Account Manager, Small Business - PandaDoc

About the Role

Make a significant impact on our growth! As an SMB Account Manager, you'll be instrumental in driving revenue growth and fostering long-term partnerships within our small to medium-sized business customer base (11–200 employees) across EMEA.

This team focuses on high-velocity sales, closing deals quickly with small to medium-sized businesses. Our SMB Account Managers thrive in a fast-paced environment and build strong client relationships, working cross-functionally with marketing, sales, product, and customer success to grow their book of business.

Responsibilities

Growth & Revenue Generation

• Drive significant revenue growth within your assigned SMB portfolio by consistently exceeding monthly Net Dollar Retention (NDR) targets through strategic account management and proactive identification of expansion opportunities.

Customer Success & Retention

• Partner closely with our Customer Success team to ensure exceptional customer adoption, proactively address customer needs, and collaboratively identify opportunities for growth.
• Minimize customer churn and maximize retention by consistently delivering value, building strong relationships, and acting as a trusted advisor to your clients.
• Conduct regular account health reviews with customers, clearly communicating the value they are receiving and outlining strategies for continued partnership and growth.

Strategic Account Management

• Develop a deep understanding of your clients' businesses, challenges, and goals to uncover opportunities for our solution to drive their success.
• Collaborate effectively with cross-functional teams (Customer Success, Legal, Accounting, Product, etc.) to ensure seamless customer experiences and address client needs efficiently.

Forecasting & Pipeline Management

• Provide accurate and timely weekly revenue forecasts to leadership, contributing to predictable business outcomes.
• Maintain meticulous CRM hygiene by consistently updating opportunities and account information to ensure data accuracy.

Product Advocacy & Feedback

• Serve as a passionate advocate for PandaDoc, confidently demonstrating the product's value and articulating benefits to SMB customers.
• Act as a key conduit for customer feedback, effectively communicating feature requests and product insights to the Product team.

Continuous Learning

• Participate in ongoing enablement and company-provided training to enhance your product knowledge, sales skills, and industry expertise.

About You

• Highly competitive and driven to achieve individual and team goals in a fast-paced environment.
• Analytical and data-driven, with a passion for leveraging insights to identify opportunities and strategically prospect within assigned accounts.
• Demonstrates adaptability and a growth mindset, embracing new processes and contributing to innovative solutions.
• Self-motivated, directed, adaptable, gritty, driven, and resourceful.
• A strong appetite for continuous learning and a genuine passion for delivering exceptional customer experiences.
• Experience conducting effective in-person and virtual meetings with clients.
• Excellent written and verbal communication skills, with the ability to articulate value propositions clearly and confidently.
• Ability to work independently while collaborating effectively with diverse teams across different office locations.
• Quick learner with strong organizational skills and the ability to manage multiple priorities simultaneously.

Qualifications & Nice-to-Haves

• 2–3+ years of proven success in a quota-carrying Account Manager or Account Executive role, ideally within the SaaS industry.
• Strong technical proficiency with tools such as Gong, Slack, Salesforce, SalesLoft, and/or PandaDoc.
• Proven ability to accurately forecast revenue and contribute to reliable business projections.
• Experience owning and managing the full renewal cycle.
• A consistent track record of exceeding sales targets and achieving measurable results.
• Familiarity with the SMB market and the unique challenges and opportunities within this segment.

Company Benefits

• An honest, open culture that emphasizes feedback and promotes professional and personal development.
• 6 self-care days.
• Competitive base salary.
• Team-bonding virtual events and collaborative remote-first culture.