Pandadoc ↔ Salesforce: Document Automation & Lifecycle Sync
Automate your contract and proposal lifecycle from Salesforce opportunity to signed Pandadoc. This guide covers native connectors, Make, and Zapier for triggering documents, syncing signatures back to Salesforce, and tracking approval status.
Quick Answer
Pandadoc has a native Salesforce connector that covers basic use cases (create docs from templates, pull signatures). Use Zapier ↗ or Make ↗ if you need conditional logic (e.g., send different contracts based on opportunity stage) or custom field mapping.
Why Document Automation Matters in Salesforce
When an opportunity reaches "Proposal Stage," your sales rep shouldn't manually create a Word doc, send it, chase signatures, and manually mark it complete. Automating this workflow saves hours per week and reduces deal cycle time by 5-10 days.
Method Comparison
| Factor | Native Connector | Zapier | Make |
|---|---|---|---|
| Setup Time | 15–30 min | 1–2 hours | 1–2 hours |
| Conditional Logic (if stage = X) | ❌ Limited | ✅ Yes | ✅ Yes |
| Signature → Salesforce Task | ✅ Native | ✅ Yes | ✅ Yes |
| Cost (per task) | Free (app) | $20–100/mo | $10–100/mo |
Method 1: Native Connector (Simplest Start)
Install Pandadoc's native Salesforce app from AppExchange. Click a button to create a Pandadoc template-based document on any Salesforce record. When signed, the document appears on the record automatically.
Limitations
- Can't trigger automatically when opportunity stage changes
- Manual doc creation still required
- No multi-step approval workflows
Method 2: Zapier ↗ (No-Code Automation)
Create a Zap that triggers when opportunity stage = "Proposal" → auto-create Pandadoc document → send to contact email → when signed, update opportunity status + create task.
Setup Steps
- Create Zap: Salesforce trigger "Opportunity Updated" with condition "Stage = Proposal"
- Add action: Pandadoc "Create Document from Template"
- Map Salesforce fields to Pandadoc template variables (e.g., company name, amount)
- Add email action: send document to Opportunity Contact
- Add conditional: if Pandadoc signature received → Salesforce "Create Task" or "Update Opportunity"
- Test with a non-live opportunity first
Method 3: Make ↗ (Advanced Logic)
Use Make for multi-step workflows. Example: send different contracts based on deal size (contract for >$50K, quote for <$50K).
Key Capabilities
- ✓ Router module — send different Pandadoc templates based on opportunity amount/type
- ✓ Pause for action — wait for Pandadoc signature webhook before continuing
- ✓ Document storage — move signed PDFs to Salesforce Files or SharePoint
Troubleshooting
Document Not Created When Opportunity Updates
Zap is inactive or condition isn't matching.
Fix: Check Zap task history. Verify Salesforce field matches your condition (e.g., "Proposal" vs "proposal").
Signatures Not Syncing Back to Salesforce
Pandadoc webhook not triggering or Salesforce update is failing.
Fix: Enable webhooks in Pandadoc settings. Test with a small signature first. Check Salesforce field permissions.