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 The Enterprise Account Executive (AE) is a highly motivated self-starter who is responsible for developing and closing new business or expanding our footprint in current customers in an assigned geographic territory. A successful AE is eager to learn, determined to adapt quickly, and comfortable with some ambiguity. AEs are focused on acquiring new customers or selling additional use cases, products and services into existing accounts. This person 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 Regional Vice President, Enterprise Sales. Responsibility Drive success of the company’s goals and objectives through achieving individual sales quotas Build and manage a sales pipeline through prospecting efforts into assigned accounts in the Federal Civilian territory Develop and deliver customized sales presentations and products demonstrations, by phone and via online demo Develop and negotiate enterprise level proposals and contracts Forecast sales activity and revenue achievements accurately through proper use of sales tools Collaborate effectively and engage various pre/post sales resources including Sales Development Representatives, Market Development Representatives, Solution Engineers, Account Managers, Partner Account Managers, as well as Legal, Security, Professional Services and Customer Support 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 12+ years of direct sales experience in an enterprise level Account Executive role or equivalent quota-carrying role BA/BS degree or equivalent work experience Preferred 12+ years SaaS sales experience selling enterprise level accounts Experience selling web-based products/services Experience managing and closing complex sales cycles Demonstrated ability to over-achieve quotas (top 10-20% of company) in past positions Proficient computer application skills, including Salesforce.com, Microsoft Word, PowerPoint and Excel Willingness to travel 30%+ as needed IT industry and multinational environment background Wage Transparency Pay for this position is based on a number of factors including geographic location and may vary depending on job-related knowledge, skills, and experience. Based on applicable legislation, the below details pay ranges in the following locations: California: $152,700.00 - $231,625.00 base salary Illinois, Colorado, Massachusetts and Minnesota: $148,300.00 - $215,050.00 base salary Washington, Maryland, New Jersey and New York (including NYC metro area): $148,300.00 - $221,400.00 base salary Washington DC: $152,700.00 - $221,400.00 base salary Ohio: $141,000.00 - $204,450.00 base salary This role is also eligible for the following: Bonus: Sales personnel are eligible for variable incentive pay dependent on their achievement of pre-established sales goals. Non-Sales roles are eligible for a company bonus plan, which is calculated as a percentage of eligible wages and dependent on company performance. Stock: This role is eligible to receive Restricted Stock Units (RSUs). Global benefits provide options for the following: Paid Time Off: earned time off, as well as paid company holidays based on region Paid Parental Leave: take up to six months off with your child after birth, adoption or foster care placement Full Health Benefits Plans: options for 100% employer paid and minimum employee contribution health plans from day one of employment Retirement Plans: select retirement and pension programs with potential for employer contributions Learning and Development: options for coaching, online courses and education reimbursements Compassionate Care Leave: paid time off following the loss of a loved one and other life-changing events Work Authorization Notice: Please note that we do not provide visa sponsorship or immigration support for this position. Applicants must already be authorized to work in the United States on a full-time, permanent basis without the need for current or future sponsorship. 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 States Not Eligible for Employment This position is not eligible for employment in the following states: Alaska, Hawaii, Maine, Mississippi, North Dakota, South Dakota, Vermont, West Virginia and Wyoming. Equal Opportunity Employer It's important to us that we build a talented team that is as diverse as our customers and where all employees feel a deep sense of belonging and thrive. We encourage great talent who bring a range of perspectives to apply for our open positions. Docusign is an Equal Opportunity Employer and makes hiring decisions based on experience, skill, aptitude and a can-do approach. We will not discriminate based on race, ethnicity, color, age, sex, religion, national origin, ancestry, pregnancy, sexual orientation, gender identity, gender expression, genetic information, physical or mental disability, registered domestic partner status, caregiver status, marital status, veteran or military status, or any other legally protected category. EEO Know Your Rights poster
Account Executive, Strategic Enterprise
DocuSign · Enterprise · United States +2 · Sales & Partnerships
Enterprise Account Executive responsible for developing and closing new business or expanding footprint in assigned geographic territory. Accountable for exceeding quotas, proactive deal management, forecast accuracy, and driving adoption and usage with customers and prospects.
What you'd actually do
- Drive success of the company’s goals and objectives through achieving individual sales quotas
- Build and manage a sales pipeline through prospecting efforts into assigned accounts in the Federal Civilian territory
- Develop and deliver customized sales presentations and products demonstrations, by phone and via online demo
- Develop and negotiate enterprise level proposals and contracts
- Forecast sales activity and revenue achievements accurately through proper use of sales tools
Skills
Required
- Enterprise sales experience
- Sales pipeline management
- Sales presentation delivery
- Contract negotiation
- Sales forecasting
- CRM software (e.g., Salesforce.com)
- Microsoft Office Suite (Word, PowerPoint, Excel)
Nice to have
- SaaS sales experience
- Web-based product sales experience
- Complex sales cycle management
- IT industry background
- Multinational environment experience
What the JD emphasized
- 12+ years of direct sales experience in an enterprise level Account Executive role or equivalent quota-carrying role
- Demonstrated ability to over-achieve quotas (top 10-20% of company) in past positions