• 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