Area Vice President, Enterprise (Public Sector)

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 Area Vice President of Enterprise Sales will lead a team of Enterprise Account Executives (AEs) towards attainment of individual sales quotas within the Public Sector. This sales leader must empower, measure, monitor and hold the team accountable for monthly quota attainment as well as lead by example. This strategic leader collaborates with the AEs in opening doors and closing on new business – partnering on account calls, assisting in account health monitoring, and effectively maintaining strong account relationships while also reducing churn and growing new business. This leader is a mentor as well as a coach, and is a true evangelist for the needs of the business.

 

This position is a people manager role reporting to the Vice President of Enterprise Sales, Public Sector.

 

Responsibility

• Lead a sales team selling into Enterprise level accounts within Public Sector
• Lead an Enterprise level field sales management team to grow overall revenue of Docusign’s Intelligent Agreement Management offering within a large geography through attainment of monthly quotas
• Assess sales pipeline, activity and forecasts to determine sales progress and areas for refinement or improvement
• Coach AEs and Sales Managers through the development of key Enterprise level sales skills, including 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/reporting accuracy
• Develop validated and new strategies with AEs to further penetrate Enterprise 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 and think creatively and independently to resolve conflict as well as solve problems

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 of sales team management experience, specifically within software sales
• 15+ years prior experience selling enterprise software in a quota-carrying role
• BA/BS from an accredited college or university

 

Preferred

• 8+ years of prior leadership experience managing sales teams within software, ideally SaaS-based offerings (both on-premise and Cloud), as a manager of managers
• Prior experience selling enterprise level software into Public Sector (e.g., State & Local or Federal)
• Quota-attainment record of meeting and/or exceeding 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 deal
• Track record of building, coaching and enabling a rapidly growing team
• 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 skill