PandaDoc

What we’d expect selling here to look like

PandaDoc sells software through self-serve trials and free plans as well as demo-led sales, with buyers ranging from small business owners to sales, revenue operations and legal leaders at larger companies. The product implies a land-and-expand sale that often starts with e-signatures or proposals on one team and grows into CPQ, CRM integrations and more seats across sales and other departments.

What it builds, by career stage

Breaking in

For SDRs, BDRs and those aiming for a first SDR role, the product implies working inbound trial sign-ups and prospecting into sales and operations leaders, which builds a feel for how quoting and contract steps slow deals down.

Building

For account executives, account managers and those working toward those titles, it implies selling against e-signature and proposal tools, building a case on time saved and faster signatures, then expanding accounts into CPQ and more teams.

Leading

For sales managers, directors and heads of sales, it implies running a mixed motion of high-volume self-serve conversions and larger demo-led deals, and coaching reps who sell a tool that sits inside their own closing process.

Where it can take you

The experience travels to SaaS sales roles such as account executive, account manager or solutions consultant at e-signature, CPQ, contract management and sales technology companies. It also suits moves into revenue operations roles that own quoting and deal desk processes.

Questions worth asking

Considering a sales role at PandaDoc? Ask these in your interview.

1. How do deals split between self-serve upgrades from the free or trial plans and sales-led enterprise deals?
2. How does a typical customer expand from e-signatures or proposals into CPQ and CRM integrations?
3. Which competitors come up most often in deals, and how do reps position PandaDoc against them?