Account Manager, Growth (SMB & Commercial)

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.