• Act as primary client interface: manage accounts, meet with clients, review results, ensure client satisfaction with Teladoc • Perform account review calls and face-to-face meetings to review value creation, reporting, additional training needs, project status, outstanding issues, and opportunities to integrate additional Teladoc services • Cultivate and maintain positive relationships with clients • Manage internal and external stakeholders to maximize both retention and growth • Work closely with Sales to manage client needs and expectations

Title: Partner Development Representative Location: Chicago United States Job Description: Company Overview Docusign brings agreements to life. Over 1.5 million customers and more than a billion people in over 180 countries use Docusign solutions to accelerate the process of doing business and simplify people's lives. With intelligent agreement management, Docusign unleashes business-critical data that is trapped inside of documents. Until now, these were disconnected from business systems of record, costing businesses time, money, and opportunity. Using Docusign's Intelligent Agreement Management platform, companies can create, commit, and manage agreements with solutions created by the #1 company in e-signature and contract lifecycle management (CLM). What you'll do The Partner Development Representative (PDR) will co-sell with internal and external partner Account Executives to secure sufficient flow of qualified partner opportunities for Docusign account executives. The PDR is accountable for daily activity metrics of 15+ calls, with monthly and quarterly quotas. PDRs will receive hands-on training with an emphasis on partner co-selling and a focus on penetrating targeted accounts. This position is a great way for individuals seeking to gain in-depth partner and direct sales experience in a rapidly growing SaaS company. This position is an individual contributor role reporting to the Manager II, PDR. Responsibility - Support our partner sales teams with qualified opportunities - Build strong professional relationships with account executives within Docusign's partner ecosystem - Develop sales strategy with our external partner sales teams to penetrate targeted accounts with innovative and scalable approaches - Plan and execute quarterly in-person account planning and enablement meetings with partner sales team - Use technologies such as Salesforce, Outreach, ZoomInfo, and LinkedIn to research accounts, identify key contacts, and prospect to prospective customers - Work with internal and external partner Account Executives to source and close deals, ensure Business Development protocols are followed, and contractual requirements are met Job Designation Hybrid: Employee divides their time between in-office and remote work. Access to an office location is required. (Frequency: Minimum 2 days per week; may vary by team but will be weekly in-office expectation) Positions at Docusign are assigned a job designation of either In Office, Hybrid or Remote and are specific to the role/job. Preferred job designations are not guaranteed when changing positions within Docusign. Docusign reserves the right to change a position's job designation depending on business needs and as permitted by local law. What you bring Basic - BA/BS degree - 1+ years of relevant experience Preferred - 1+ years prior experience within a quota-carrying Inside Sales role, ideally selling software - to include prospecting, forecasting, and closing on net-new revenue - Prior experience selling with or through Partners - Experience working within Salesforce as a CRM tool - Excellent written and verbal communication presentation skills, including problem-solving, attention to detail, and technical acumen Wage Transparency Pay for this position is based on a number of factors including geographic location and may vary depending on job-related knowledge, skills, and experience. Based on applicable legislation, the below details pay ranges in the following locations: Washington: $24.00/hour - $34.30/hour Illinois: $24.00/hour - $31.28/hour This role is also eligible for the following: - Bonus: Sales personnel are eligible for variable incentive pay dependent on their achievement of pre-established sales goals. Non-Sales roles are eligible for a company bonus plan, which is calculated as a percentage of eligible wages and dependent on company performance. Global benefits provide options for the following: - Paid Time Off: earned time off, as well as paid company holidays based on region - Paid Parental Leave: take up to six months off with your child after birth, adoption or foster care placement - Full Health Benefits Plans: options for 100% employer paid and minimum employee contribution health plans from day one of employment - Retirement Plans: select retirement and pension programs with potential for employer contributions - Learning and Development: options for coaching, online courses and education reimbursements - Compassionate Care Leave: paid time off following the loss of a loved one and other life-changing events Work Authorization Notice: Please note that we do not provide visa sponsorship or immigration support for this position. Applicants must already be authorized to work in the United States on a full-time, permanent basis without the need for current or future sponsorship. Life at Docusign Working here Docusign is committed to building trust and making the world more agreeable for our employees, customers and the communities in which we live and work. You can count on us to listen, be honest, and try our best to do what's right, every day. At Docusign, everything is equal. We each have a responsibility to ensure every team member has an equal opportunity to succeed, to be heard, to exchange ideas openly, to build lasting relationships, and to do the work of their life. Best of all, you will be able to feel deep pride in the work you do, because your contribution helps us make the world better than we found it. And for that, you'll be loved by us, our customers, and the world in which we live. Accommodation Docusign is committed to providing reasonable accommodations for qualified individuals with disabilities in our job application procedures. If you need such an accommodation, or a religious accommodation, during the application process, please contact us at accommodations@docusign.com. If you experience any issues, concerns, or technical difficulties during the application process please get in touch with our Talent organization at taops@docusign.com for assistance. Applicant and Candidate Privacy Notice States Not Eligible for Employment This position is not eligible for employment in the following states: Alaska, Hawaii, Maine, Mississippi, North Dakota, South Dakota, Vermont, West Virginia and Wyoming. Equal Opportunity Employer It's important to us that we build a talented team that is as diverse as our customers and where all employees feel a deep sense of belonging and thrive. We encourage great talent who bring a range of perspectives to apply for our open positions. Docusign is an Equal Opportunity Employer and makes hiring decisions based on experience, skill, aptitude and a can-do approach. We will not discriminate based on race, ethnicity, color, age, sex, religion, national origin, ancestry, pregnancy, sexual orientation, gender identity, gender expression, genetic information, physical or mental disability, registered domestic partner status, caregiver status, marital status, veteran or military status, or any other legally protected category. EEO Know Your Rights poster #LI-Hybrid

