Documo

• Successfully managing customer onboarding and implementation projects from kickoff to completion • Ensuring customers are set up correctly and effectively using Documo products • Collaborating with internal teams to address technical or process challenges • Serving as a trusted advisor during implementation and providing ongoing guidance for adoption • Contributing to customer satisfaction, retention, and long-term product value • Lead post-sales onboarding and implementation of Documo products • Configure solutions to meet customer requirements and business processes • Develop project plans, timelines, and success criteria for each implementation • Conduct technical workshops, training sessions, and knowledge transfer with customer teams • Identify and resolve potential technical or operational challenges during implementation • Ensure customers understand how to use Documo products effectively • Provide guidance on best practices, workflows, and integrations • Monitor adoption metrics and proactively address usage gaps • Collect customer feedback to inform process improvements and product enhancements • Partner with Customer Success, Sales, and Product teams to ensure smooth delivery and alignment • Communicate project status, risks, and solutions to internal stakeholders and customers • Serve as a technical point of contact for customers during the implementation lifecycle • Stay informed about industry trends, product updates, and best practices • Document processes, workflows, and integration configurations • Contribute to the development of templates, guides, and playbooks to improve implementation efficiency

• Monitor existing account usage, contract terms, and organizational changes to identify expansion, upsell, and cross-sell opportunities • Conduct proactive outreach to existing customer contacts through persona based, tactical prospecting campaigns through all channels (phone, email, social media) • Qualify expansion opportunities based on usage patterns, contract timing, and stated customer needs • Book and hand off qualified meetings to Account Managers • Flag renewal timing and account health signals to Account Managers as they come up in the course of outreach • Proactively partner with Account Managers and marketing to drive growth within current customer base • Keep Salesforce CRM updated with accurate activity, pipeline, and opportunity status • Share feedback with Customer Success and Product on expansion trends and customer needs • Build a solid understanding of Documo's product suite (cloud fax, IDP, eSign, API integrations) to speak credibly with existing customers about additional use cases • Hit monthly and quarterly metrics for calls, emails, meetings booked, and expansion pipeline generated • Stay current on industry trends and competitive dynamics in healthcare and other regulated verticals

• Research target accounts and identify key decision-makers using tools like LinkedIn Sales Navigator and ZoomInfo • Run high-volume outbound outreach through cold calls, personalized emails, and social selling • Qualify leads using frameworks like BANT or MEDDIC to assess fit and business need • Book and hand off qualified discovery meetings and demos to Account Executives • Keep Salesforce CRM updated with accurate activity, pipeline, and lead status • Share feedback with Marketing on lead quality and messaging • Build a solid understanding of Documo's product suite (cloud fax, IDP, eSign, API integrations) to speak credibly with prospects • Hit monthly and quarterly metrics for calls, emails, meetings booked, and pipeline • Stay current on industry trends and competitive dynamics in healthcare and other regulated verticals

Role Description Documo is seeking an Inside Sales Representative to join our growing SMB team. In this role, you will manage the full sales cycle, including: - Researching new opportunities and qualifying inbound leads - Conducting product demonstrations - Negotiating deals - Closing new business You will work closely with the Sales and Marketing teams to drive lead conversion in a dynamic market. We are looking for a highly motivated team player with a high level of technical competencies, ability to exceed goals, and motivated by career advancement. We promote from within by hiring exceptional SMB Reps that have the desire and drive to advance to an Enterprise level position within a couple of years. This is a fully remote position. Candidates can be located anywhere in the U.S., but work hours are aligned with Eastern Standard Time business hours. Qualifications - 3+ years of experience in software (SaaS) sales - Strong technical aptitude and ability to quickly learn and understand complex products and new Sales methodology and processes - Proven experience engaging in proactive outreach to prospects - Excellent verbal and written communication skills - Self-motivated, flexible, and eager to grow professionally - Highly organized with excellent time management and the ability to prioritize tasks - Able to work independently while contributing effectively to a distributed team Requirements - Conduct outreach to both cold and warm inbound leads and engage in meaningful conversations to understand their needs and challenges - Execute Documo’s sales processes and methodology - Consistently achieve and exceed revenue and performance targets - Demonstrate a self-starter attitude and take initiative to drive results - Develop business acumen and industry expertise - Adapt to evolving responsibilities and contribute to overall team success Benefits - Hands-on training from your manager and colleagues who are passionate about Sales and your success - Opportunity to collaborate with the broader Documo team and take part in tactical discussions and decision making - Be a part of an organization leading the charge in advancing AI technology to help the Health Care industry perform more efficiently, leading to better patient care and outcomes - A career in the massive Health-tech (SaaS) space - Great pay, comp plan, benefits, and fast career advancement - Competitive U.S. benefits: medical, dental, vision, and a 401(k) with a strong match - Annual bonus program based on role and company performance - Annual performance reviews with merit increases - In-person company kick-off to connect, collaborate, and celebrate - Equity opportunities to grow with us - Flexible remote work that fits your life, plus flexible paid time off - Competitive paid parental leave, mental health support, and Employee Assistance Programs (EAP) - Be part of a small, fast-growing tech company with a supportive, inclusive, and fun culture

