Your Company
Meet the Hiring Manager
Bret Johnson
Enterprise Sales Director

Los Angeles, CA

Hear the Highlights (click to listen)
Total listen time: 00:05:10
59 sec
59 sec | Summary
Bret sees the role as essential for streamlining sales efforts by handling the initial vetting and qualification of inbound traffic. This allows account executives to stay focused on executing and delivering solutions rather than sifting through potential opportunities. Additionally, the candidate suggests that the role involves understanding the needs of the prospects and developing plans, which are then presented by the account executives. This demonstrates the candidate's understanding of efficient sales funnel management and division of responsibilities within a sales team.
48 sec
48 sec | Summary
Bret is excited about the role due to the company's recent achievement of unicorn status and its placement in a rapidly growing digital market, accelerated by the Covid-19 pandemic. He highlights the strategic timing of the company's success, noting the push for digital transformation across multiple industries, which has propelled their business. Bret believes this presents an exciting opportunity to play a significant role in an historic shift towards digital business practices.
1 min, 28 sec
1 min, 28 sec | Summary
The key skills for this role include at least two years of outbound experience as an SDR, the ability to progress from inbound to outbound, experience in handling larger accounts and having more sophisticated conversations, strong discovery skills on calls, familiarity with product domains, experience in a tech-type profile, proficiency in Salesforce and email automation, knowledge of using social channels for client engagement, and excellent organization and follow-up skills for driving execution. Bret also emphasizes the importance of a hybrid approach, combining inbound and outbound strategies.
47 sec
47 sec | Summary
The candidate would be joining a team with a one-to-one ratio of Account Executives to outbound Sales Development Representatives, with a total of six pairs. There are also several inbound SDRs. The outbound SDRs are tied directly to an AE and operate on a vertical basis, focusing on understanding the buyer's domain. Their role is to identify what jobs need to be done for the buyer. The AEs, on the other hand, concentrate on the buyer within the vertical, engaging in dialogue that speaks to that specific vertical. The team's approach is to target specific buyers within a vertical.
1 min, 8 sec
1 min, 8 sec | Summary
Bret believes success in the sales role is largely a numbers game, with a focus on knowing one's input-output correlation. He believes the best salespeople are those who understand their conversion rates and know how many calls or emails are required to achieve their goals. These individuals are also adept at creatively testing different strategies such as email subject lines, communication timings, and exploiting social networks and referrals. Additionally, successful salespeople go above and beyond by innovating the ways they operate and pursue leads. Overall, Bret emphasizes a data-driven, creative, and persistent approach to sales as key to success.

About the Company

The Role 💼

Enterprise Sales Development Representative

Location: Remote (USA)

About Us:

We empower more than 30,000 growing organizations to thrive by taking the work out of document workflow. We provide 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. 

Job Overview:

This is a full-cycle Enterprise Sales Development Representative role with a potential career path to Account Executive in 6-9 months. Qualified candidates will join a progressive team that is building a new revenue channel for the business. Through outbound prospecting, you will use multiple channels including cold calls, email, and social media to engage decision makers. The goal is to educate prospects, bring awareness to our solutions, and convert prospects into actionable leads for Account Executives to close. The Outbound SDR will be part of an exciting career path that can lead to career growth in sales, client success or leadership.

In this role, you will:

  • Build a career in technology-focused inside sales
  • Learn how to pitch a product and talk with prospects
  • Engage decision makers through multiple channels (Phone, email, LinkedIn, etc.)
  • Build an "A player" reputation for work ethic
  • Get paid for your performance
  • Have defined advancement opportunities with very clear goals for moving up
  • Join a sales-focused culture in a high growth technology company

A typical day may include:

  • Prospecting leads to secure demos through phone calls, emails and social outreach
  • Celebrating individual and team results
  • Sales training and collaborating with teammates on creative strategies to improve results
  • Following up on leads to conduct research to identify potential prospects
  • Utilizing Hubspot,, SalesLoft and other industry leading technologies
  • Overcoming objections and helping prospects uncover areas of pain and potential value in their business and functional role

The Ideal Candidate is someone who is looking to prove they have what it takes to be successful in technology-focused sales. Ideal candidates will be highly competitive, confident, resilient, and focused on getting better every day while producing consistent results. Someone who doesn’t shy away from hard work and rolls up their sleeves to find proactive solutions, contribute ideas and improve business outcomes.

About you:

  • Bachelor's degree in business, sales/marketing or equivalent experience
  • 1-2+ years of experience
  • Motivated, positive attitude and relentless pursuit of innovation and achievement
  • Self-starter, curious, and hungry to learn
  • Strong written and verbal English

You will be measured on these Key Performance Indicators:

  • # of phone calls: Simply measures the amount of outgoing calls, emails and activities
  • # of discovery calls set:  The number of discovery calls scheduled during the calendar month
  • # of discovery calls completed:  Total number of discovery calls held, completed and qualified
  • $$ pipeline value:  Sales pipeline value created from discovery calls scheduled and held

Our Culture:

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.


Our benefits include tremendous career growth opportunities, a competitive salary, health and commuter benefits, company paid life & disability, 20+ PTO days, 401K and FSA plans, and of course, a fun team of Pandas to work with!

PandaDoc is an Equal Opportunity Employer. We are committed to equal treatment of all employees without regard to race, national origin, religion, gender, age, sexual orientation, veteran status, physical or mental disability or other basis protected by law.

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Your Company
Ezgi Bilici
Customer Success & Onboarding Manager