What you'd actually do

Manage a Sales team to grow overall revenue of the Docusign Agreement Cloud offering through attainment of monthly quotas

Assess sales pipeline, activity and forecasts to determine sales progress and areas for refinement or improvement

Coach AEs through the development of key sales skills, including vertical market management, forecasting and sales planning, prospecting and pipelining within account base, complex deal negotiations, cross-functional support both internally and externally, as well as CRM and reporting accuracy

Manage team performance, create a bench of qualified talent and grow the team headcount as needed

Develop proven and new strategies with AEs to further penetrate accounts and reinforce process and steps designed to deliver value at enterprise scale to Docusign customers

Skills

Required

5+ years prior experience selling software in a quota-carrying role
3+ years of sales team management experience within software sales
Demonstrated success of meeting and/or exceeding quota attainment targets
Prior experience developing and maintaining business, sales, and market plans
negotiating and closing complex deals
Strong verbal and written communication skills
reporting and forecasting skills
Strong attention to detail

Nice to have

5+ years of prior leadership experience managing sales teams within software, ideally SaaS-based offerings (both on-premise and Cloud)
7+ years experience selling software in a quota-carrying role
Track record of building, coaching and enabling a rapidly growing team
Prior experience selling an eSignature or Agreement or Document solution
Experience selling into a variety of industries and territories
experience cultivating larger, strategic relationships
Capacity to work on cross-functional projects and teams as needed
leverage internal resources to problem-solve
Willingness to travel 20% or more

What the JD emphasized

quota-carrying role

sales team management experience

meeting and/or exceeding quota attainment targets

selling software

managing process for identifying, qualifying, and closing new business

growing an existing install base

building, coaching and enabling a rapidly growing team

selling an eSignature or Agreement or Document solution

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 Regional Vice President manages and motivates a team of Account Executives (AE) to achieve individual sales quotas where targets will be prospects within the vertical or geography. This sales leader will measure, monitor and hold AEs accountable for their activities and results as well as lead by example. They are also required to assist in making account calls with AEs, assist in account health monitoring, and effectively maintain Docusign's value within accounts as well as deliver and coach sales demos via Zoom Meeting tool. This leader will mentor each AE individually while also building a strong cohesive, collaborative team. They will also be responsible for monitoring forecasting efforts and delivering on quota. This position is a people manager role reporting to the Area Vice President, SMB. Responsibility Manage a Sales team to grow overall revenue of the Docusign Agreement Cloud offering through attainment of monthly quotas Assess sales pipeline, activity and forecasts to determine sales progress and areas for refinement or improvement Coach AEs through the development of key sales skills, including vertical market management, forecasting and sales planning, prospecting and pipelining within account base, complex deal negotiations, cross-functional support both internally and externally, as well as CRM and reporting accuracy Manage team performance, create a bench of qualified talent and grow the team headcount as needed Develop proven and new strategies with AEs to further penetrate accounts and reinforce process and steps designed to deliver value at enterprise scale to Docusign customers Maintain positive and proactive line of communication between the lines of business as well as senior leadership, including developing and delivering accurate forecast and attainment details during weekly and quarterly business reviews Identify and support opportunities for training as well as career diversification and growth across the team Operate well in a fast-paced, dynamic environment without requiring significant supervision Job Designation Hybrid: Employee divides their time between in-office and remote work. Access to an office location is required. (Frequency: Minimum 2 days per week; may vary by team but will be weekly in-office expectation) 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 prior experience selling software in a quota-carrying role 3+ years of sales team management experience within software sales Preferred 5+ years of prior leadership experience managing sales teams within software, ideally SaaS-based offerings (both on-premise and Cloud) 7+ years experience selling software in a quota-carrying role Demonstrated success of meeting and/or exceeding quota attainment targets by managing process for identifying, qualifying, and closing new business as well as and not limited to growing an existing install base Prior experience developing and maintaining business, sales, and market plans as well as negotiating and closing complex deals Track record of building, coaching and enabling a rapidly growing team Prior experience selling an eSignature or Agreement or Document solution Experience selling into a variety of industries and territories as well as experience cultivating larger, strategic relationships key Capacity to work on cross-functional projects and teams as needed as well as leverage internal resources to problem-solve Strong verbal and written communication skills including reporting and forecasting skills Strong attention to detail Willingness to travel 20% or more as needed 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: $135,100.00 - $201,450.00 base salary Illinois, Colorado, Massachusetts and Minnesota: $131,800.00 - $191,200.00 base salary Washington, Maryland, New Jersey and New York (including NYC metro area): $131,800.00 - $195,925.00 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