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Jared Fuller is the VP of Sales and Business Development at PandaDoc. PandaDoc is an app that lets you build, track, and sign your documents, all in one place. The app is used by over 7000 companies. Before PandaDoc, he was the founder of multiple startups, including JobHive (hiring automation software).

Jared is among Entrepreneur.com’s 10 Most Innovative Sales Leaders in 2017. He also regularly contributes to Inc, Entrepreneur, Huffington Post, and more.

We managed to catch hold of Jared Fuller to talk about his sales story at PandaDoc. Here goes!

You’ve been a founder your whole life, what made you join PandaDoc?

There was a point when we knew JobHive would not work out and I was about to build my next product. Oddly enough, I was a beta customer of PandaDoc at JobHive, and I had known Mikita Mikado (CEO, PandaDoc) for a while.

When he knew that I’d left JobHive, he made it a point to call me every day until I agreed to come and join the PandaDoc team. Not without a disclaimer though — I’d been a founder throughout and being an “employee” was very new to me. I come with a founder mentality. Anything I work on, I own it.

Don’t get me wrong — it’s not that I’m in charge. I just have the drive to stay up until 2:00 AM and wake up at 4:00 AM and give it my all.

Although I had been responsible for Sales in all my other companies, I’d never been a salesperson myself. I didn’t think I was hire-able and I was upfront about it.

A few conversations with Mikita and Serge Barysiuk (CTO, PandaDoc) and I was sold. I joined as the Head of Business Development in June 2015.And the rest is history.

Tell us a little about PandaDoc and your mission.

PandaDoc is a complete digital document solution, designed for efficiency.

We make life easier for people and companies that want to accelerate revenue and decrease the time taken to put something back in front of the customer and help educate a customer on the buyer’s journey.

In services, the buyer needs to understand what they are buying, you need to gain trust, and you need to condense all of that into one beautiful proposal, contract or Statement of Work. We can radically shorten deal cycles and ensure a higher win rate on their deals.