Account Executive, Mid Market Install

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

This Account Executive (AE) will be responsible for developing and closing existing business (use cases) by selling Docusign's services to targeted accounts within the GEO vertical. They will acquire new customers and sell additional use cases, products and services into existing accounts. AEs are accountable for exceeding monthly/quarterly quota, forecasting accuracy, closing, and driving adoption/usage with customers and prospects in collaboration with internal teams and partners.

 

This position is an individual contributor role reporting to Regional Vice President, Mid Market.

 

Responsibility

• Serve as the primary driving force in company’s revenue and customer success objectives through the attainment of assigned monthly, quarterly, and annual sales quota

• Conduct discovery calls with customers and prospects to understand organizational structure, key decision makers, procurement processes, IT systems, and document workflow

• Uncover customer document process and needs in order to match customer requirements to Docusign solutions

• Understand, position and clearly articulate the value/benefits of Docusign eSignature and Digital Transaction Management (DTM) solutions to all levels within customer organizations

• Leverage marketing slide decks and other materials, build custom sales presentations and demonstrations to client needs, and present by phone, webinar, and/or in-person

• Qualify, build, and manage a sales pipeline through the development of MDR/SDR qualified leads, proactive prospecting, networking, and online social channels including LinkedIn

• Draft customer proposals, demonstrate sound decision-making abilities, and negotiate client pricing requirements and concessions within Docusign guidelines

• Serve as the “quarterback” and primary point of contact for aligning internal Docusign teams and resources with key customer and prospect stakeholders

• Develop short, mid and long-term strategic and tactical execution plans to ensure success in assigned territory, vertical market, and/or key account base

• Generate, develop, manage, and communicate expectations within assigned accounts as well as increases scope of penetration within each account

• Demonstrate organizational leadership by mentoring junior sales team members and provide increasingly high levels of impact to ensure company-wide success

• Forecast monthly and quarterly sales activity and revenue achievement

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

• BS/BA degree or equivalent experience
• 2+ years of experience in an AE role or equivalent quota-carrying role

Preferred

• 3+ years SaaS sales experience
• 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, Google Suite (Docs, Slides, Sheets, Drive), Tableau
• Excellent verbal and written communication skills
• Travel as necessary, typically 10%

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: