Director, Mid-Market and Enterprise Sales

The sales team at PandaDoc is our window to new customers. We have an exciting opportunity to drive PandaDoc to be the world’s number one proposal, contract management, and e-signature platform by showing customers the value of faster documents, better ways to have their documents stand out, and higher acceptance rates. Our sales team is resilient, data-driven, and scrappy and uses our own product to drive high close rates.

In this role, you will coach, develop, and set the strategy for our mid-market and enterprise sales teams as we move up-market into larger accounts. You will report directly to our VP of Sales and work closely with our CRO to determine the strategy for this team, as well as many cross-functional partners in marketing, operations, partnership, product, and CS. Your team is made up of 1 BDR manager with 3 BDRs and about 7 AE ICs who have proven success taking PandaDoc to market. Your team will work to grow their success using data, tried and true sales methods, and helping shape the product. You will fully own the Mid-Market and Enterprise book of business, which is global in scope, and you will have the opportunity to pioneer step changes in how we take this team to the next level of sales.

In this role, you will:

Be responsible for people management & leader development:

• Skill and career development through effective 1:1 coaching sessions, training, and mentoring with each leader and team member. 
• Foster an environment of engagement, motivation, team confidence, and trust 
• Continued improvement through training/coaching

Be responsible for results management:

• Lead our global MM+ Team towards continued success in ARR generation and quota attainment
• Partner strategically with product, marketing, customer success, enablement, and revenue operations to define and implement successful growth initiatives and scalability
• Manage and analyze the performance of the MM+ segment, including accurate forecasting, pipeline generation, and opportunities for acceleration
• Develop, pilot, and implement growth strategies through data, value creation, and compelling stories needed to support a high-growth team
• Use tools/automation to help team members achieve optimal productivity and sales close rates
• Analyze customer and performance data to make informed decisions about operational and procedural changes
• Interview, hire, coach, and train new team members as we scale the business and company
• As a senior leader, contribute to the overall success of the entire revenue organization

About you:

• 8+ years of experience in SaaS Sales with 4+ years in management
• Strong experience leading, building, and growing successful, collaborative, and hard-working teams
• Experience leading & working closely with BDR teams
• Intimate knowledge of outbound prospecting techniques and tactics
• Experience leading and coaching front-line managers
• Consistent track record of success exceeding net new ARR targets
• Possess demonstrated ability to perform detailed analysis of your book of business and sales team performance
• An ability to coach, influence, develop, motivate, and empower employees to achieve their best while maintaining high employee morale in a remote-first work environment
• A history of developing aggressive growth strategies with the ideal candidate having a mix of marketing-led and product-led sales experience
• Experience developing sales strategies, value selling, and exception handling
• Ability to thrive in a fast-paced environment with a positive culture
• Excellent verbal communication and strong writing skills with an emphasis on process documentation
• Must be willing to work ET or CT hours

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

The OTE for this position is between $200,000 - $300,000 USD with a 50/50 variable split (with a quota level hit, on-target).

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: 10/30