Account Executive, Enterprise

PandaDoc is seeking a highly experienced Enterprise 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 3,000+ 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. 3 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 awesome 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 $215K ( Base + Variable at a 50/50 split).

The annual sales commission is uncapped in accordance with the relevant plan documents.

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 12 company paid holidays off per year.

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, & creative virtual team-bonding events. And although our Pandas are located 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.

Applications Deadline 4/19/2025