Account Manager, Growth (SMB & Commercial)

PandaDoc; Chicago (IL); On-site; USD 105,750 - 129,250; Full time

Benefits offered by this job

Stock purchase options

Medical, dental, vision insurance

Paid time off and self-care days

Job summary

PandaDoc is seeking an Account Manager in Chicago, Illinois, focused on expanding customer base within SMB and Commercial segments. This role includes prospecting, transitioning to account management, and developing long-term partnerships with clients. Ideal candidates should have 2+ years in a sales role, strong analytical skills, and a proven track record in sales. Benefits include stock purchase options, medical plans, and paid time off. This position offers an annual OTE of $117,500 on a split commission basis.

Qualifications

• 2+ years in a quota-carrying Account Manager or Executive role, ideally in SaaS.
• Comfortable adapting to uncertain and competitive sales environments.
• Excellent communication skills to convey value propositions.

Responsibilities

• Proactively research and prospect high-value targets.
• Manage a robust pipeline and schedule discovery calls.
• Transition into full ownership of a book of business.

Skills

Sales experience

Prospecting skills

Analytical thinking

Communication skills

Customer relationship building

Tools

Salesforce

Slack

Gong

Job description

Overview

Make a significant impact on our growth! 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.

You’ll initially focus purely on prospecting and expanding our unattached customer base (meaning customers with no currently assigned Account Manager). Once a book of business becomes available, you’ll transition into a traditional Account Manager role, focusing on retention, expansion, and long‑term partnership with your newly acquired book of business.

Because this role transitions from prospecting across our entire book of 60,000+ current customers to owning your own book of business, there are three phases you’ll move through:

Initial Phase: Prospecting & Opportunity Generation

• 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.

Transition Phase: Strategic Account Management & Growth (The Farmer)

• 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.

Ongoing Responsibilities

• 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.

About You

• 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.

It would be awesome if you had

• 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.

Benefits

• Employees may be able to purchase company stock (or receive annual bonuses).
• Employees (and their families) may enroll in the company medical, dental, vision, short & long‑term disability, life insurance, FSA and 401k plans.
• Employees will also receive 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.

PandaDoc is an Equal Opportunity Employer. We are committed to equal treatment of all employees without regard to race, national origin, religion, gender, age, sexual orientation, veteran status, physical or mental disability or other basis protected by law.