Sr. Sales Engineer, APAC

Sr. Sales Engineer, APAC

Pendo | sydney, NSW, AU

Posted 13 days ago

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As a Senior Sales Engineer at Pendo, you'll play a critical part in our customers' - and Pendo's success within the Australia/APAC region as Pendo’s first senior-level Sales Engineer (SE). This candidate will establish a new SE function for the Pendo APAC region (based in Sydney, Australia) and serve as a leader to establish rules of engagement for Pendo’s Digital Adoption solution. This role is a full-time position.

Sales Engineers are the trusted technical advisors for our prospects during the pre-sales process. They are responsible for marrying the technical aspects of Pendo to business challenges and value. An ideal Sales Engineer (SE) has a strong technical background, and can use this knowledge to map technology solutions to business challenges. Successful SEs at Pendo are inquisitive, intellectually curious and enjoy solving problems in a team-selling environment to make web and mobile applications better products that end users love. Successful SEs also demonstrate Pendo’s Core Values .

You will drive and manage all technical, solution and competitive aspects of the sales cycle as a partner to our sales team. You will sell to director, VP and C-level executives on the "art of the possible" with Pendo, and secure a technical win with technology stakeholders.

Responsibilities (what you’ll do):

Establish Pendo’s first Sales Engineering division within the APAC region

Collaborate with Account Executives to uncover business and technical challenges related to product adoption and analytics

Collaborate VP of Sales to establish new rules of engagement, Account Executive/Sales Engineering best practices

Deliver sales presentations which articulate Pendo's capabilities and technology to prospects

Run custom & value-based demonstrations of Pendo aligned to a prospect's needs and challenges

Scope and manage proof of concept trial evaluations, including installation, troubleshooting, hands-on workshops and training

Solve for common (and uncommon) technical challenges to integrating and using Pendo in prospect's applications

Address our prospects' technical questions on how Pendo's technology works and on security and privacy considerations

Advise on how to best implement and integrate Pendo into 1st and 3rd party web & mobile applications

Provide feedback and escalate deal-blocking issues to product and engineering

Respond to RFI/RFP/Security documentation requests

Qualifications (what you have):

3 + years of software as a service (SaaS) selling experience in a pre-sales role

Direct selling experience across all B2B verticals (SMB, Mid-Market and Enterprise)

Primarily experienced with client-side (i.e. front-end) web technologies (HTML/CSS/Javascript) and/or mobile application frameworks (Native iOS, Android etc.)

Ability to architect & integrate B2B Software as a Service (SaaS) application data integrations via REST APIs, data flows, etc.

Ability to work from Pendo’s Sydney, Australia office at least 2-3 days per week (i.e. hybrid work environment)

Familiarity within the digital adoption industry pertaining to web & mobile applications, product analytics, in-app messaging and/or A|B Testing tools

Experience with troubleshooting techniques, or similar experience with web & mobile technologies

Existing management experience (preferred) at the very least strong project management experience

Empathy for, and a maniacal focus on customers

An excellent ability to craft and deliver sales and technical presentations

Outstanding problem solving skills, including the ability to meet a business requirement with a technical solution

A strong sense of intellectual curiosity

Excellent interpersonal, communication & team-selling skills

Bachelor’s degree (honors preferred) in a related field OR a minimum of 5 years’ relevant experience in a similar role (Pre-Sales Engineer / IT Business Analyst / Solutions Architect)

Must be willing to work in a fast paced startup environment with multiple roles

Willingness to travel for client meetings

Previous consulting experience implementing Software as a Service (SaaS) solutions

Strong cultural fit with all of Pendo’s core values

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.


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.


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: All requests for accommodations are treated discreetly and confidentially, as practical and permitted by law.


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 Sydney, Australia is AUD 193,200 - AUD 241,500.

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.