Regional Vice President, Public Sector, Small and Medium Government

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 leads and develops a team of Small and Medium Government Account Executives, driving revenue growth through both new customer acquisition and expansion of existing DocuSign customers. This sales leader will measure, coach, and ensure AE accountability for pipeline generation, activity, and revenue growth within their book of business. The RVP is expected to deliver results by joining customer calls, assisting in health monitoring, and maintenance of Docusign's relationship with key stakeholders. Outside of coaching on customer calls, the leader is expected to assist with proactive territory strategy, account planning, and providing feedback leveraging various tools such as Gong, Salesforce, and MEDDIPICC. This leader will mentor each AE individually while also building a strong cohesive, collaborative team. They will be responsible for delivering accurate monthly and quarterly forecasts and delivering on quota.This position is a people manager role reporting to the Area Vice President.

 

Responsibility

• Manage a sales team to grow Docusign’s baseline revenue within existing and new accounts

• Assess pipeline generation, revenue-generating activities, pipeline health and quarterly sales 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 pipeline generation 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 forecast calls 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

• Travel 20% 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

• 5+ years prior experience selling software in a quota-carrying role

• 3+ years of sales team management experience within software sales

• BA/BS from an accredited college or university

 

Preferred

• Demonstrated success of exceeding quota attainment targets by managing a process for growing an existing install base

• Prior experience developing and maintaining territory and accounts plans as well as negotiating and closing complex deals

• Track record of hiring, building, coaching and enabling a rapidly growing team

• Prior experience selling an eSignature or CLM solution

• Experience using Gong or similar tools to drive data-backed coaching, performance management, and deal inspection

• Experience applying MEDDPICC to improve deal quality, forecast accuracy, and sales execution at scale

• Experience selling into a Public Sector as well as experience cultivating larger, strategic relationships

• Capacity t