PandaDoc sits at the center of document workflow, CPQ, and revenue operations. As a Senior SE, you will navigate heavily integrated, multi-stakeholder environments with confidence, whether that means mapping a prospect's contract lifecycle into a PandaDoc solution or walking their engineering team through our APIs and integrations.
You will partner with our upmarket sellers and customers on their most complex challenges, owning the technical and solution strategy from the first discovery call through close. This is not a demo-runner seat or a support role. You are an equal partner in how deals are won and a force multiplier for the team around you.
What You'll Do- Partner with AEs to quarterback the full technical sales cycle on complex, multi-stakeholder deals: discovery, solution design, demo, and close.
- Lead consultative discovery that peels back the onion, surfacing the real business problem behind the stated ask and defining measurable success criteria.
- Design and deliver highly customized, outcome-driven demos that address advanced customer needs, and contribute demo content and best practices that raise the bar for the whole team.
- Design and implement complex solutions across CPQ, APIs, integrations, and automation, and lead technical discussions with customers' business and engineering stakeholders.
- Proactively own customer relationships across an account, building champions and expanding stakeholder relationships that create value-based outcomes.
- Proactively surface deal risks, trends, and product feedback to leadership, and provide feedback and support that helps your peers win.
- Design and implement AI-assisted workflows that improve efficiency for you and the team, and coach others on doing the same.
What We're Looking For3+ years of pre-sales or solutions engineering experience in a revenue organization. You think in business outcomes, not feature lists. You are a self-starter who leads your selling partners rather than waiting for direction; you bring high emotional intelligence to every room, and when you see something broken, you take a first pass at fixing it before raising your hand.
- Proven track record running consultative sales cycles on complex, multi-stakeholder SaaS deals.
- Strong working knowledge of integrations, APIs (REST, JSON, SDKs), MCP connectors, and CRM platforms like Salesforce, HubSpot, or Dynamics.
- Confidence navigating complex, heavily integrated technical environments and translating them into clear, compelling narratives for any audience, from C-suite to engineering.
- Genuine curiosity about AI and a track record of building with it, whether that is workflow automation, internal tools, or something else entirely.
Bonus Points- Hands-on experience with document workflows, contract processes, or CPQ.
- Experience mentoring peers or scaling best practices across a pre-sales team.
- CS degree or equivalent technical background.
Target OTE is $145,000 - $155,000 (base + variable tied to revenue outcomes).
