Partner Manager, Salesforce Ecosystem

PandaDoc is seeking a high-impact Partner Manager to own, expand, and operationalize our strategic partnership with Salesforce. This role sits at the center of the Salesforce ecosystem and drives revenue by co-selling with Salesforce Account Executives, aligning PandaDoc to Salesforce field priorities, and delivering joint marketing and pipeline-building programs.

You will be the face of PandaDoc in the Salesforce ecosystem—working closely with Salesforce partner managers, AEs, SEs, and industry teams to accelerate adoption of PandaDoc for Salesforce across priority verticals.

In this role, you will:

1. Drive Salesforce pipeline generation 

• Strategizing with PandaDoc partner marketing team on campaigns and marketing activities that, upon execution, will lead to top-of-funnel leads and pipeline
• Aligning with the Salesforce team on joint co-marketing opportunities, which can include elements such as webinars, events, promotions, and communications
• Communicate and articulate strategies both cross-functionally and to executive management
• Working with the Salesforce partner manager on scheduling field enablement and other awareness-driving initiatives targeting Salesforce AE’s and SE’s
• Facilitating co-sell efforts between Salesforce AE’s and PandaDoc sales and account management
• Executing on defined strategies and tactics to drive the pipeline directly from Salesforce and from solution partners servicing Salesforce.
• Build deep, trust-based relationships with Salesforce AEs across assigned territories and industry teams

2. Recruitment and activation of Salesforce partner network

• Create a prioritized list of specific Salesforce partners to engage with
• Develop partner value proposition and incentives 
• Launch outreach and awareness strategies about PandaDoc’s partnership value, targeting priority Salesforce partners
• Working with the PandaDoc partner enablement team for certification and enablement of partners recruited
• Lead partner account mapping and co-selling on named accounts
  
  

3. Salesforce Partnership Management & Program Execution

• Conduct regular QBRs with Salesforce partner managers, field leaders, and internal sales leadership
• Manage and execute joint account plans with the Salesforce partner manager
• Update PandaDoc content and marketing materials for internal Salesforce use and distribution
• Support PandaDoc events at Salesforce events (Dreamforce, World Tours, regional events) in partnership with Sales, Product, and Partner Marketing.
• Serve as the internal subject-matter expert on Salesforce strategies, program updates, incentives, and co-sell and marketing initiatives

4. Execute against an overall Salesforce partnership strategy

• Responsible for helping to define Salesforce partnership goals and KPI’s with support from management
• Develop roadmap and timelines for delivering on key milestones and tactics required to achieve goals
• Communicate and articulate strategies both cross-functionally and to executive management
• Optimize, pivot, or eliminate strategies based on ongoing progress

About you:

• 5+ years of experience in partnerships, alliances, channel management, or enterprise SaaS sales.
• Experience within the Salesforce ecosystem—such as co-selling with Salesforce AEs, working at a Salesforce ISV/SI, or managing AppExchange GTM.
• Demonstrated success in influencing pipeline and revenue via Salesforce field relationships.
• Strong understanding of Salesforce Clouds (Sales, Service, Revenue/CPQ, Industries) with an emphasis on SalesCloud
• Excellent communication, presentation, and relationship-building skills.
• Ability to operate cross-functionally and influence without authority.
• Experience managing partner marketing programs or field-level co-marketing initiatives.

Ideal candidate attributes:

• Salesforce Native – Deep understanding of how AEs are incented, how territories are structured, and how to land co-sell alignment quickly.
• Ecosystem Strategist – Can navigate Salesforce alliances, AppExchange requirements, and field-level motions with ease.
• Marketing Mindset – Collaborative with marketing teams to build campaigns that resonate with Salesforce customers.
• Cross-Functional Influencer – Able to coordinate sales, marketing, product, and leadership around shared goals.

Why join PandaDoc?

• High-impact role directly tied to PandaDoc’s growth in one of our most important ecosystems.
• Opportunity to build and scale a top-tier ISV partnership with Salesforce.
• Work with a dynamic, collaborative Partnerships team and supportive cross-functional stakeholders.
• Competitive compensation, equity, and benefits.
• A culture that values ownership, innovation, and results-driven partnership development.

The annual salary for this position is up to $180k USD

Application deadline: 1/25

Company Overview:

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. For more information, please visit https://www.pandadoc.com.

Company Culture:

We're known for our work-life balance, kind co-workers, & virtual team bonding events. Although our Pandas are located remotely 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.

Check out our LinkedIn to learn more.

Benefits:

Employees may be able to purchase company stock (or receive annual bonuses)
Employees (and their families) may enroll in the company's medical, dental, vision, short & long term disability, life insurance, FSA and 401k plans. Employees will also receive 13.34+ hours of paid time off per month, 6 self care days, birthday PTO day, and 12 company paid holidays off per year.

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.