Manager, Commercial Sales

UNAVAILABLE; Sydney; Hybrid; AUD 150,000 - 210,000; Full time

Job summary

DocuSign is seeking a Sales Manager to lead a team of install base AEs and expand the footprint within customer accounts. You will coach, forecast, manage pipeline, and drive adoption in collaboration with cross-functional teams.

The role is hybrid with in-office presence and requires 8+ years of software/SaaS sales experience and strong leadership. A proven track record in quota attainment is preferred.

Qualifications

• People management experience leading sales teams in software/SaaS.
• 8+ years of experience selling software and/or services.
• BA/BS in business or a technical-related field.

Responsibilities

• Daily management of sales teams – pipeline/deal review, coaching and customer-facing in sales cycles.
• Grow DocuSign revenue by selling into install base accounts.
• Assess sales activities and forecasts, determine progress and improvements.
• Coach team to develop sales skills including vertical market management, forecasting, prospecting, negotiations.
• Ensure the team uses sales tools and CRM as per Rules of Engagement.
• Communicate product and business needs from the field to internal teams.
• Develop upgrade/renewal processes and ensure data integrity and reporting.
• Maintain DocuSign core values and hire culturally aligned members.

Skills

People management

Sales leadership

SaaS sales

Forecasting

Education

BA/BS in business or related field

Job description

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 Sales Manager is responsible for managing a team of install base AEs expanding the current DocuSign footprint (use cases) in customer accounts within Docusign’s business. They are accountable for coaching individual contributors, exceeding quarterly & annual quota, proactive deal management, forecast accuracy, and helping their team drive adoption/usage with customers and prospects in collaboration with internal teams and the broader Docusign partner ecosystem.

This position is a people manager role reporting to the RVP, Mid-Market Commercial Sales.

Responsibility

• Daily management of sales teams – includes pipeline/deal review, coaching and customer facing within sales cycles

• Grow DocuSign revenue by selling into install base accounts

• Assess sales activities and forecasts, determine sales progress and required improvements

• Coach team to develop their sales skills including vertical market management, forecasting, prospecting within account base, negotiations, and other necessary skills; while maintaining individual accountability to goals

• Ensure the team effectively uses sales tools & systems consistently and in alignment with Rules of Engagement

• Communicate and prioritise product and business needs from the field to appropriate corporate departments

• Develop and complete upgrade/renewal processes and strategies and ensure compliance with internal data management and reporting including the use of internal CRM tools

• Maintain and protect Docusign core values by hiring culturally aligned team members and leading by example

• Identify and support opportunities for the training and professional development of department personnel

• Operate well in a fast-paced, dynamic environment without requiring significant supervision

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

• People management experience managing sales teams within software, SaaS-based offerings

• 8+ years experience selling software and/or services

• BA/BS in a business or a technical-related field of study

Preferred

• 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 vertical market plans as well as negotiating and closing complex deals

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

• Prior experience selling an eSignature or Agreement or Document solution is also helpful

• Experience selling into a variety of industries and territories as well as experience cultivating larger, strategic relationships are 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 skills – including excellent reporting and forecasting skills. Attention to detail is critical

Life at DocuSign

Working here

Docusign is committed to building trust and making the world more agreeable for our employees, customers and the communities in which we live and work. You can count on us to listen, be honest, and try our best to do what’s right, every day. At Docusign, everything is equal.

We each have a responsibility to ensure every team member has an equal opportunity to succeed, to be heard, to exchange ideas openly, to build lasting relationships, and to do the work of their life. Best of all, you will be able to feel deep pride in the work you do, because your contribution helps us make the world better than we found it. And for that, you’ll be loved by us, our customers, and the world in which we live.

Accommodation

Docusign is committed to providing reasonable accommodations for qualified individuals with disabilities in our job application procedures. If you need such an accommodation, or a religious accommodation, during the application process, please contact us at [e-mail].

If you experience any issues, concerns, or technical difficulties during the application process please get in touch with our Talent organization at [e-mail] for assistance.