[Remote] Account Executive, Small Business

Note: The job is a remote job and is open to candidates in USA. PandaDoc empowers organizations to thrive by simplifying document workflow through their automation platform. They are seeking an Account Executive for Small Business to manage full-cycle sales of SMB leads, meet sales goals, and collaborate with various departments to ensure a smooth customer journey.

Responsibilities

• 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

Skills

• 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

• 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