Account Executive, Small Business

We are looking for individuals with a strong sales background to work in full-cycle motion with a substantial volume of inbound leads and bring new business customers to PandaDoc. 

• Manage the full-cycle sales of qualified SMB leads (companies with 11-200 employees), including contract generation and other deliverables for closing across a diverse portfolio of products
• Meet/exceed monthly sales goals using appropriate value-based sales approaches & techniques
• Perform prospecting activities - work with leads assigned in order to set up a discovery and product demonstration by using different channels of communication: emails, calls, LI messages, etc.
• Conduct discovery calls with prospects in order to understand their business needs and how PandaDoc can be a solution to them
• Perform product demos and help prospects evaluate PandaDoc for their use case through demonstrations, events and target-specific initiatives
• Work with prospects to help them move through value-based sales including qualification, discovery, evaluation and purchase
• Negotiate and close deals with buyers
• Work with other departments (such as Marketing, Customer Success and Account Management) to make sure we have best in class customer journey and a smooth handoff to the post-sale teams
• Consistently manage a clean pipeline and work to progress buyers through sales stages 
• Maintaining or exceeding activity, pipeline, and closing metrics at the set targets

• 1-3 years of on-quota direct sales experience selling B2B applications/solutions
• Experience with SMB and Mid-Market deal sizes
• Previous experience accurately tracking and forecasting a pipeline for all engagement and activity through the use of a CRM
• Experience with managing a multi-touch sales cycle
• Ability to work in a rapidly expanding and changing environment 
• Team player and have good communication skills
• Experience in multi-threaded decision making
• Competitive spirit

• Experience with SFDC, SalesLoft, Gong, ZoomInfo, LinkedIn SalesNav, and other tools  
• Good time management and organizational skills
• Experience selling by using SPICED or SPIN methodologies 
• Experience in prospecting and qualifying leads (SDR, BDR roles)   
• On-demand/SaaS, CRM, SFA, and marketing software/solution sales experience 

The annual OTE for this position is up to $117,500 USD on a 50/50 split.

This position is also eligible for an uncapped sales commission in accordance with the relevant plan documents. 

 Applications Deadline 3/30/2026