Solution Partners Manager - PandaDoc

PandaDoc is looking for a Solution Partners Manager to own and grow our partner ecosystem. This is a high-impact, relationship and execution-focused role sitting at the intersection of PandaDoc, our customers, and our solutions partner network. You'll serve as the quarterback—building joint partner plans, driving partners to co-sell and co-market with us, managing strategic relationships directly, and enabling partners to generate leads and opportunities the way a top-tier marketer and BDR would.

What You'll Do

Partner Relationship Management

• Own a portfolio of solutions partners from Registered through Platinum tier, managing relationships and deals directly.
• Serve as the primary point of contact and relationship owner for strategic partner accounts for the entire customer lifecycle.
• Act as the connective tissue between PandaDoc, customers, and solutions partners, ensuring seamless coordination and clear ownership at every stage of the deal.

Partner Development & Recruitment

• Identify, recruit, and onboard new solutions partners, owning the first touchpoint and early relationship development in a repeatable, scalable manner.
• Develop partners into active co-sellers who generate qualified leads and pipeline, effectively enabling them to function as an extension of our sales team.
• Help partners drive more business to PandaDoc and their own businesses by strategizing and working with them to optimize their sales and marketing motions.
• Drive partners along the tier progression from Registered to Platinum by having the partners actively invest in our mutual success.

Co-Selling & Pipeline

• Own a partner-sourced and influenced revenue quota, driving solutions partners to actively co-sell with PandaDoc and consistently overachieve against target.
• Lead account mapping, partner readiness, field alignment, and strategic deal execution with partners.
• Lead and facilitate regular partner deal reviews, ensuring deals are moving and blockers are resolved.
• Collaborate with internal Account Executives and CS teams to support partner-attached deals through close.

Enablement

• Enable partners with the knowledge, tools, and resources to represent PandaDoc effectively in the market.
• Leverage AI to build and maintain partner playbooks, training materials, and onboarding programs that scale.

What We're Looking For

• 4+ years in partnerships, channel sales, or a partner-facing sales role at a SaaS company.
• Proven track record of managing and growing a book of partner relationships, with measurable impact on pipeline and revenue.
• Strong commercial instincts: You understand how deals get done and can coach partners through complex sales cycles.
• Excellent communicator and relationship builder; you're the kind of person partners want to call first.
• Experience recruiting and onboarding new partners from cold outreach through signed agreement.
• Comfortable operating with ambiguity and building structure where it doesn't yet exist.
• Familiarity with document workflow, eSignature, or sales process automation is a plus.

Why This Role

You'll have real ownership—a defined partner portfolio, a clear mandate to grow it, and the autonomy to build the relationships and processes that make it happen. This is not a support role; it's a strategic, quota-bearing position with direct impact on PandaDoc's partner-led growth.

Company Overview

PandaDoc empowers more than 70,000 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.

Company Culture

We’re known for our work-life balance, kind co-workers, and creative virtual team-bonding events. We uphold our values of integrity and transparency, and sell a product that changes the lives of our customers.