Account Executive, Small to Medium Business

Docusign; Toronto; Hybrid; CAD 90,000 - 130,000; Full time

Job summary

Docusign is seeking an Account Executive for SMB/Mid-Market to develop and close new business and expand our footprint within the SMB segment. You will pursue new logos and expand use cases, products and services into current accounts, and lead negotiation of enterprise-level contracts.

The role requires exceeding quotas, proactive deal management, accurate forecasting, and close collaboration with Sales Development, Solutions Engineers, and Legal teams.

Qualifications

• BA/BS degree or equivalent work experience.
• Experience managing and closing software sales-cycles.
• Proven ability to over-achieve quotas.
• Proficient with Salesforce.com, Word, PowerPoint and Excel.
• IT industry and multinational environment background.

Responsibilities

• Drive success of the company's goals and objectives through achieving individual sales quotas.
• Build and manage a sales pipeline through prospecting efforts in the assigned territory within the SMB or Mid-Market segment.
• Develop and deliver customized sales presentations and products demonstrations by phone and online demo.
• Craft and negotiate enterprise level proposals and contracts.
• Forecast sales activity and revenue achievements accurately through proper use of sales tools.
• Collaborate with pre/post sales resources including SDRs, SEs, Account Managers, Legal, Security, and Support.
• Travel as necessary, typically 10%.

Skills

Sales experience

Quota achievement

CRM proficiency

Office software

Multinational background

Education

BA/BS degree or equivalent

Tools

Salesforce.com

Microsoft Word

PowerPoint

Excel

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).

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 Account Executive (AE) for Small-to-Medium Business is a highly motivated self-starter who is responsible for developing and closing new business or expanding our footprint with current customers within the SMB business segment. A successful AE is eager to learn, determined to adapt quickly, and comfortable with some ambiguity. AEs are focused on acquiring new customers or selling additional use cases, products and services into existing accounts. This person 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.

Responsibility

• Drive success of the company's goals and objectives through achieving individual sales quotas
• Build and manage a sales pipeline through prospecting efforts in the assigned territory within the SMB or Mid-Market segment
• Develop and deliver customized sales presentations and products demonstrations, by phone and via online demo
• Craft 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/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
• Travel as necessary, typically 10%

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

• BA/BS degree or equivalent work experience

Preferred

• Experience managing and closing software sales-cycles
• Demonstrated ability to over-achieve quotas in past positions
• Proficient computer application skills, including Salesforce.com, Microsoft Word, PowerPoint and Excel
• IT industry and multinational environment background

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.

Applicant and Candidate Privacy Notice