Role Description We’re hiring our first AEs at Pogo to help us scale our B2B enterprise business from $XM ARR to $XXM ARR. You'll own the full sales cycle from prospecting to expansion. - Lead generation & engagement: Get Pogo in front of the right people by building relationships with prospects across outbound email, calls, conferences, and dinners. Stay on top of inbound and referral leads and keep pipeline moving. - Qualification & closing: Lead discovery, demos, and follow-up conversations to understand prospect needs and close new business. Build compelling ROI cases and navigate contract negotiations to get deals over the line. - Consultative selling with trials & POCs: Own the trial experience end-to-end, coordinating with other Pogo team members to ensure every project is successful and accelerates the path to closing a subscription. - Renewals & expansion: Own the renewal cycle for your accounts and actively identify upsell and cross-sell opportunities. Build deep relationships with existing clients to understand their evolving needs and grow revenue within the base. - Process & feedback: Help build and improve the sales playbook as we scale. Bring structured learnings back to the team and contribute to a culture of rapid iteration on what's working. - Travel: Up to 3-5 days a month. - Cross-team collaboration: Work closely with GTM, Engineering, and Product team members to make sure new clients are set up for success from day one. Partner with the founding team on strategic deals and revenue priorities. Qualifications - Likely 3-10 years of sales experience, including selling to enterprise customers end-to-end. - You're a hunter. You're energized by building pipeline from scratch and you don't wait for leads to come to you. - You're a strong communicator who can earn credibility quickly with senior stakeholders and translate a product demo into a compelling business case. - You're hands-on and resourceful. You do whatever it takes to get a deal across the line. - You take ownership of your number. You know where you stand at all times and you're always working the problem. - You're a fast learner who picks up new products, industries, and buyer personas quickly. - You use AI tools to work smarter and to do better research, better outreach, better prep. Requirements - Bonus: You can tell stories with data. - You have sold insights or data analytics products. Benefits - Help build the GTM motion from the ground up. You won’t just be joining a sales team - you’ll help define how we sell, who we sell to, and what great looks like as we scale. - Sell a product customers genuinely want. We’re seeing strong inbound interest from the largest consumer brands in the world, and you’ll work closely with prospects who are excited about using Pogo's products to accelerate consumer insights, sales, marketing, etc. - Work directly with the founders and product team. As one of our first AEs, you’ll have a direct line into company strategy, pricing, positioning, and roadmap decisions. Customer feedback from your conversations will shape both the product and the business. - Operate with fast feedback loops. We move quickly, iterate constantly, and care deeply about learning. You’ll be able to test messaging, refine outreach, and influence product direction in days - not quarters. - Own meaningful customer relationships. From first outbound touch to closed-won and expansion opportunities, you’ll have real ownership over accounts and the ability to become a trusted partner to customers. - Join a highly product-minded team. Everyone at Pogo - from engineering to GTM - obsesses over building useful, delightful products. We care deeply about craft, customer empathy, and creating experiences people love. - Shape the culture early. As an early team member, your approach to sales, collaboration, and customer relationships will help define the culture and playbook for future hires. Why you might not be excited about us - There’s very little structure (yet). As one of our early GTM hires, you will be expected to work with your teammates, Founders, Growth team, and Marketing team to develop playbooks and build the foundations as we scale. - You’ll need to thrive in ambiguity. Enterprise sales at Pogo often means navigating new buyer personas, shaping positioning in real time, and solving problems that don’t have obvious answers. We’re looking for people who find that energizing rather than stressful. - You’ll wear a lot of hats. One day you might be prospecting, the next helping refine positioning, jumping into onboarding calls, or working with product on customer feedback. If you prefer highly specialized roles with narrow ownership, this probably won’t be the right fit. - We expect more than 9 to 5 — raw hours make an impact at our current stage. That said, we trust each team member to create a flexible work schedule that allows them to be most productive while accommodating other priorities outside of work. We also strongly encourage time off to recharge the batteries: in addition to unlimited PTO, we've implemented a minimum 20 days vacation policy.

