Commercial Account Executive | Germany & Austria

Docusign; München; Hybrid; EUR 100.000 - 150.000; Vollzeit

Zusammenfassung

Docusign is seeking a Commercial Account Executive for Germany and Austria. You will drive new logo acquisition and revenue expansion across mid-market to emerging enterprise accounts from the Munich or Dublin hubs.

This hybrid role balances high-velocity deals with complex enterprise cycles and requires strong stakeholder engagement. Reporting to the Senior Manager, Commercial Sales, you will educate customers on digital agreement practices, build business cases, and manage end-to-end sales

Qualifikationen

• Native-level fluency in German and professional fluency in English.
• 18+ months of sales development and 2+ years of full-cycle SaaS closing experience.
• Proven track record of meeting/exceeding quota in B2B SaaS.
• Experience navigating both high-velocity deals and complex enterprise cycles.

Aufgaben

• Hit annual quota targets for Germany and Austria with quarterly pacing.
• Drive GNARR by acquiring new logos and expanding existing accounts.
• Lead end-to-end sales cycles from discovery to negotiations and close.
• Collaborate with Solution Consultants, Legal, Security, and Customer Success.

Kenntnisse

German fluency

English fluency

SaaS sales experience

Quota attainment

Account mapping

Tools

Salesforce

Jobbeschreibung

About Docusign

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).

The Role

As a Commercial Account Executive for Germany and Austria, you will manage a regional territory spanning mid‑market to emerging enterprise accounts across various industries. Operating out of either of our Dublin or Munich hubs, you will own a hybrid book of business, balancing high‑potential new logo acquisition with revenue expansion across established customers.

Reporting to the Senior Manager, Commercial Sales, this role calls for an adaptable closer who can balance high‑velocity, run‑rate deals with complex, multi‑threaded enterprise cycles. Operating in the rapidly evolving Intelligent Agreement Management category, you will act as a trusted advisor, educating customers on digital agreement best practices and leading value‑led transformations. By taking full ownership of strategic account reviews and whitespace discovery across your territory, you will be responsible for safeguarding existing portfolio value while actively driving net‑new ARR (GNARR) through new departmental use cases and product lines.

Key Responsibilities

• Take strategic ownership of your assigned territory across Germany and Austria to consistently hit annual quota targets with quarterly pacing.
• Drive net‑new annual recurring revenue (GNARR) and portfolio growth by acquiring high‑value new logos as well as expanding existing accounts.
• Execute structured account planning and whitespace analysis to identify new departmental use cases, product lines, and subsidiary expansion opportunities.
• Manage a dual sales motion, balancing high‑velocity run‑rate deals with complex, multi‑threaded enterprise cycles involving mutual close plans.
• Act as a trusted advisor to C‑level decision‑makers and multi‑department buying committees, building tailored business cases that quantify ROI.
• Lead end‑to‑end sales cycles from discovery and live solution demos to technical, security, and commercial negotiations.
• Orchestrate internal cross‑functional partners including Solution Consultants, Legal, Security, Sales Development, and Partner Account Managers.
• Collaborate with Customer Success and Renewal Managers during joint account reviews and renewals to uncover new expansion potential early.
• Maintain rigorous Salesforce CRM discipline to deliver accurate weekly forecasts and pipeline visibility.

Why Join Docusign in this Role?

• Position a category‑defining Intelligent Agreement Management platform with strong product‑market fit across all industries and business functions.
• Drive high‑impact growth in DACH, one of Docusign’s largest, fastest‑growing global markets.
• Access high‑value accounts in a Commercial segment defined by software spend potential rather than rigid company headcount or revenue caps, giving you exposure to mid‑market up to emerging multi‑national enterprises.
• Benefit from a dynamic hybrid portfolio that combines fast‑paced, transactional deals with complex enterprise opportunities, mitigating pipeline risk and providing multiple paths to quota delivery and over attainment.
• Compelling compensation structure with uncapped commission, strong accelerators, and a proven track record of high team attainment above quota.
• Focus on strategic value creation and active expansion (GNARR), supported by dedicated Customer Success and Renewals teams who handle retention and platform health.
• Structured internal mobility and leadership progression out of our Dublin and Munich hubs into Enterprise AE roles or Sales leadership.
• Dedicated professional development budgets, structured enablement, and ongoing executive sales coaching to support your career growth.

Requirements

Basic Qualifications

• Native‑level fluency in German and professional fluency in English (written and spoken).
• Minimum of 18 months of sales development/pipeline creation experience followed by at least 2 years of full‑cycle closing experience managing an assigned SaaS territory.
• Proven track record of consistently meeting or exceeding individual quota targets in a B2B SaaS environment.
• Demonstrated experience navigating both high‑velocity transactional deals and complex sales cycles involving multi‑stakeholder buying committees and mutual success plans.
• Proven ability to self‑source pipeline, map target accounts, and build executive relationships across diverse business functions.
• Exceptional commercial acumen, negotiation skills, and pipeline forecasting discipline.
• Hybrid role based in our Dublin or Munich office with a minimum 2 days per week in‑office expectation, and willingness to travel to client sites or regional events on an ad‑hoc basis (~10‑15%).

Preferred Qualifications

• Experience closing deals across mid‑market and emerging enterprise segments in the DACH region.
• Proven competence with structured enterprise sales methodologies such as MEDDPICC, or Command of the Message.
• Experience navigating matrixed corporate entities, parent‑subsidiary structures, and procurement/legal processes.
• High proficiency with Salesforce.com and modern digital sales ecosystems.
• Analytical mindset with the ability to build compelling business cases and ROI models for business stakeholders.
• Growth mindset, self‑motivated, and eager to contribute to a collaborative, high‑performing team culture.

Working at Docusign

Docusign operates on a Hybrid work policy (minimum 2 days per week in‑office, with specific cadence confirmed by the hiring manager).

Positions at Docusign are assigned a job designation of either In Office, Hybrid, or Remote and are specific to the role. Docusign reserves the right to change a position's job designation depending on business needs and as permitted by local law.