Remote Account Manager

Summary

Join PandaDoc as a Mid Market Account Manager to support customers with between 51-200 employees and own a book of business of approximately 150 customers. In this quota-bearing sales role, you will be responsible for expansion sales and retention of our existing customers.

Requirements

• History of quota management At least 4 year of AM/AE Experience
• *Has to have owned a quota for over 2 years
• History of renewal management Has to have at least 4 year of renewal management experience
• Experience negotiating complex deals
• Experience risk and loss mitigation
• Willingness to try new processes and innovate
• Self-motivated, directed, adaptable, driven and resourceful
• Hungry to learn about the product and passionate about customer experience
• Track record of hitting sales and retention goals
• Experience conducting in-person or virtual meetings with clients
• Excellent communication skills
• Ability to work independently and collaborate with various teams both in-person and in different offices

Responsibilities

• Own expansion and gross retention targets
• Identify opportunities to upsell and cross-sell products and services to existing clients
• Negotiate renewals, maximizing revenue retention and minimizing loss from contraction and churn
• Build relationships with key decision-makers and engage customers consistently to confirm value, drive expansion, and mitigate risk
• Drive account renewals starting 120 days in advance of their contract end date and executing all renewal back-end work in a timely manner for named accounts*
• Handle cancellation requests and save accounts that are looking to churn
• Maintain operational rigor in account planning, forecasting, and using the CRM and other sales tools
• Manage your pipeline of opportunities for expansion and renewals Keep clean data and stages within Salesforce and Gong
• Forecast accurately
• Gather and use data to inform decision-making and persuade others
• Collaborate with the Customer Success Managers regularly to manage client relationships
• Create, manage and run plays to uncover expansion opportunities or mitigate risk
• Meet with your clients over screen share to provide product demos, discuss product up-sells, negotiate renewals and mitigate churn risks
• Build champions within your book of business and multi-thread to new stakeholders
• Become a PandaDoc product superstar. Learn the in’s and out’s of the product so you can speak eloquently to best practices and solutions for your clients’ need
• Pass feature and product requests to our product team and facilitate Project Managers and client meetings as necessary

Preferred Qualifications

• Previous experience selling SaaS is a plus
• Strong computer skills, past Salesforce, SalesLoft or PandaDoc experience is a plus
• History of Quota management and experience working with client renewals

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 10 company paid holidays off per year