Role Description We are looking for individuals with a strong sales background to work in full-cycle motion with a substantial volume of inbound leads and bring new business customers to PandaDoc. - Manage the full-cycle sales of qualified SMB leads (companies with 11-200 employees), including contract generation and other deliverables for closing across a diverse portfolio of products. - Meet/exceed monthly sales goals using appropriate value-based sales approaches & techniques. - Perform prospecting activities - work with leads assigned in order to set up a discovery and product demonstration by using different channels of communication: emails, calls, LI messages, etc. - Conduct discovery calls with prospects in order to understand their business needs and how PandaDoc can be a solution to them. - Perform product demos and help prospects evaluate PandaDoc for their use case through demonstrations, events and target-specific initiatives. - Work with prospects to help them move through value-based sales including qualification, discovery, evaluation and purchase. - Negotiate and close deals with buyers. - Work with other departments (such as Marketing, Customer Success and Account Management) to make sure we have best in class customer journey and a smooth handoff to the post-sale teams. - Consistently manage a clean pipeline and work to progress buyers through sales stages. - Maintaining or exceeding activity, pipeline, and closing metrics at the set targets. Qualifications - 1-3 years of on-quota direct sales experience selling B2B applications/solutions. - Experience with SMB and Mid-Market deal sizes. - Previous experience accurately tracking and forecasting a pipeline for all engagement and activity through the use of a CRM. - Experience with managing a multi-touch sales cycle. - Ability to work in a rapidly expanding and changing environment. - Team player and have good communication skills. - Experience in multi-threaded decision-making. - Competitive spirit. Requirements - Experience with SFDC, SalesLoft, Gong, ZoomInfo, LinkedIn SalesNav, and other tools. - Good time management and organizational skills. - Experience selling by using SPICED or SPIN methodologies. - Experience in prospecting and qualifying leads (SDR, BDR roles). - On-demand/SaaS, CRM, SFA, and marketing software/solution sales experience. Benefits - An honest, open culture that emphasizes feedback and promotes professional and personal development. - 6 self care days. - A competitive salary. - And much more! Company Description PandaDoc empowers more than 60,000 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. We're known for our work-life balance, kind co-workers, & creative virtual team-bonding events. And although our Pandas are located across the globe, we stay connected with the help of technology and ensure that everyone on our team feels, well, like a team. Pandas work best when they're happy. We retain our talent by upholding our values of integrity & transparency, and selling a product that changes the lives of our customers.

• Connect and engage with prospective clients from inbound leads • Seek new business opportunities and develop relationships with potential customers • Guide clients throughout required sales stages • Manage the sales cycle from discovery through to close • Execute a customer-centric approach across all interactions • Research clients and stay updated on industry trends • Collaborate with team to respond to inbound client inquiries • Participate in 1-1 sales training and complete personalized training program • Mentor new team members and contribute to team success

• Drive revenue growth by building strategic relationships with customers • Cover the full spectrum, from high velocity fast-growing startups to complex Mid-Market deals • Work closely with engineering organizations to understand their development workflows • Demonstrate how Cursor transforms developer productivity • Guide customers through evaluation, implementation, and expansion • Own the full sales cycle, from first call to close • Build and manage a healthy high velocity pipeline, meeting and exceeding quarterly targets • Lead multi-threaded sales cycles across Engineering, Product, Security, Procurement, and Legal • Develop executive relationships and day-to-day champions within each account • Quantify value with clear ROI cases tied to developer productivity and AI adoption • Design and execute innovative sales strategies; analyze market trends and translate high-level plans into targeted activities and campaigns • Be the voice of the customer and influence the roadmap with actionable feedback • Continuously refine the sales methodology by incorporating learnings into playbooks, templates, and best practices