Company Overview Docusign brings agreements to life. Over 1.5 million customers and more than a billion people in over 180 countries use Docusign solutions to accelerate the process of doing business and simplify people’s lives. With intelligent agreement management, Docusign unleashes business-critical data that is trapped inside of documents. Until now, these were disconnected from business systems of record, costing businesses time, money, and opportunity. Using Docusign’s Intelligent Agreement Management platform, companies can create, commit, and manage agreements with solutions created by the #1 company in e-signature and contract lifecycle management (CLM). What you'll do As the Enterprise Federal Account Executive (AE) you will be a highly motivated self-starter who is responsible for developing and closing new business and expanding our footprint in current customers. The role will be focused on acquiring new customers (Agencies) and selling additional use cases, products and services into existing accounts. The Federal AE is accountable for exceeding monthly and quarterly quotas, proactive deal management, forecast accuracy, and driving adoption and usage with customers and prospects in collaboration with internal teams and the broader Docusign partner ecosystem. This position is an individual contributor role reporting to the RVP Enterprise Sales. Responsibility Develop and maintain strong relationships with SES-level leadership, Project Directors, and IT Procurement heads across the Commonwealth Work with agencies to map Docusign solutions to the APS Lead renewal negotiations and identify expansion opportunities within whitespace areas of existing and new Agencies to drive revenue Act as a subject matter expert on how Docusign meets the Information Security Manual (ISM) requirements and IRAP assessments to provide peace of mind for sensitive data handling Create multi-year account plans that align with the Digital Transformation Agency (DTA) guidelines and individual agency roadmaps Lead regular reviews to demonstrate ROI, platform health, and how Docusign is helping the agency meet its KPIs Forecast sales activity and revenue achievements accurately through proper use of sales tools Partner engagement will be critical to the success of this role, work with the internal partner team to identify and forecast opportunities Job Designation Remote: Employee is not required to be in or near an office frequently and works from a designated remote work location for the majority of the time. Positions at Docusign are assigned a job designation of either In Office, Hybrid or Remote and are specific to the role/job. Preferred job designations are not guaranteed when changing positions within Docusign. Docusign reserves the right to change a position's job designation depending on business needs and as permitted by local law. What you bring Basic 5+ years experience in Account Management or Customer Success within the Australian SaaS market, specifically managing Federal Government (APS) or State Government accounts Deep understanding of the Commonwealth Procurement Rules (CPRs), the Digital Marketplace (BuyICT), and Whole-of-Government (WoG) sourcing arrangements Solid understanding of cloud-based digital identity (e.g., integration with myGovID) and the Australian legal framework for electronic signatures (Electronic Transactions Act 1999) Preferred Exceptional ability to navigate the nuances of public sector communication, including drafting briefing notes and presenting to government steering committees Ability to use data-driven insights to identify churn risks and demonstrate the value of the Docusign IAM platform Life at Docusign Working here Docusign is committed to building trust and making the world more agreeable for our employees, customers and the communities in which we live and work. You can count on us to listen, be honest, and try our best to do what’s right, every day. At Docusign, everything is equal. We each have a responsibility to ensure every team member has an equal opportunity to succeed, to be heard, to exchange ideas openly, to build lasting relationships, and to do the work of their life. Best of all, you will be able to feel deep pride in the work you do, because your contribution helps us make the world better than we found it. And for that, you’ll be loved by us, our customers, and the world in which we live. Accommodation Docusign is committed to providing reasonable accommodations for qualified individuals with disabilities in our job application procedures. If you need such an accommodation, or a religious accommodation, during the application process, please contact us at accommodations@docusign.com. If you experience any issues, concerns, or technical difficulties during the application process please get in touch with our Talent organization at taops@docusign.com for assistance. Applicant and Candidate Privacy Notice #LI-Remote #LI-LR1
Account Executive, Federal Government (act)
DocuSign · Enterprise · Australian Capital Territory, Australia · Sales & Partnerships
Enterprise Federal Account Executive responsible for developing and closing new business and expanding footprint in current customers within the Australian Federal Government sector. Focuses on acquiring new customers and selling additional use cases, products, and services into existing accounts. Accountable for exceeding quotas, proactive deal management, forecast accuracy, and driving adoption and usage in collaboration with internal teams and partners. Requires experience in the Australian SaaS market, managing Federal Government accounts, and understanding of relevant procurement rules and legal frameworks.
What you'd actually do
- Develop and maintain strong relationships with SES-level leadership, Project Directors, and IT Procurement heads across the Commonwealth
- Work with agencies to map Docusign solutions to the APS
- Lead renewal negotiations and identify expansion opportunities within whitespace areas of existing and new Agencies to drive revenue
- Act as a subject matter expert on how Docusign meets the Information Security Manual (ISM) requirements and IRAP assessments to provide peace of mind for sensitive data handling
- Create multi-year account plans that align with the Digital Transformation Agency (DTA) guidelines and individual agency roadmaps
Skills
Required
- Account Management
- Customer Success
- SaaS market
- Federal Government (APS) or State Government accounts
- Commonwealth Procurement Rules (CPRs)
- Digital Marketplace (BuyICT)
- Whole-of-Government (WoG) sourcing arrangements
- cloud-based digital identity
- Australian legal framework for electronic signatures (Electronic Transactions Act 1999)
Nice to have
- navigating the nuances of public sector communication
- drafting briefing notes
- presenting to government steering committees
- using data-driven insights to identify churn risks
- demonstrate the value of the Docusign IAM platform
What the JD emphasized
- 5+ years experience in Account Management or Customer Success within the Australian SaaS market, specifically managing Federal Government (APS) or State Government accounts
- Deep understanding of the Commonwealth Procurement Rules (CPRs), the Digital Marketplace (BuyICT), and Whole-of-Government (WoG) sourcing arrangements
- Solid understanding of cloud-based digital identity (e.g., integration with myGovID) and the Australian legal framework for electronic signatures (Electronic Transactions Act 1999)