Director of Product, Quote to Cash

About PandaDoc

PandaDoc delivers transformative technology that simplifies the way companies operate and win. With 60K+ paying customers and millions of documents signed monthly, we are building the most intuitive, AI-powered agreement platform for SMBs and beyond.

About the Role – PandaDoc for Sales and Q2C

The PandaDoc for Sales solution is at the heart of our go-to-market. From proposals and quotes to CPQ and payments, this solution powers how sales teams create, deliver, and close deals. As Director of Product, PandaDoc for Sales, you will own the end-to-end vision and strategy for how PandaDoc solves sales workflows.

You will lead 4-5 squads directly managing product managers and collaborating with designers and engineers to expand our footprint in sales technology, making PandaDoc the category-defining SMB sales agreement platform. 

You will own the $90M revenue engine that powers thousands of sales teams closing billions of dollars in deals annually through PandaDoc. You'll architect the complete Quote-to-Cash ecosystem that's redefining B2B selling, from first pitch to final payment. This isn't just another sales automation product management role; you're building the system for the future of every sales agreement.

Scope

The Director of Product, Q2C will own the end-to-end vision and strategy for how PandaDoc solves sales workflows. This includes managing product managers and collaborating with designers and engineers to expand the company's footprint in sales technology.

The scope of the role spans:

• Proposals & Quotes: Core PandaDoc sales workflows, content management, and templates.
• CPQ: Configuration, pricing, guided selling, and CRM integrations.
• Invoicing and Payments: From quote-to-cash, including quotes, invoices, and embedded payments.
• AI for Sales: Embedding Smart Create, CPQ AI rule builder, and AI-driven content generation into the sales workflow.

• Critical Flows & UX: You will lead teams polishing our top user journeys (create, quote, send, sign, pay) for sales use cases and improve information architecture across the platform.
• Pitch Decks: Allowing PandaDoc customers to generate, deliver, and track pitch decks.

Points

• Significant Impact and Ownership: The role involves ownership of user interfaces and experiences across multiple platforms for a growing B2B SaaS company.
• High-Growth Company: Scale-up B2B SaaS company with a potential for IPO, a dynamic and high-growth environment.
• Strong Influence and Support: strong executive support and a direct line to decision-making.
• Collaborative Environment: collaborative and supportive team structure.

Your Domain: End-to-End Revenue Velocity

Deal Creation & Intelligence 

• Transform how thousands of sales reps create winning proposals in minutes, not hours
• Build the pitch deck platform that tracks engagement and predicts deal outcomes
• Own the deal intelligence layer
• Drive 40% reduction in time-to-first-proposal while increasing win rates by over 20%

CPQ & Revenue Architecture 

• Design the configuration engine handling complex multitudes of SKUs and infinite pricing models
• Build guided selling that turns junior reps into solution consultants
• Enable complex deals while maintaining consumer-grade UX

Quote-to-Cash Acceleration 

• Collapse the gap between deal closed and cash-in-bank from weeks to minutes
• Build seamless transitions from quote to contract to invoice to payment
• Integrate embedded payments processing $50M monthly and grow to $1B per year

AI Revolution Mandate

• Deploy GenAI to auto-generate proposals that actually win deals
• Build the industry's first AI CPQ rule builder that allows complex pricing logic using natural language
• Create predictive deal intelligence that guides reps to optimal configurations
• Pioneer AI-driven pricing optimization based on win/loss patterns

What You’ll Do

Define Strategy & Vision

• Help grow our business to $500M. 
• Build the 3-year roadmap that transitions us to an integral sales platform
• Define pricing and packaging that captures value while maintaining PLG velocity.

Deliver Impact

• Launch AI-powered CPQ that reduces configuration time by 80%
• Build and polish the PandaDoc dealroom experience into the most intuitive in the industry.
• Simplify invoicing and payments experience of our platform, drive adoption of B2B payments with PandaDoc
• Enhance PandaDoc’s “Contacts” record with basic CRM capabilities
• Incubate presentations sending and tracking use-case, enablement of sales teams with collateral capabilities

Build & Scale a World-Class Product Org

• Lead and develop 4-5 squads (16 people today going to 20 in year one)
• Establish the product culture: ship weekly, measure everything, kill what doesn't work
• Build a strong bench

About You

• Well versed in agentic AI, technical and hands-on enough to build your own agents
• 8+ years of product management experience, with 3+ in a leadership role.
• Expertise in sales technology (CPQ, CRM, invoicing, proposals, quoting, or QTC systems).
• Track record of scaling B2B SaaS products.
• Strong product sense, UX domain and user empathy, with a passion for making complex processes simple.
• Analytical and data-driven with the ability to define and measure business impact.
• Experience partnering with GTM and marketing teams to position solutions in the market.

Why PandaDoc

• A chance to own the flagship product line of a category-defining SaaS company.
• Ability to launch and iterate product for millions of MAUs
• Strong executive support for product investment in Sales workflows.
• Competitive compensation, equity, and benefits

Interview stages 

1. Role and Experience Fit, Motivation, Fundamentals
   Duration: 40 minutes

2. Product marketing, Sales Tech space knowledge, alignment to Revenue, partnership with GTM, execution ability, and vision
   Duration: 40 minutes

3. Culture — Resilience, Learning, Impact, Self-Awareness
   Duration: 40 minutes

4.  Execution ability and vision
   Duration: 40 minutes

5. Product fundamentals interview
   Duration: 40 minutes

6. Engineering collaboration
   Duration: 40 minutes