Senior Account Executive, Mid-Market
PandaDoc is seeking a highly experienced senior mid-market seller with a proven track record to join our team. You’ll have the opportunity to engage with a diverse range of customers/prospects from various industries. Your role will be that of a trusted advisor, helping these organizations overcome their most significant document-related challenges and find effective solutions using the PandaDoc platform.
In this role, you will:
- Successfully manage end-to-end sales cycles for large enterprises with 200+ employees, taking ownership from the initial discovery phase all the way to contract signature, incorporating demos, negotiations, and agreements.
- Foster strong partnerships with VP/C-level contacts at potential client companies, building trust and effectively communicating the value of the PandaDoc platform.
- Provide guidance and support to Sales Development Representatives (SDRs) in identifying and refining qualified leads, ensuring a steady pipeline of appointments.
- Consistently surpass monthly or quarterly sales targets by employing value-based sales approaches and leveraging effective sales techniques.
- Articulate and showcase the PandaDoc vision through compelling product demonstrations, targeted initiatives, and engaging events.
- Play a central role in leading and executing a well-structured sales process, managing pipeline, forecasting, and utilizing SFDC opportunity management.
- Collaborate cross-functionally with diverse business partners and resources, working as a cohesive team to deliver exceptional customer experiences (including Solutions Engineers, Customer Success Managers, Executives, etc.).
- Foster a collaborative environment by actively sharing best practices and amplifying knowledge among fellow Account Executives, contributing to organizational growth and success.
About you:
- 5+ years of Account Executive experience (min. 2 years in mid market/enterprise)
- Relevant consultative/value-based selling experience, preferably in a SaaS organization
- Experience with managing complex sales cycles, involving multiple stakeholders and buyer personas, with deals ranging from $10K-$100K+
- Ability to handle multiple opportunities simultaneously at various stages of the buying process
- Excellent communication skills both with customers and within an organization
- Ability to develop senior level relationships quickly and effectively
- Work well with others, and are comfortable partnering with SEs, CSMs, and other internal business partners
- Systematic, and have a structure and process for managing your time
- Previous experience accurately tracking and forecasting a pipeline for all engagement and activity through the use of Salesforce as a CRM
- Ability to work in a rapidly expanding and changing environment
- Self-starter with a bias towards action
It would be great if you had:
- Track record of quota attainment and outperformance (President’s club, consistent 80% YoY performance)
- Previous experience in Sales Development (SDR, BDR, etc)
- General business knowledge (through experience or education) + basic understanding of how companies work across various LOBs
- Comfort level with financial documents and statements (10Ks, Annual Reports, etc)
- Experience coming from Tier 1/2 tech company with strong sales engine
- Domain knowledge of on-demand/SaaS, CLM, SFA, and marketing software/solution sales experience
- Past experience working in a start-up/scale up company
The annual OTE for this role is $160K to $210K ( Base + Variable at a 50/50 split)
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
Company Overview:
PandaDoc empowers more than 50,000 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,