Sr. Account Executive (LATAM)
About the role
The Team + The Role
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.
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.
This is a remote role based in Austin, TX or Dallas, TX.
What this looks like day-to-day
- Full-cycle enterprise sales: 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.
- Product demonstrations: 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.
- Territory development: Research and target new business opportunities using modern prospecting tools. Build and maintain a robust account priority plan that supports territory goals.
- Deal negotiation: Navigate complex negotiations, including contract reviews and legal terms. Collaborate with internal partners to move deals forward with discipline and accuracy.
- Value discovery: 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.
- Cross-functional partnership: 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.
Who You Are
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.
You're a builder, not a maintainer.
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.
You're AI-curious - genuinely.
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.
Must-haves
- Fluent Spanish and English communication skills, including verbal and written fluency in a professional environment.
- 3 years of prior sales and closing experience in a B2B SaaS environment.
- 2+ years of experience selling into Spanish LATAM at the enterprise level.
- Demonstrated consistent track record of goal attainment.
- Understanding of SaaS financial metrics and how they connect to customer value and sales execution.
- Ability to travel up to 25% within the region and for company-wide events.
Nice-to-haves
- Training with MEDDICC and Force Management.
- Willingness to learn in a fast-paced sales environment.
- Ability to embrace feedback and hold yourself accountable.
- Strong business acu