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.

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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.

Denis Malkov

01

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

02

Mid-80s to high-90sNDR

03

2×Win rate, 10% to 20%+

04

$0 to $4M+CPQ ARR

Selected work

01

Funnel Monitor

Placeholder. The resume does not describe this product.

02

AI Productivity Tracker

Placeholder. The resume does not describe this product.

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

  • Leads 30+ across Strategy, RevOps, Data, Pricing & Packaging, and R&D Ops.
  • Owns a $45M R&D portfolio.
  • NDR mid-80s to high-90s via pricing & packaging.
  • AI tooling at 97%+ adoption, with AI spend down 50% YoY.
  • AI/AEO campaigns at 3x+ pipeline ROI and 20%+ lead-to-pipeline.

02

PandaDoc

Sr Director RevOps & Strategy · 2020–2022

  • Managed a 30+ person team.
  • 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. The API business and the partnerships motion were their own lines.
  • 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.

04

Simppler

Director Business Ops & CS

  • 95%+ renewals, 6 enterprise partnerships, and doubled 2017 pipeline.

05

AdRoll

Sr Manager SMB Business Ops

  • 10,000+ SMB customers. 98% CSAT.

06

Genworth Financial

Senior Manager, Business Development · Jul 2010–Sep 2013

07

Genworth Financial

Leadership Development Program · Aug 2008–Jun 2010

  • A two-year rotational program, like a mini-MBA, with four six-month rotations across FP&A, audit, business development, and derivatives investments. Based in Richmond VA, Stamford CT, and Nashville TN.

08

500 Startups

Mentor

  • Pavilion. Operators Guild. Tech for Campaigns.

About

I have been in the workforce for 18 years, since 2008, across B2B SaaS, fintech, startups, and enterprise financial services. I am a PMP with a BSBA in Finance from the University of Richmond, and I speak English and Russian. At home I live with my wife, our three boys, and a new dog that keeps me busy. In my free time I enjoy running, lifting, playing pickleball, cooking, and have 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.