Small Business Account Manager

Summary

Join PandaDoc as an SMB Account Manager and contribute to the company's growth by driving revenue and fostering long-term partnerships with small to medium-sized businesses. This role involves managing a portfolio of SMB clients, exceeding monthly Net Dollar Retention (NDR) targets, and ensuring customer success through proactive account management and expansion opportunities. You will collaborate with the Customer Success team to address client needs, minimize churn, and maximize retention by building strong relationships and acting as a trusted advisor. The position requires a deep understanding of client businesses and goals to identify opportunities for PandaDoc's solutions. You will also be responsible for forecasting revenue, maintaining CRM hygiene, and advocating for PandaDoc's product while gathering customer feedback. This role demands strong communication, analytical, and organizational skills, as well as a passion for continuous learning and delivering exceptional customer experiences.

Requirements

• Highly competitive and driven to achieve individual and team goals, with a strong desire to succeed in a fast-paced environment
• Analytical and data-driven, with a passion for leveraging insights to identify opportunities and strategically prospect within your assigned accounts
• Demonstrates adaptability and a growth mindset, embracing new processes and contributing to innovative solutions
• Self-motivated, directed, adaptable, gritty, driven, and resourceful
• A strong appetite for continuous learning, with a genuine passion for understanding our product and delivering exceptional customer experiences
• Experience conducting effective in-person and virtual meetings with clients
• Excellent written and verbal communication skills, with the ability to articulate value propositions clearly and confidently
• Ability to work independently while also collaborating effectively with diverse teams across different office locations
• Quick learner with strong organizational skills and the ability to effectively manage multiple priorities simultaneously

Responsibilities

• Drive significant revenue growth within your assigned SMB portfolio by consistently exceeding monthly Net Dollar Retention (NDR) targets through strategic account management and proactive identification of expansion opportunities
• Partner closely with our Customer Success team to ensure exceptional customer adoption, proactively address their needs, and collaboratively identify opportunities for growth within their organizations
• Minimize customer churn and maximize retention by consistently delivering value, building strong relationships, and acting as a trusted advisor to your clients
• Conduct regular account health reviews with customers, clearly communicating the value they are receiving and outlining strategies for continued partnership and growth
• Develop a deep understanding of your clients' businesses, challenges, and goals to uncover opportunities for our solution to drive their success and foster long-term strategic partnerships
• Collaborate effectively with cross-functional teams (Customer Success, Legal, Accounting, Product, etc.) to ensure seamless customer experiences and address any client needs efficiently
• Provide accurate and timely weekly revenue forecasts to leadership, contributing to predictable business outcomes
• Maintain meticulous CRM hygiene by consistently updating opportunities and account information to ensure data accuracy and facilitate effective sales management
• Serve as a passionate advocate for PandaDoc, confidently demonstrating the product's value and articulating its benefits to our SMB customers
• Act as a key conduit for customer feedback, effectively communicating feature requests and product insights to our Product team and facilitating necessary meetings
• Participate in ongoing enablement and company-provided training to enhance your product knowledge, sales skills, and industry expertise

Preferred Qualifications

• 2-3+ years of proven success in a quota-carrying Account Manager or Account Executive role, ideally within the SaaS industry
• Strong computer skills, previous Gong, Slack, Salesforce, SalesLoft and/or PandaDoc experience
• Proven ability to accurately forecast revenue and contribute to reliable business projections
• A consistent track record of exceeding sales targets and achieving measurable results
• Familiarity with the SMB market and the unique challenges and opportunities within this segment

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
• The annual OTE is $105,000 on a 60/40 split
• The annual sales commission is uncapped in accordance with the relevant plan documents