Account Executive, Independent Software Vendor

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

Our Sales & Business Development teams collaborate with customers and partners across the globe to help them leverage the Docusign Agreement Cloud to transform the entire system of agreement process—from preparing to signing, acting on, and managing contracts and other types of agreements. Our team partners with some of the largest, most innovative companies in the world in dozens of industries to bring the power of Docusign to more customers. Whether you are selling to a small business or a large enterprise, you will apply your extensive knowledge of our solutions, and leverage our strategic partnerships to help our customers grow their top and bottom line. The ISV Account Executive (AE) is a highly motivated self-starter who is responsible for developing and closing new business or expanding our ISV footprint with new and 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 selling ISV use cases, products and services. The AE 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 is an individual contributor role reporting to the Area Vice President, ISV Sales.

 

Responsibility

• Drive success of the company’s goals and objectives by achieving individual ISV sales quotas

• Build and manage a sales pipeline through prospecting efforts into a geographic territory or within the core verticals

• Develop and deliver customized sales presentations and product demonstrations, by phone and via online demo

• Develop and negotiate enterprise-level proposals and contracts

• Forecast sales activity and revenue achievements accurately through proper use of sales tools

• Collaborate effectively and engage various pre- and post-sales resources including Sales Development Representatives, Market Development Representatives, Solutions Engineers, Account Managers, Partner Account Managers, as well as Legal, Security, Professional Services and Customer Support

• Collaborate cross-functionally with Field AE’s, Product, Industry and Sales leaders to educate and drive ISV awareness

• Travel as necessary, typically 25%

   

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

• BA/BS degree or equivalent work experience

• 5+ years of direct software sales experience in an enterprise account executive or equivalent quota-carrying role

   

Preferred

• 6+ years of SaaS sales experience

• Successful track record in providing a point of view and thought leadership in ISV space

• Prior success building strong relationships with decision makers and C-level Executives, in large complex organizations

• Demonstrated ability to identify key partner prospects and convert into new partner revenue streams

• Experience managing and closing complex sales cycles

• Demonstrated ability to over-achieve quotas (top 10-20% of company) in past positions

• Technically savvy (architecture design experience) and ability to advise on SaaS architectures

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.

 

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