Small Business Account Manager

Summary

Join PandaDoc as an SMB Account Manager and significantly contribute to our revenue growth by building strong relationships with small to medium-sized businesses. You will drive Net Dollar Retention (NDR), minimize customer churn, and strategically manage accounts to foster long-term partnerships. This role requires close collaboration with cross-functional teams, accurate forecasting, and proactive identification of expansion opportunities. You will be a product advocate, gathering customer feedback to improve our offerings. Success in this fast-paced environment demands strong analytical skills, adaptability, and a commitment to continuous learning. The ideal candidate possesses a proven track record in SaaS sales and a deep understanding of the SMB market.

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