Account Manager, Growth (SMB & Commercial)

About the role

We are seeking an Account Manager who will step into a unique, high-impact role designed for a driven individual ready to build their own success. You’ll begin as a dedicated Prospector into current accounts, responsible for identifying high-potential customers within the SMB and Commercial segments that fit PandaDoc's ideal customer profile and creating new expansion opportunities from scratch.

Responsibilities

• Proactive Prospecting: Strategically research and prospect high-value targets within the existing customer base or through warm leads that fit our SMB and Commercial expansion profile. This includes high-volume outreach via email, phone, and social channels.
• Pipeline Generation: Develop and manage a robust top-of-funnel pipeline, scheduling discovery calls and running initial product demonstrations to qualify and generate new expansion opportunities.
• Cross-Functional Collaboration: Partner closely with our Customer Success, Leadership and RevOps team to refine targeting and messaging for maximum prospecting effectiveness.
• Deal Ownership: Drive opportunities from initial contact through negotiation and close, ensuring a seamless, high-velocity sales cycle.
• Book of Business Transition: Upon availability (to be determined by leadership), you will transition from pure prospecting to full-cycle ownership of an assigned book of business.
• Growth & Revenue Generation: Drive significant revenue growth within your portfolio by consistently exceeding monthly growth targets through strategic account management and proactive identification of expansion opportunities.
• Customer Success & Retention: Partner closely with Customer Success to minimize customer churn and maximize retention by consistently delivering value, building strong relationships, and acting as a trusted advisor to your clients.
• Strategic Account Management: Develop a deep understanding of your clients' businesses, challenges, and goals to uncover opportunities for our solution to drive their success and foster long-term strategic partnerships.
• Forecasting & Pipeline Management: Provide accurate and timely weekly revenue forecasts to leadership, contributing to predictable business outcomes.
• Product Advocacy & Feedback: Serve as a passionate advocate for PandaDoc, confidently demonstrating the product's value and articulating its benefits to our SMB and Commercial customers.
• Continuous Learning: Participate in ongoing enablement and company-provided training to enhance your product knowledge, sales skills, and industry expertise.

Requirements

We are looking for a highly competitive and adaptable sales professional who is comfortable wearing two hats: the prospector and the partner.

• Prospector Mentality: You possess a high level of grit and comfort with ambiguity, thriving in a role where you are responsible for building your own pipeline and finding opportunities from scratch.
• Highly competitive and driven to achieve individual and team goals, with a strong desire to succeed in a fast-paced environment.
• Analytical and data-driven, with a passion for leveraging insights to identify opportunities and strategically prospect.
• Demonstrates adaptability and a growth mindset, embracing new processes and contributing to innovative solutions.
• Self-motivated, directed, adaptable, gritty, driven, and resourceful.
• A strong appetite for continuous learning, with a genuine passion for understanding our product and delivering exceptional customer experiences.
• Excellent written and verbal communication skills, with the ability to articulate value propositions clearly and confidently.
• Ability to work independently while also collaborating effectively with diverse teams across different office locations.

Qualifications

• 2+ years of proven success in a quota-carrying Account Manager or Account Executive role, ideally within the SaaS industry.
• Self-sourcing experience is a major plus.
• A consistent track record of exceeding sales targets and achieving measurable results.
• Familiarity with the SMB and Commercial market and the unique challenges and opportunities within this segment.
• Strong computer skills, previous Gong, Slack, Salesforce, SalesLoft and/or PandaDoc experience.

Skills

• Exceptional sales and customer relationship management skills.
• Ability to work independently and collaboratively.
• Strong analytical and problem-solving skills.
• Effective communication and presentation skills.
• Ability to manage multiple priorities and deadlines.
• Experience with CRM tools such as Gong, Slack, Salesforce, SalesLoft, and PandaDoc.

Benefits

• Employees may be able to purchase company stock (or receive annual bonuses).
• Medical, dental, vision, short & long term disability, life insurance, FSA and 401k plans.
• 13.34+ hours of paid time off per month, 6 self care days, birthday PTO day, and 10 company paid holidays off per year.
• The annual OTE is $117,500 on a 60/40 split.
• The annual sales commission is uncapped in accordance with the relevant plan documents.

Pay

The annual OTE is $117,500 on a 60/40 split. The annual sales commission is uncapped in accordance with the relevant plan documents.

Schedule

Flexible schedule to accommodate remote work and global team dynamics.