• Design, write, and maintain test plans, test cases, and regression suites for Documo’s product suite (cloud fax, IDP, eSign, API integrations) • Leverage AI-powered tools (e.g. Claude Code, Playwright, etc.) to accelerate test generation, identify coverage gaps, and reduce manual effort • Use large language models to assist with edge case discovery, test data synthesis, and exploratory testing scenarios • Execute manual, automated, and exploratory testing across web, API, and backend systems • Partner with Development and Product to review requirements, identify quality risks early, review & improve merge requests for test completeness and accuracy, and shift testing left in the SDLC • Build and maintain CI/CD-integrated test automation pipelines using tools like Selenium, Playwright, or Cypress • Validate HIPAA compliance requirements and data security standards throughout the testing lifecycle • Track, document, and triage defects in Jira; communicate clearly on severity and impact • Analyze test results and use AI-assisted analytics to identify patterns, flaky tests, and systemic issues • Continuously evaluate and adopt new AI-powered QA tooling to improve efficiency and coverage • Contribute to a quality culture by mentoring teammates and advocating for testability in design

• Documo is looking for a driven Senior Sales Development Representative to be the first point of contact in our go-to-market efforts. • You'll research and connect with prospects in healthcare and health tech, generating qualified meetings for our Account Executives. • This is a great launchpad role. Strong performers move into closing positions like SMB Rep or Account Executive. • We invest in your growth and want you to advance. • Run high-volume outbound outreach through cold calls, personalized emails, and social selling. • Qualify leads using frameworks like BANT or MEDDIC to assess fit and business need. • Book and hand off qualified discovery meetings and demos to Account Executives. • Keep Salesforce CRM updated with accurate activity, pipeline, and lead status.

Role Description Documo is looking for a driven Sales Development Representative to be the first point of contact in our go-to-market efforts. You'll research and connect with prospects in healthcare and health tech, generating qualified meetings for our Account Executives. This is a great launchpad role. Strong performers move into closing positions like SMB Rep or Account Executive. We invest in your growth and want you to advance. This is a fully remote position. Candidates can be located anywhere in the U.S., but work hours are aligned with Eastern Standard Time business hours. - Research target accounts and identify key decision-makers using tools like LinkedIn Sales Navigator and ZoomInfo - Run high-volume outbound outreach through cold calls, personalized emails, and social selling - Qualify leads using frameworks like BANT or MEDDIC to assess fit and business need - Book and hand off qualified discovery meetings and demos to Account Executives - Keep Salesforce CRM updated with accurate activity, pipeline, and lead status - Share feedback with Marketing on lead quality and messaging - Build a solid understanding of Documo's product suite (cloud fax, IDP, eSign, API integrations) to speak credibly with prospects - Hit monthly and quarterly metrics for calls, emails, meetings booked, and pipeline - Stay current on industry trends and competitive dynamics in healthcare and other regulated verticals Qualifications - 1 to 3 years of experience in sales development, inside sales, or a customer-facing B2B role (SaaS preferred) - Comfortable with high-volume outbound activity and resilient when facing rejection - Strong communicator, both written and verbal, with a knack for crafting personalized outreach - Familiar with CRM platforms (Salesforce preferred) and sales tools like Outreach, SalesLoft, or Apollo - Experienced with prospecting tools such as LinkedIn Sales Navigator or ZoomInfo - Self-starter who can stay organized and accountable in a fully remote environment - Coachable and curious, especially when learning about complex or technical products - Technically comfortable enough to discuss APIs, HIPAA compliance, and cloud solutions with confidence Bonus Qualifications - Experience selling into healthcare, finance, or other regulated industries - Background in cloud fax, document management, or health IT - Salesforce certification or formal sales training (Sandler, Challenger, MEDDICC) - Proven track record of exceeding quota as an SDR or BDR Benefits - Competitive U.S. benefits: medical, dental, vision, and a 401(k) with a strong match. - Annual bonus program based on role and company performance. - Annual performance reviews with merit increases. - In-person company kick-off to connect, collaborate, and celebrate. - Equity opportunities to grow with us. - Flexible remote work that fits your life, plus flexible paid time off. - Competitive paid parental leave, mental health support, and Employee Assistance Programs (EAP). - Be part of a small, fast-growing tech company with a supportive, inclusive, and fun culture.

• Conduct outreach to both cold and warm inbound leads and engage in meaningful conversations to understand their needs and challenges • Execute Documo’s sales processes and methodology • Consistently achieve and exceed revenue and performance targets • Demonstrate a self-starter attitude and take initiative to drive results • Develop business acumen and industry expertise • Adapt to evolving responsibilities and contribute to overall team success