Account Manager, Mid-Market

As a Mid Market Account Manager at PandaDoc, you will 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. In this role, you will work within a book of business and cross-functionally with marketing, sales, product and customer success to expand PandaDoc usage and ensure your customers retain and expand.

In this role, you will:

• 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. 
• Complete required trainings

About you:

• Required:
  • History of quota management 
    • • At least 4 year of AM/AE Experience
        *Has to have owned a quota for over 2 years
• Required: 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
• 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
• Takes extreme ownership of their job
• Loves being a team player and not a lone wolf
• Enjoys learning cutting-edge technology
• Is highly organized
• Self-motivated, directed, adaptable, gritty, driven and resourceful
• Hungry to learn about the product and passionate about customer experience
• Experience conducting in-person or virtual meetings with clients
• Excellent written and verbal communication skills
• History of being a highly confident and compassionate problem solver with great communication skills, attention to detail, and a strong passion for user experience and customer happiness during their expansion & renewal process
  
  Bonus:
• Past Salesforce, SalesLoft, or PandaDoc experience
• Track record of exceeding sales goals

Company Overview: 

PandaDoc empowers more than 60,000 growing organizations to thrive by taking the work out of document workflow. PandaDoc provides an all-in-one document workflow automation platform that helps fast scaling teams accelerate the ability to create, manage, and sign digital documents including proposals, quotes, contracts, and more.  For more information, please visit https://www.pandadoc.com.

Company Culture: 

We're known for our work-life balance, kind co-workers, & virtual team bonding events. Although our Pandas are located remotely across the globe, we stay connected with the help of technology and ensure that everyone on our team feels, well, like a team. 

Pandas work best when they're happy. We retain our talent by upholding our values of integrity & transparency, and selling a product that changes the lives of our customers. 

Check out our LinkedIn to learn more.

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

PandaDoc is an Equal Opportunity Employer. We are committed to equal treatment of all employees without regard to race, national origin, religion, gender, age, sexual orientation, veteran status, physical or mental disability or other basis protected by law.

Application deadline: 11/15