• Serve as executive sponsor for strategic accounts, building and maintaining C-level client relationships. • Act as a trusted advisor, helping clients align business strategy with digital innovation and transformation opportunities. • Lead client strategy reviews, roadmaps, and executive QBRs, ensuring alignment of Robots & Pencils’ work with measurable business outcomes. • Oversee end-to-end delivery of complex, multi-phase engagements, ensuring alignment across scope, budget, timeline, and quality. • Identify and proactively manage dependencies, risks, scope changes, and escalations before they become blockers. • Manage phased releases, production readiness, and transitions into operations and maintenance models. • Bring an AI-forward mindset to your daily work, using tools like Claude to enhance delivery planning, reporting, and stakeholder communications. • Own overall revenue growth, retention, and profitability targets across the client portfolio. • Partner with sales and practice leads to identify new opportunities, shape proposals, and drive expansion in existing accounts. • Negotiate executive-level agreements, renewals, and long-term partnerships. • Develop and implement strategies to strengthen account penetration and expand Robots & Pencils’ industry footprint. • Lead and develop the account management organization, including directors and senior managers. • Establish scalable account management processes, frameworks, and playbooks across the company. • Partner with delivery leadership to ensure consistent alignment between account strategy and delivery execution. • Represent the client voice at the executive table, influencing Robots & Pencils’ overall business strategy. • Build multi-year account plans for top clients, aligning with their evolving needs and Robots & Pencils’ growth goals. • Monitor client portfolio health through KPIs such as revenue growth, retention, NPS, and profitability. • Collaborate with finance, marketing, and operations to forecast revenue, plan resourcing, and shape go-to-market initiatives. • Identify market and client trends, shaping Robots & Pencils’ positioning and offerings.

Role Description As a Core Partner Development Manager (PDM), you will lead and manage partnerships with leading marketing agencies, consultants, and systems integrators in NAM. The PDM is the pivotal role in the relationships that HubSpot builds with partner companies. They are responsible for engaging at the executive level to build trust by sharing insights about how companies can capitalize on market opportunities by partnering with HubSpot. PDMs lead the building of joint business plans, the defining of a partners’ solutions portfolio, advising on Go-To-Market, sales and marketing strategies, and driving implementation of all aspects of the strategy by orchestrating relationships between the partners' technical, sales, and marketing teams and HubSpot’s to ensure excellence in execution of the strategy and achieving partnership growth goals and sales targets. In this role you will establish and grow the business and technical relationships and manage the day-to-day interactions with these partners. You will be responsible for driving top line revenue growth and overall end customer adoption across all market segments. You will possess a business background that enables you to engage at the CXO level and ideally a sales background that enables you to easily interact with end customers and sales/field reps. Ideal candidates will demonstrate the ability to think strategically about business, product, and technical challenges, and to build and convey compelling customer value propositions around the value of HubSpot's software. In this role, you’ll get to: - Manage 20-30 partner relationships and build a sales pipeline by working with your partners to exceed sales goals - Develop a trusted-advisor relationship with partners to establish strategic alignment and drive growth - Understand and align partners' priorities, strategies, and goals with HubSpot’s to build mutually beneficial action plans - Work with the program, marketing, and sales teams on the execution of partner programs, events, sales engagement, building playbooks, and collateral to enable partners to sell into customers effectively - Develop and drive business and technical enablement plans with partners to facilitate the implementation and operations of HubSpot products - Promote top partners to HubSpot customers and sellers - Drive promotions, contests, and incentives as appropriate - Gather, organize, and report back partner feedback (both technical and business) to help improve the customer and partner experience - Be the partner evangelist within the HubSpot sales organization - Work with marketing and technology departments to execute sales strategy as the firm introduces enhancements to existing solutions and/or releases new products - Bring your thinking, strategies, and ideas to advance our company’s values, unique culture, and vision for the future Qualifications - 5+ years of experience in sales, partner channel development, business development, or alliance management in the technology industry - 3+ years of experience with technology platforms and solutions with a reasonable level of technical proficiency - Ideally has experience in the software (SaaS) industry and therefore has a deep understanding of SaaS go-to-market models - Excellent communication and presentation skills with a high degree of comfort - Ability to proactively identify areas in the partner development strategy that require strengthening (i.e. models, processes, and tools) - Ability to identify required resources and gather requirements, drive a sense of common purpose and shared goals/vision, and deliver results as an outcome of ongoing or time-bound work - Thrives in a fast-paced working environment, can work autonomously and pivot quickly to changing business needs - Can take an ambiguous problem, make sense of it, and propose a path forward - Cares deeply about customer-centricity and HubSpot’s mission of helping millions of organizations grow better Benefits - Flexible work environment - Opportunities for professional growth and development - Supportive company culture Company Description HubSpot (NYSE: HUBS) is an AI-powered customer platform with all the software, integrations, and resources customers need to connect marketing, sales, and service. HubSpot's connected platform enables businesses to grow faster by focusing on what matters most: customers. At HubSpot, bold is our baseline. Our employees around the globe move fast, stay customer-obsessed, and win together. Our culture is grounded in four commitments: Solve for the Customer, Be Bold, Learn Fast, Align, Adapt & Go!, and Deliver with HEART. These commitments shape how we work, lead, and grow. We’re building a company where people can do their best work. We focus on brilliant work, not badge swipes. By combining clarity, ownership, and trust, we create space for big thinking and meaningful progress. And we know that when our employees grow, our customers do too. Recognized globally for our award-winning culture by Comparably, Glassdoor, Fortune, and more, HubSpot is headquartered in Cambridge, MA, with employees and offices around the world.