Sr. Account Executive - Brazil (Texas Based

The Team +

The Role

Pendo’s sales team drives growth by helping organizations understand and improve how their customers experience software. The team partners across business development, sales engineering, and customer-facing functions to identify opportunities, build value, and expand Pendo’s footprint in strategic markets. This role supports Pendo’s continued expansion in Brazil, where the company has built early momentum and is now focused on scaling enterprise growth.

As a Sr. Account Executive, you will own new enterprise business across Brazil, managing the full sales cycle from prospecting and lead generation through demo, evaluation, negotiation, and close. You will serve as the primary commercial contact for prospects and customers, leading value discovery, product demonstrations, proofs of concept, and contract conversations. This role requires an entrepreneurial seller who can build territory strategy, create pipeline, and partner cross-functionally to win complex B2B SaaS deals.

This is a remote role based in Texas.

• Enterprise sales ownership: Drive the end-to-end sales lifecycle for B2B enterprise software deals across Brazil. You will lead self-sourced prospecting, lead generation, demos, negotiation, and closing while managing a clear plan to achieve your territory goal.
• Territory planning and prospecting: Research and target new business opportunities using modern prospecting tools. You will build and maintain a prioritized account plan that supports consistent pipeline creation and enterprise account acquisition.
• Product demonstrations and evaluations: Master the Pendo platform so you can deliver high-impact product demonstrations tied to specific customer business outcomes. You will provide technical assistance, guide evaluations, and successfully navigate proof-of-concept processes with prospects.
• Value discovery: Lead deep discovery to understand customer needs, business challenges, and strategic priorities. You will connect Pendo’s capabilities to measurable outcomes and help prospects understand how Pendo can support their goals.
• Deal strategy and negotiation: Navigate complex negotiations, including contract reviews, legal terms, and commercial discussions. You will collaborate with internal partners to move deals forward while maintaining a strong customer-facing presence.
• Cross-functional partnership: Partner with Business Development Representatives, Sales Engineers, and other cross-functional teams to create and close new opportunities. You will bring a startup mentality, entrepreneurial mindset, and accountability to the broader sales team.

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.

• Fluent Portuguese and English communication skills, including verbal and written fluency in a professional environment.
• 5+ years of full-cycle B2B SaaS sales experience, including responsibility for closing business.
• 2+ years of recent enterprise-level B2B SaaS sales experience selling into Brazil.
• Demonstrated consistent track record of goal attainment in a quota-carrying sales role.
• Strong business acumen, including an understanding of SaaS financial metrics and how they inform enterprise software buying decisions.
• High technical aptitude and the ability to understand, demonstrate, and position a SaaS…