Senior Product Marketing Manager, CPQ - PandaDoc

PandaDoc is looking for a Senior Product Marketing Manager, CPQ to own the go-to-market strategy for a critical product line in our document workflow and revenue operations suite. CPQ (Configure-Price-Quote) is how we help sales teams close deals faster and expand ACV. It is a strategic revenue engine, and we need a PMM who understands how to market a product that moves the needle on sales velocity and deal size.

You'll work directly with our CPQ product team and Sales leadership to define positioning, messaging, and campaigns that resonate with Sales leaders and RevOps professionals who are evaluating whether to build vs. buy. Our buyers need to see clear ROI, implementation speed, and competitive differentiation before they commit. You'll run a dual-track GTM motion that speaks to both the business buyer who owns the budget and the technical operator who will configure and manage the system.

In This Role, You Will

• Own the CPQ GTM strategy. From influencing the roadmap to post-launch adoption and expansion, you're the connective tissue between Product and the market. You define who we're building for, why it matters, and how we win against entrenched competitors.
• Lead AI positioning for CPQ. AI is changing how sales teams configure, price, and approve quotes. You will translate what our AI features do into outcomes a RevOps leader can defend to a CFO. You will set the standard for accuracy and trust in every claim we make about them.
• Partner deeply with Product. You'll be in the room early, bringing customer data, competitive intelligence, and market feedback to roadmap conversations. You will advocate for capabilities that unlock commercial opportunity and help co-author product strategy.
• Own our narrative. Our buyers are Sales leaders and RevOps at SMB companies who evaluate CPQ based on ROI, implementation timeline, and competitive positioning. You will build positioning that converts budget holders and technical operators who influence the decision.
• Partner with demand gen to develop and execute campaigns. You will help define the campaign vision: audience segmentation, demand hypothesis, and content topics, and working with our demand gen team help deliver sales pipeline.
• Enable Sales to sell and expand. You build the tools that help revenue teams have confident conversations and partner with Sales on win/loss analysis to continuously sharpen positioning and identify gaps.
• Drive post-launch adoption and expansion. CPQ is only valuable if it's adopted and used. You will work with Customer Success and Sales to identify expansion use cases, build case studies, and drive adoption campaigns that help customers realize ROI.

What You'll Bring

• 5+ years in marketing, with at least 3 in B2B SaaS product marketing with demonstrated experience marketing to business buyers (Sales Ops, RevOps, Finance, IT) and technical operators.
• Hands-on fluency with AI tools. You use AI daily to draft, analyze, and test ideas, and you know where it fails. You can explain to a skeptical buyer where AI speeds up a quote process and where a person still needs to check the output.
• Content strategy and direction chops. You've identified what assets need to exist, written the brief, set the quality bar, and coordinated subject matter experts to produce output that's both credible and compelling. You write clearly, you know what lands with business and technical audiences, and you can show the work.
• Campaign planning and demand gen collaboration experience. You've developed campaign strategy with a clear demand hypothesis, defined the content topics and offer, and partnered with demand gen to translate strategy into the right channel mix and execution plan.
• Progress before the plan is finished. CPQ does not have a playbook yet. You will write the first version of the brief, make positioning calls with incomplete data, and correct course in market.
• Evidence of taking a half-built program to launch. Examples where you inherited unclear scope, defined the work yourself, and delivered results others could measure.
• Experience marketing to or working alongside sales and operations professionals is a strong plus. Experience in sales tech, revenue operations, or quote-to-cash workflows is valuable.

Compensation & Benefits

• Annual OTE Range: $140,000 - $160,000
• Honest, open culture emphasizing feedback and professional development
• Global distributed team environment
• 6 self-care days per year
• Monthly SPIF (sales contest) participation opportunities
• Clear promotion paths

About PandaDoc

PandaDoc empowers more than 65,000 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.