Account Executive, Strategic Enterprise

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 in an individual contributor role reporting to the Regional Vice President, Enterprise Sales - Federal.

 

Responsibility

• Own and be accountable for a number (approx. 3-5) large, strategic Enterprise accounts, leading the relationship management, customer account plan and driving of strategy with key account decision makers
• Lead Docusign extended sales team in strategically selling and expanding our Enterprise customer use cases, and manage overall customer baseline growth including upsell, renewals and retention
• Partner with Customer Success on overall account health, strategic planning, and progress
• Forecast sales activity and revenue achievement accurately through proper use of sales tools
• Collaborate and engage internal resources (Senior Executives, Presales, Professional Services, Legal etc.) in Sales Campaigns
• Travel 25% or more as needed

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

• 15+ years of direct enterprise level sales experience in a quota-carrying software sales role

Preferred

• 15+ years of enterprise level SaaS sales experience, ideally within cloud-based technology within the assigned territory
• Experience managing multi-state territories and customers
• Experience managing a set of large, Enterprise accounts
• Track record of over-achieving quota (top 10-20% of company) in past positions
• Experience managing and closing complex sales-cycles, including prior success in closing 1M deals and managing multiple large accounts
• Strong portfolio of C-Level contacts within Enterprise Accounts across a variety of accounts
• Familiarity with Google suite
• BS/BA degree or equivalent experience

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: $138,600.00 - $210,600.00 base salary

 

Illinois and Colorado: $134,700.00 - $195,375.00 base salary

 

Washington, New Jersey and New York (including NYC metro area): $134,700.00 - $201,000.00 base salary

 

Washington DC: $138,600.00 - $201,000.00 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 O