Account Executive
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Job Description
Account Executive selling PandaDoc’s document workflow automation platform to SMB customers. Managing inbound leads through discovery, demos, negotiation, and close.
Responsibilities:
- Manage the full-cycle sales of qualified SMB leads, including contract generation and other deliverables for closing across a diverse portfolio of products
- Meet or exceed monthly sales goals using appropriate value-based sales approaches and techniques
- Perform prospecting activities through emails, calls, LinkedIn messages, and other channels
- Conduct discovery calls to understand prospects' business needs and how PandaDoc can address them
- Perform product demos and help prospects evaluate PandaDoc through demonstrations, events, and target-specific initiatives
- Guide prospects through qualification, discovery, evaluation, and purchase
- Negotiate and close deals with buyers
- Collaborate with Marketing, Customer Success, and Account Management to ensure a high-quality customer journey and smooth handoff to post-sale teams
- Maintain a clean pipeline and progress buyers through sales stages
- Maintain or exceed activity, pipeline, and closing metrics at set targets
Requirements:
- 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
Benefits:
- An honest, open culture that emphasizes feedback and promotes professional and personal development
- 6 self care days
- A competitive salary
- Work-life balance
- Kind co-workers
- Creative virtual team-bonding events
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