Account Executive, Small Business

We are looking for individuals with a strong sales background to work in full-cycle motion with a substantial volume of inbound leads and bring new business customers to PandaDoc.

In this role, you will:

Manage the full-cycle sales of qualified SMB leads (companies with 11-200 employees), including contract generation and other deliverables for closing across a diverse portfolio of products

Meet/exceed monthly sales goals using appropriate value-based sales approaches & techniques

Perform prospecting activities - work with leads assigned in order to set up a discovery and product demonstration by using different channels of communication: emails, calls, LI messages, etc.

Conduct discovery calls with prospects in order to understand their business needs and how PandaDoc can be a solution to them

Perform product demos and help prospects evaluate PandaDoc for their use case through demonstrations, events and target-specific initiatives

Work with prospects to help them move through value-based sales including qualification, discovery, evaluation and purchase

Negotiate and close deals with buyers

Work with other departments (such as Marketing, Customer Success and Account Management) to make sure we have best in class customer journey and a smooth handoff to the post-sale teams

Consistently manage a clean pipeline and work to progress buyers through sales stages

Maintain or exceed activity, pipeline, and closing metrics at the set targets

About you:

1–3 years of on‑quota direct sales experience selling B2B applications/solutions

Experience with SMB and Mid-Market deal sizes

Previous experience accurately tracking and forecasting a pipeline for all engagement and activity through the use of a CRM

Experience with managing a multi‑touch sales cycle

Ability to work in a rapidly expanding and changing environment

Team player and have good communication skills

Experience in multi-threaded decision making

Competitive spirit

It would be awesome if you had:

Experience with SFDC, SalesLoft, Gong, ZoomInfo, LinkedIn SalesNav, and other tools

Good time management and organizational skills

Experience selling by using SPICED or SPIN methodologies

Experience in prospecting and qualifying leads (SDR, BDR roles)

On‑demand/SaaS, CRM, SFA, and marketing software/solution sales experience

The annual OTE for this position is up to $117,500 USD on a 50/50 split.

This position is also eligible for an uncapped sales commission in accordance with the relevant plan documents.

Benefits
Employees may be able to purchase company stock (or receive annual bonuses). Employees (and their families) may enroll in the company’s medical, dental, vision, short & long term disability, life insurance, FSA and 401(k) plans. Employees will also receive 13.34+ hours of paid time off per month, 6 self‑care days, birthday PTO day, and 12 company paid holidays off per year.

Company Overview
PandaDoc empowers more than 65,000 growing organizations to thrive by taking the work out of document workflow. PandaDoc provides an all‑in‑one document workflow automation platform that helps fast scaling teams accelerate the ability to create, manage, and sign digital documents including proposals, quotes, contracts, and more. For more information, please visit https://www.pandadoc.com.

Company Culture
We’re known for our work‑life balance, kind co‑workers, & creative virtual team‑bonding events. And although our Pandas are located across the globe, we stay connected with the help of technology and ensure that everyone on our team feels, well, like a team.

Pandas work best when they’re happy. We retain our talent by upholding our values of integrity & transparency, and selling a product that changes the lives of our customers.

Check out our LinkedIn to learn more.

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