What you'd actually do

Directly manages a team of enterprise sellers (6-9).

Create a comprehensive sales plan for the region that aligns with the company's overall business objectives and revenue targets, including identifying target customers, driving sales goals, and establishing performance metrics

Develop "Sell Through" strategic plan in coordination with the ISV Ecosystem Partner Team to drive increased adoption of the Docusign IAM Platform

Own the regional sales forecast and be responsible for monitoring the health of the pipeline, ensuring forecast accuracy by holding sellers accountable, and adjusting strategies to create sustainable growth

Build a high-performing team with a growth-mindset by identifying, hiring and nurturing top-tier enterprise sales talent and ensuring a structured onboarding process that sets new hires up for success

Skills

Required

12+ years of sales team management experience
Enterprise software sales experience
Complex software selling experience
SaaS sales teams management experience
5+ years prior experience selling software in a quota-carrying role
Willingness to travel 50% or more

Nice to have

Track record of building, coaching and enabling a rapidly growing team
Experience selling into a variety of industries and territories
Experience cultivating larger, strategic relationships
Experience with dual go-to-market sales motions: sell to/sell through
Strong portfolio of C-level contacts across a variety of large enterprise accounts
Capacity to work on cross-functional projects and teams
Leverage internal resources to problem-solve
Player-coach mentality
Strong emotional intelligence
Exceptional communication skills, both verbal and written
Excellent reporting and forecasting skills
Active listener
Strong collaborator

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 A Regional Vice President Director (RVP) at Docusign directly manages a team of enterprise sellers (6-9). You play a critical role that combines strategic vision with hands-on leadership to drive overall growth of all solutions associated with Docusign's Intelligent Agreement Management (IAM) platform suite, including Contract Lifecycle Management (CLM) & AI solutions. The Enterprise Software and Digital Platforms Segment includes companies with a dual go-to-market focus that covers both "sell to" (direct use of Docusign) and "sell through" (embedding Docusign/IAM into customers' products). This position is a people manager role reporting to the Area Vice President, Enterprise Sales. Responsibility Create a comprehensive sales plan for the region that aligns with the company's overall business objectives and revenue targets, including identifying target customers, driving sales goals, and establishing performance metrics Work with sellers to define and optimize their territories and accounts, which involves strategic planning for key accounts, identifying new business opportunities and executive alignment strategies, and developing a repeatable sales process for enterprise deals Develop "Sell Through" strategic plan in coordination with the ISV Ecosystem Partner Team to drive increased adoption of the Docusign IAM Platform Own the regional sales forecast and be responsible for monitoring the health of the pipeline, ensuring forecast accuracy by holding sellers accountable, and adjusting strategies to create sustainable growth Use data and analytics to monitor key performance indicators (KPIs) such as seller performance, win rates, average deal size, and sales cycle length and identify areas for improvement and adjust strategies accordingly Build a high-performing team with a growth-mindset by identifying, hiring and nurturing top-tier enterprise sales talent and ensuring a structured onboarding process that sets new hires up for success Provide ongoing coaching and mentorship to help each seller develop their skills, including conducting regular one-on-one meetings, participating in deal reviews, and role-playing complex sales scenarios Create a team environment that is focused on accountability, collaboration, and continuous improvement and celebrate successes and provide constructive feedback to address performance gaps Lead by example and motivate the team to exceed their targets, which can involve creating incentives, running internal competitions, and providing a clear vision for success Participate in the most strategic and complex enterprise deals, including joining customer meetings, assisting with negotiations, and helping to close large deals Cultivate and maintain strong relationships with key clients and stakeholders in the region as a trusted advisor Ensure the team is focused on a consultative, value-led sales approach, understanding customer challenges and aligning Docusign's solutions to provide a clear return on investment (ROI) Coach the team on how to navigate complex enterprise buying processes, identify key decision-makers, and build consensus across multiple stakeholders within an organization Collaborate with the marketing department to develop effective lead generation campaigns and go-to-market strategies Ensure alignment between sales and marketing efforts to drive top-of-funnel growth Work closely with product management to provide customer feedback and ensure the product roadmap aligns with market needs Partner with the customer success team to ensure a seamless handoff after a deal is closed Report on regional performance to senior leadership, providing accurate sales reports, forecasts, and insights on market trends and competitive activity 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 sales team management experience, specifically within software sales managing Enterprise, complex software selling, SaaS sales teams 5+ years prior experience selling software in a quota-carrying role Willingness to travel 50% or more as needed to support the business Preferred Track record of building, coaching and enabling a rapidly growing team Experience selling into a variety of industries and territories as well as experience cultivating larger, strategic relationships Experience with dual go-to-market sales motions: sell to/sell through Strong portfolio of C-level contacts across a variety of large enterprise accounts Capacity to work on cross-functional projects and teams as needed as well as leverage internal resources to problem-solve A player-coach mentality with the ability to coach individually, not a one-size fits all approach Possess strong emotional intelligence Exceptional communication skills, both verbal and written - includes excellent reporting and forecasting skills Active listener and strong collaborator SaaS business acumen and an understanding of key metrics like Annual Recurring Revenue (ARR), Annual Contract Value (ACV) and Total Contract Value (TCV) Familiarity with Google suite, Salesforce, Slack and Zoom Attention to detail and highly organized Resilient and adaptable 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: $195,000.00 - $293,000.00 base salary Illinois, Colorado, Massachusetts and Minnesota: $186,100.00 - $269,800.00 base salary Washington, Maryland, New Jersey and New York (including NYC metro area): $186,100.00 - $282,750.00 base salary Washington DC: $195,000.00 - $282,750.00 base salary Ohio: $176,900.00 - $256,475.00 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 #LI-Remote

What you'd actually do

Skills

Required

Nice to have

What the JD emphasized