About Balboa
Balboa is an AI-native consulting firm and Pendo Premier Solutions Partner. We work with companies across SaaS, financial services, industrial services, hospitality, ed tech, and beyond to extract measurable business value from their Pendo investment through a managed services model that combines deep technical delivery with strategic program management.
We have worked with over 160 Pendo clients ranging from growth-stage companies to Fortune 500 global enterprises. We move fast, operate like owners, and win by helping our clients achieve outcomes, not just activity and outputs.
The Role
The Account Executive owns the full sales lifecycle at Balboa. You will build and manage pipeline across multiple channels, run structured discovery with senior buyers, translate what you hear into commercially sound proposals, and close deals.
Pipeline comes from several sources: partner referrals through Pendo's sales team, events, targeted outreach from shared account lists, and inbound signals from LinkedIn and our website. You will handle working all of them. Success requires equal parts relationship management and disciplined sales execution.
Our buyers are Director, VP and C-suite operators with real problems and limited patience for generic pitches. You'll need to earn the conversation and then earn the close by adding value.
Essential Responsibilities
- Build and manage pipeline across lead sources
- Maintain active relationships with key contacts in Pendo's enterprise and commercial sales org
- Lead discovery sessions to surface client business challenges, goals, and constraints
- Engage and influence C-suite and VP-level buyers across product, technology, and customer success functions
- Translate discovery findings into tailored proposals with a named close date
- Collaborate with delivery leads to ensure proposals are compelling and feasible
- Own deal pricing strategy, contract terms, and procurement navigation
- Sell on business outcomes, not features or deliverables
- Navigate objections and remove deal blockers with urgency
- Position Balboa credibly against market alternatives
- Stay current on the Pendo ecosystem, products, and competitive landscape
Desired Qualifications and Skills
- 3+ years of outside sales experience, preferably in technology services, SaaS consulting, or solutions sales
- Track record running consultative sales cycles with VP and C-suite buyers
- Prior experience managing or working through a partner sales channel
- Entrepreneurial mindset with the ability to operate independently, manage a complex pipeline, and build long-term relationships without being managed
- High personal accountability: you own your number, you move with urgency, and you do not wait to be told what to do next
- Familiarity with CRM, customer success, and product analytics platforms
- Familiarity with Pendo and product analytics is a plus
- Fluent with using AI across sales workflows including research, outreach, prep, and pipeline management
- Proficiency with HubSpot, Apollo, Sales Navigator or equivalent toolset
About the Opportunity
Balboa is at an inflection point. We have a differentiated model, a growing enterprise client base, an active co-sell motion with a top-tier technology partner, and a relationship network that took years to build.
The person in this role will inherit infrastructure and real relationships. What you'll do with it is up to you. If you want autonomy, a senior team that knows how to win, and a clear line of sight to revenue impact, this is the right role for you.
Compensation & Benefits
- Competitive base salary plus commission
- Two weeks PTO in year one and nine company holidays
- Opportunity to be an early team member in a rapidly growing business