Account Executive

Summary

Join PandaDoc as a highly experienced Enterprise Seller with a proven track record. You will manage end-to-end sales cycles for large enterprises, build strong relationships with VP/C-level contacts, and guide Sales Development Representatives. Consistently exceeding sales targets, showcasing the PandaDoc platform, and collaborating cross-functionally are key responsibilities. This role requires extensive experience in consultative selling, managing complex sales cycles, and utilizing Salesforce. The ideal candidate will possess excellent communication skills and a systematic approach to time management. PandaDoc offers a competitive compensation package and comprehensive benefits.

Requirements

• 5+ years of Account Executive experience (min. 3 years in mid market/enterprise)
• Relevant consultative/value-based selling experience, preferably in a SaaS organization
• Experience with managing complex sales cycles, involving multiple stakeholders and buyer personas, with deals ranging from $10K-$100K+
• Ability to handle multiple opportunities simultaneously at various stages of the buying process
• Excellent communication skills both with customers and within an organization
• Ability to develop senior level relationships quickly and effectively
• Work well with others, and are comfortable partnering with SEs, CSMs, and other internal business partners
• Systematic, and have a structure and process for managing your time
• Previous experience accurately tracking and forecasting a pipeline for all engagement and activity through the use of Salesforce as a CRM
• Ability to work in a rapidly expanding and changing environment
• Self-starter with a bias towards action

Responsibilities

• Successfully manage end-to-end sales cycles for large enterprises with 3,000+ employees, taking ownership from the initial discovery phase all the way to contract signature, incorporating demos, negotiations, and agreements
• Foster strong partnerships with VP/C-level contacts at potential client companies, building trust and effectively communicating the value of the PandaDoc platform
• Provide guidance and support to Sales Development Representatives (SDRs) in identifying and refining qualified leads, ensuring a steady pipeline of appointments
• Consistently surpass monthly or quarterly sales targets by employing value-based sales approaches and leveraging effective sales techniques
• Articulate and showcase the PandaDoc vision through compelling product demonstrations, targeted initiatives, and engaging events
• Play a central role in leading and executing a well-structured sales process, managing pipeline, forecasting, and utilizing SFDC opportunity management
• Collaborate cross-functionally with diverse business partners and resources, working as a cohesive team to deliver exceptional customer experiences (including Solutions Engineers, Customer Success Managers, Executives, etc.)
• Foster a collaborative environment by actively sharing best practices and amplifying knowledge among fellow Account Executives, contributing to organizational growth and success

Preferred Qualifications

• Track record of quota attainment and outperformance (President’s club, consistent 80% YoY performance)
• Previous experience in Sales Development (SDR, BDR, etc)
• General business knowledge (through experience or education) + basic understanding of how companies work across various LOBs
• Comfort level with financial documents and statements (10Ks, Annual Reports, etc)
• Experience coming from Tier 1/2 tech company with strong sales engine
• Domain knowledge of on-demand/SaaS, CLM, SFA, and marketing software/solution sales experience
• Past experience working in a start-up/scale up company

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