Transcript

Denis Malkov helped scale PandaDoc from under ten million to over one hundred and fifty million dollars in revenue.

He built teams across RevOps, strategy, data, pricing, and R&D operations, and helped incubate new product lines.

He built a high-velocity durable funnel from one million monthly website visitors to fifteen thousand trials and over one hundred deals closed every month.

Denis started his career in 2008 at Genworth Financial in a finance development program born out of GE, a mini MBA in practice.

He went on to leadership roles across AdTech, FinTech, and B2B Software.

Denis is a builder.

He loves scaling businesses, leading AI transformations, and implementing operating systems that get people focused on the right outcomes.

Want to compare notes on growth and operations?

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Denis MalkovWorkExperienceAboutContact

Denis
Malkov

VP Business Operations | Revenue Operations | GTM Strategy & Operations

Operations leader who helped scale PandaDoc from <$10M to $150M+ ARR.

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Denis Malkov

01

<$10M to $150M+ARR at PandaDoc

02

30+Coached and managed RevOps, Data, Systems, and Strategy

03

20%Lead → Op,20%Win Rates

04

0 to 4MM+Incubated new products like CPQ in ARR

Selected work

A collection of apps, systems, and automations that highlight an organization problem and the solution that Denis instrumented to solve it.

01

Funnel Monitor

A daily agent that reads the revenue funnel against plan and speaks up when something moves.

Funnel on October 11. Qualified is off pace and drawn in red. The other stages stay in band.

02

AI Limit Approvals

A self-serve tool for raising AI usage limits. People request more in the team chat, and their department head approves in one click.

AI limits for a team. The Analyst row is at its cap and drawn in red. The other roles stay in ink.

03

Roadmapper

For upcoming product releases.

04

Decision-Making System

Placeholder. The resume does not describe this product.

Experience

PandaDoc, 2018–present.

Résumé

01

PandaDoc

VP Business Operations · Apr 2022–present · Boston

  • Strategy and Operations leader for a Swiss Army knife team covering Pricing and Packaging, Analytics, and R&D portfolio operations.
  • Leads Investment Mix and ROI conversations for a $45 million R&D portfolio.
  • Improved Net Dollar Retention 10 points via pricing and packaging.
  • Led initiatives to increase AI Tooling adoption to 97%+ and reduce AI-related spend by 50%.

02

PandaDoc

Sr Director RevOps & Strategy · 2020–2022

  • Led a 30+ person team across marketing ops, sales ops, customer experience operations, data, business engineering, and strategy.
  • Incubated new product lines and revenue streams, including native CPQ for HubSpot, an API business, and a partnerships motion. CPQ went from $0 to $4M+ ARR and 300+ customers in 2 years.
  • Drove cross-functional alignment through a decision-making system, regular operating reviews, MBRs, QBRs, and company OKRs.

03

PandaDoc

Director RevOps · 2018–2020 · SF

  • Built the revenue funnel from scratch and a rapid-testing culture.
  • Made first marketing ops, sales ops, customer experience, and strategy hires and scaled teams at IC, Manager, and Director levels.
  • Achieved funnel conversion rates of 20%+ in lead → opp and 20%+ in win rates.
  • Led the deployment and optimization of major GTM systems including Salesforce, HubSpot, LeanData, Gainsight, and Zendesk.

04

Simppler

Director Business Ops & CS

  • First Operations hire at a seed stage startup building the operations strategy from the ground up, including systems, customer experience, people, partnerships, and facilities.
  • Acquired.

05

AdRoll

Sr Manager SMB Business Ops

  • Built out Support Operations for the SMB segment of a $300MM/year AdTech brand.

06

Genworth Financial, "Live+Well"

Senior Manager, Business Development · Jul 2010–Sep 2013

  • Led the incubation of a state-of-the-art Wellness program for 10,000+ Long-Term care policyholders at Genworth.
  • Partnered with the Mayo Clinic on marketing campaigns, business development, and longitudinal health studies that improved long-term outcomes for program participants.

07

Genworth Financial, Finance Development Program

Leadership Development Program · Aug 2008–Jun 2010

  • A two-year rotational program across FP&A, audit, business development, and derivatives investments. Based in Richmond VA, Stamford CT, and Nashville TN.

08

500 Startups

Mentor

  • Partnered with companies in Batch 16 to improve discoverability, distribution, paid acquisition, strategies, and customer journeys.

09

Executive Member

Pavilion. Operators Guild. Tech for Campaigns.

About

Denis has held leadership positions at Fortune 500 companies, B2B SaaS, AdTech, FinTech, and Seed-stage startups. Denis holds a BSBA in Finance. At home he lives with his wife, three boys, and a new dog that keeps him busy. In his free time he enjoys running, lifting, playing pickleball, cooking, and has had a passion for sourdough bread baking for the last 10 years, which has turned into a quest to make the world's best wood-fired pizza.