Successful SEs also demonstrate Pendo’s Core Values. 

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.

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. 

We have a “win as a team” sales mentality where everyone works together towards a common objective. We are metrics driven, we hold ourselves to a high level of accountability, we believe in rewarding top performers, and we celebrate our successes!

Role Responsibilities 

• 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

Minimum Qualifications 

• 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

Preferred Qualifications 

• 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

Pendo Description:

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. You will gain experience in a diverse and exciting set of technologies and clients and have a real impact on Pendo's future. Our culture is passionate, dynamic, and fun.

EEOC

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.

Accessibility

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.

Compensation

Our salary ranges are based on paying competitively for our size and industry, and are one part of many compensation, benefits and other reward opportunities we provide.

The expected salary range for this role to be performed in London is £158,000.00 - £195,000.00 OTE (70/30 split).

Individual pay rate decisions, including offers made within and over the expected salary range, are based on a number of factors, including qualifications for the role, experience level, skillset, and balancing internal equity relative to peers at the company.