Account Executive, Education & Non Profit

DocuSign, Inc.; Seattle (WA); Hybrid; USD 52,000 - 75,000; Full time

Benefits offered by this job

PTO & Holidays

Parental leave

Health plans

Retirement plans

Learning & development

Compassionate leave

Job summary

DocuSign, Inc. is seeking an Account Executive to develop opportunities and sell DocuSign services to Education/Non-Profit accounts. You will acquire new customers and expand use cases within existing accounts, driving quota attainment and adoption in collaboration with internal teams and partners.

The role reports to the Regional Vice President, Sales and is hybrid, requiring in-office access with remote work options. Travel may be required as part of the quota and customer engagements.

Qualifications

• BS/BA degree or equivalent experience.
• 3+ years of experience in an AE role or equivalent quota-carrying role.
• Willingness to travel as necessary.

Responsibilities

• Serve as the primary driving force in company revenue and customer success objectives through the attainment of assigned monthly, quarterly, and annual sales quota.
• Conduct discovery calls with customers and prospects to understand organizational structure, key decision makers, procurement processes, IT systems, and document workflow.
• Uncover customer document process and needs to match requirements to DocuSign solutions.
• Explain the value/benefits of DocuSign eSignature and Intelligent Agreement Management to all levels.
• Build sales presentations and demos to client needs via phone, webinar, or in-person.
• Qualify and manage a sales pipeline through MDR/SDR leads and proactive prospecting.

Skills

AE experience

Quota attainment

Sales forecasting

CRM tools

Education

BS/BA degree

Tools

Salesforce.com

Microsoft Word

PowerPoint

Excel

Google Suite

Job description

What you'll do

This Account Executive (AE) will be responsible for developing opportunities and selling Docusign's services to targeted accounts within the Education/Non-Profit vertical. They will acquire new customers and sell additional use cases, products and services into existing accounts. AEs are accountable for exceeding quarterly quota, forecasting accuracy, closing, and driving adoption and usage with customers and prospects in collaboration with internal teams and partners.

This position is an individual contributor role reporting to the Regional Vice President, Sales.

Responsibility

• Serve as the primary driving force in company's revenue and customer success objectives through the attainment of assigned monthly, quarterly, and annual sales quota
• Conduct discovery calls with customers and prospects to understand organizational structure, key decision makers, procurement processes, IT systems, and document workflow
• Uncover customer document process and needs in order to match customer requirements to Docusign solutions
• Understand, position and clearly articulate the value/benefits of Docusign eSignature and Intelligent Agreement Management solutions to all levels within customer organizations
• Leverage marketing slide decks and other materials, build custom sales presentations and demonstrations to client needs, and present by phone, webinar, and/or in-person
• Qualify, build, and manage a sales pipeline through the development of MDR or SDR qualified leads, proactive prospecting, networking, and online social channels including LinkedIn
• Draft customer proposals, demonstrate sound decision-making abilities, and negotiate client pricing requirements and concessions within Docusign guidelines
• Serve as the "quarterback" and primary point of contact for aligning internal Docusign teams and resources with key customer and prospect stakeholders
• Develop short, mid and long-term strategic and tactical execution plans to ensure success in assigned territory, vertical market, and/or key account base
• Generate, develop, manage, and communicate expectations within assigned accounts as well as increases scope of penetration within each account
• Demonstrate organizational leadership by mentoring junior sales team members and provide increasingly high levels of impact to ensure company-wide success
• Forecast monthly and quarterly sales activity and revenue achievement

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

• BS/BA degree or equivalent experience
• 3+ years of experience in an AE role or equivalent quota-carrying role
• Willingness to travel as necessary

Preferred

• 5+ years SaaS sales experience
• Experience selling web-based products/services
• Experience managing and closing complex sales cycles
• Demonstrated ability to over-achieve quotas (top 10-20% of company) in past positions
• Proficient computer application skills, including Salesforce.com, Microsoft Word, PowerPoint and Excel
• Familiar with Google suite

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.

Based on applicable legislation, the below details pay ranges in the following locations:

California:$39.30/hour - $59.68/hour

Illinois: $38.00/hour - $52.25/hour

Washington: $38.00/hour - $54.08/hour

This role is also eligible for the following:

• Bonus: Sales personnel are eligible for variable incentive pay dependent on their achievement of pre-established sales goals. Non-Sales roles are eligible for a company bonus plan, which is calculated as a percentage of eligible wages and dependent on company performance.

Global benefits provide options for the following:

• Paid Time Off: earned time off, as well as paid company holidays based on region
• Paid Parental Leave: take up to six months off with your child after birth, adoption or foster care placement
• Full Health Benefits Plans: options for 100% employer paid and minimum employee contribution health plans from day one of employment
• Retirement Plans: select retirement and pension programs with potential for employer contributions
• Learning and Development: options for coaching, online courses and education reimbursements
• Compassionate Care Leave: paid time off following the loss of a loved one and other life-changing events

Work Authorization Notice: Please note that we do not provide visa sponsorship or immigration support for this position. Applicants must already be authorized to work in the United States on a full-time, permanent basis without the need for current or future sponsorship.

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

States Not Eligible for Employment

This position is not eligible for employment in the following states: Alaska, Hawaii, Maine, Mississippi, North Dakota, South Dakota, Vermont, West Virginia and Wyoming.

Equal Opportunity Employer

It's important to us that we build a talented team that is as diverse as our customers and where all employees feel a deep sense of belonging and thrive. We encourage great talent who bring a range of perspectives to apply for our open positions. Docusign is an Equal Opportunity Employer and makes hiring decisions based on experience, skill, aptitude and a can-do approach. We will not discriminate based on race, ethnicity, color, age, sex, religion, national origin, ancestry, pregnancy, sexual orientation, gender identity, gender expression, genetic information, physical or mental disability, registered domestic partner status, caregiver status, marital status, veteran or military status, or any other legally protected category.

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