Account Manager, Growth (SMB & Commercial)

About the role

This role focuses on expanding PandaDoc's reach within small to medium businesses and commercial clients. Initially, the position emphasizes proactive prospecting and pipeline generation, requiring high-volume outreach to identify and qualify new expansion opportunities. Success in this phase means effectively scheduling discovery calls and conducting initial product demonstrations to build a robust top-of-funnel pipeline.

As the role evolves, it transitions into strategic account management, where the Account Manager takes ownership of an assigned book of business. This involves driving significant revenue growth by consistently exceeding monthly targets through identifying expansion opportunities and fostering long-term partnerships. The goal is to deeply understand client needs to position PandaDoc's solutions effectively.

Ongoing responsibilities include providing accurate weekly revenue forecasts, advocating for the product's value to customers, and continuously enhancing product knowledge and sales skills. The position requires collaboration with customer success and leadership to refine targeting and messaging, ensuring maximum effectiveness in both prospecting and account management.

The base salary for this position ranges from $63,250 to $109,250 annually, with an uncapped annual sales commission structure.

Skills that matter here

• Grit: This quality is essential for building a pipeline from scratch and navigating ambiguity in the prospecting phase.
• Analytical and data-driven: The role requires leveraging insights to identify opportunities and strategize prospecting efforts effectively.
• Excellent written and verbal communication skills: These are necessary for articulating value propositions clearly and confidently to clients.
• Salesforce: Familiarity with this CRM platform is beneficial for managing customer relationships and sales processes.
• SaaS: Experience in a quota-carrying role within a Software-as-a-Service environment is ideal for understanding the product and market.

Who this role suits

• A person who is highly competitive and adaptable, comfortable with both seeking new business and nurturing existing client relationships.
• Someone with a 'prospector mentality' who is self-motivated, resourceful, and thrives on building their own pipeline from initial contact.
• An individual who is data-driven, uses insights to strategize, and is committed to continuous learning to enhance product and industry expertise.
• A professional who can work independently but also collaborates effectively with diverse teams across different functions.

From the employer

What You'll Do

Phase 1 – 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 SMB and Commercial expansion profile. 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 with Customer Success, Leadership and RevOps 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.

Phase 2 – Transition Phase: Strategic Account Management & Growth (The Farmer)

• Book of Business Transition: Transition from pure prospecting to full-cycle ownership of an assigned book of business when available.
• 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 with Customer Success to minimize churn and maximize retention by delivering value, building strong relationships, and acting as a trusted advisor.
• Strategic Account Management: Deeply understand clients' businesses, challenges, and goals to uncover opportunities for PandaDoc’s solution and foster long-term partnerships.

Phase 3 – Ongoing Responsibilities

• Forecasting & Pipeline Management: Provide accurate weekly revenue forecasts to leadership.
• Product Advocacy & Feedback: Demonstrate product value to SMB and Commercial customers.
• Continuous Learning: Participate in ongoing enablement and training to enhance product knowledge, sales skills, and industry expertise.

About You

• Highly competitive and adaptable sales professional comfortable wearing two hats: the prospector and the partner.
• Prospector Mentality: Grit, comfort with ambiguity, build your own pipeline, and find opportunities from scratch.
• Competitive and driven to achieve individual and team goals in a fast-paced environment.
• Analytical and data-driven, leveraging insights to identify opportunities and prospect strategically.
• Adaptable with a growth mindset, embracing new processes and contributing to innovative solutions.
• Self-motivated, directed, adaptable, gritty, driven, and resourceful.
• Continuous learner with passion for understanding the product and delivering exceptional customer experiences.
• Excellent written and verbal communication skills; able to articulate value propositions clearly and confidently.
• Ability to work independently while collaborating with diverse teams across offices.
• Nice-to-have: 2+ years in a quota-carrying Account Manager or Account Executive role (SaaS ideal), self-sourcing experience, track record of exceeding sales targets, familiarity with SMB/Commercial market, strong computer skills, prior Gong, Slack, Salesforce, SalesLoft, and/or PandaDoc experience.

Benefits

• Company stock options or annual bonuses (eligible).
• Medical, dental, vision, short & long-term disability, life insurance, FSA, and 401k plans (for employees and families).
• Paid time off: 13.34+ hours per month, 6 self-care days, birthday PTO, and 10 company-paid holidays per year.
• OTE: $117,500 annually on a 60/40 split; uncapped annual sales commission per plan documents.