How PandaDoc's CRO Keith Rabkin 4x Their Teams Average Selling Price

Episode notes

In this episode, Keith joins host Matt Milligan to unpack how he helped PandaDoc scale efficiently after pandemic hypergrowth, revamp its GTM strategy and 4x average selling price, all by doubling down on execution, team alignment, and ICP focus. Keith shares the radical mindset shift that enabled his team to stop chasing "ankle biter" deals and start prioritising the biggest opportunities. You’ll also learn how letting go of non-core use cases helped PandaDoc solidify its category dominance in sales and rev ops. This is a masterclass in sustainable scale, ownership culture, and resilient team building.

• Change or Die: Building Values‑Driven, Sustainable Sales in Travel with Jeremy Brady44 / 100
• What is the future of the GTM tech stack in 2026 and beyond?38 / 100
• How to Turn Your Sales Kick Off into a Revenue & Performance Multiplier with Richard Ellis42 / 100
• How to maintain Energy as a Leader navigating change with the former CRO at Caxton
• The 6 must-have ingredients for successful Sales Transformation