Account Executive, Small Business

PandaDoc; Charlotte (NC); On-site; USD 105,750 - 129,250; Full time

Benefits offered by this job

Medical, dental, and vision insurance

401(k) plans

Annual bonuses

Paid time off: 13.34+ hours/month

Birthday PTO day

Job summary

PandaDoc is hiring for a sales role in Charlotte, North Carolina, focused on managing the full-cycle sales process of SMB leads. Ideal candidates will have 1-3 years of B2B direct sales experience, strong communication skills, and a competitive spirit. This position offers an annual OTE of up to $117,500 with uncapped commission possibilities. Employees benefit from stock options, comprehensive medical plans, and generous PTO. Join a team that values work-life balance and a collaborative culture.

Qualifications

• 1-3 years of on-quota direct sales experience in B2B applications.
• Experience with SMB and Mid-Market deal sizes.
• Ability to manage a multi-touch sales cycle.

Responsibilities

• Manage the full-cycle sales of qualified SMB leads.
• Meet/exceed monthly sales goals using value-based techniques.
• Conduct discovery calls to understand business needs.

Skills

Direct sales experience

Communication skills

Team player

Time management

Competitive spirit

Tools

SFDC

SalesLoft

Gong

ZoomInfo

LinkedIn SalesNav

Job description

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.