Solution Partners Manager

PandaDoc Inc.; United States; Remote; USD 130,000 - 160,000; Full time

Benefits offered by this job

Stock options

Annual bonus

Medical/dental/vision

Paid time off

Job summary

PandaDoc Inc. is seeking a Solution Partners Manager to own and grow our partner ecosystem.

You will serve as the quarterback, building joint partner plans, driving co-sell and co-market efforts, and enabling partners to generate leads and opportunities as part of PandaDoc’s strategic growth. The role demands 4+ years in partnerships or partner-facing sales in SaaS, with a proven track record of expanding relationships, driving pipeline, and coaching partners through complex deals.

Qualifications

• 4+ years in partnerships, channel sales, or a partner-facing sales role at a SaaS company.
• Proven track record of managing and growing a book of partner relationships, with measurable impact on pipeline and revenue.
• Strong commercial instincts: you understand how deals get done and can coach partners through complex sales cycles.
• Excellent communicator and relationship builder; you’re the kind of person partners want to call first.
• Experience recruiting and onboarding new partners from cold outreach through signed agreement.
• Comfortable operating with ambiguity and building structure where it doesn’t yet exist.
• Familiarity with document workflow, eSignature, or sales process automation is a plus.

Responsibilities

• Own a portfolio of solutions partners from Registered through Platinum tier, managing relationships and deals directly.
• Serve as the primary point of contact and relationship owner for strategic partner accounts for the entire customer lifecycle.
• Act as the connective tissue between PandaDoc, customers, and solutions partners, ensuring seamless coordination and clear ownership at every stage of the deal.
• Identify, recruit, and onboard new solutions partners, owning the first touchpoint and early relationship development in repeatable, scalable manner.
• Develop partners into active co-sellers who generate qualified leads and pipeline, effectively enabling them to function as an extension of our sales team.
• Drive partners along the tier progression from Registered to Platinum by having the partners actively invest in our mutual success.
• Own a partner sourced and influenced revenue quota, driving solutions partners to actively co-sell with PandaDoc and consistently overachieve against target.
• Lead account mapping, partner readiness, field alignment and strategic deal execution with partners.
• Lead and facilitate regular partner deal reviews, ensuring deals are moving and blockers are resolved.
• Collaborate with internal Account Executives and CS teams to support partner-attached deals through close.
• Enable partners with the knowledge, tools, and resources to represent PandaDoc effectively in market.
• Leverage AI to build and maintain partner playbooks, training materials, and onboarding programs that scale.

Skills

Partnerships management

Channel sales

SaaS sales

Relationship building

Pipeline development

Communication

Job description

PandaDoc is looking for a Solution Partners Manager to own and grow our partner ecosystem. This is a high-impact, relationship and execution focused role sitting at the intersection of PandaDoc, our customers, and our solutions partner network. You’ll serve as the quarterback - building joint partner plans, driving partners to co-sell and co-market with us, managing strategic relationships directly, and enabling partners to generate leads and opportunities the way a top tier marketer and BDR would.

What You’ll Do

Partner Relationship Management

• Own a portfolio of solutions partners from Registered through Platinum tier, managing relationships and deals directly
• Serve as the primary point of contact and relationship owner for strategic partner accounts for the entire customer lifecycle
• Act as the connective tissue between PandaDoc, customers, and solutions partners, ensuring seamless coordination and clear ownership at every stage of the deal

Partner Development & Recruitment

• Identify, recruit, and onboard new solutions partners, owning the first touchpoint and early relationship development in repeatable, scalable manner.
• Develop partners into active co-sellers who generate qualified leads and pipeline, effectively enabling them to function as an extension of our sales team
• Help partners drive more business to PandaDoc and their own businesses by strategizing and working with them to optimize their sales and marketing motions.
• Drive partners along the tier progression from Registered to Platinum by having the partners actively invest in our mutual success

Co-Selling & Pipeline

• Own a partner sourced and influenced revenue quota, driving solutions partners to actively co-sell with PandaDoc and consistently overachieve against target.
• Lead account mapping, partner readiness, field alignment and strategic deal execution with partners
• Lead and facilitate regular partner deal reviews, ensuring deals are moving and blockers are resolved
• Collaborate with internal Account Executives and CS teams to support partner-attached deals through close

Enablement

• Enable partners with the knowledge, tools, and resources to represent PandaDoc effectively in market
• Leverage AI to build and maintain partner playbooks, training materials, and onboarding programs that scale

What We’re Looking For

• 4+ years in partnerships, channel sales, or a partner-facing sales role at a SaaS company
• Proven track record of managing and growing a book of partner relationships, with measurable impact on pipeline and revenue
• Strong commercial instincts: You understand how deals get done and can coach partners through complex sales cycles
• Excellent communicator and relationship builder; you’re the kind of person partners want to call first
• Experience recruiting and onboarding new partners from cold outreach through signed agreement
• Comfortable operating with ambiguity and building structure where it doesn’t yet exist
• Familiarity with document workflow, eSignature, or sales process automation is a plus

Why This Role

You’ll have real ownership - a defined partner portfolio, a clear mandate to grow it, and the autonomy to build the relationships and processes that make it happen. This is not a support role; it’s a strategic, quota-bearing position with direct impact on PandaDoc’s partner-led growth.

Company Overview:

PandaDoc empowers more than 70,000 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.

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 401k 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.

The annual OTE is 130-160k.

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.

Application Deadline: 10/20/2026