Account Executive, Platform Specialist - Public Sector

Docusign; San Francisco (CA); Hybrid; USD 120,000 - 180,000; Full time

Benefits offered by this job

Paid Time Off

Parental Leave

Health Benefits

Retirement Plans

Learning & Development

Compassionate Care Leave

Job summary

Docusign is seeking an Enterprise Platform Specialist in California to sell the full Docusign platform, including CLM, to strategic accounts. This hybrid role combines net-new acquisition with expansion within assigned enterprise customers.

You'll build senior relationships, meet revenue targets, collaborate with partners such as SAP and Salesforce, and travel about 25% as needed.

Qualifications

• 8+ years of Enterprise level SaaS sales experience within cloud-based technology.
• Experience managing and closing complex multi-solution specialty sales-cycles, including prior success in closing $1M+ deals and managing multiple large accounts.

Responsibilities

• Drive success of Platform product goals and objectives through achieving individual sales quota.
• Cultivate relationships with ecosystem partners such as SAP, Salesforce and various Global and Regional System Integrators to drive pipeline generation.
• Qualify sales opportunities based on Docusign’s sales methodology and metrics, to include customer fit and success criteria.
• Identify, cultivate and close on net-new Platform business as well as helping identify upsell and cross sell opportunities within assigned accounts across multiple lines of business (e.g., IT, Procurement and Senior Management).
• Leverage internal resources (e.g., Senior Executives, Presales, Professional Services, Legal) in Sales Campaigns.
• Work effectively with your peers at Docusign’s key partners to deliver joint value propositions.
• Forecast sales activity and revenue achievements accurately through proper use of sales tools.
• Collaborate effectively and engage various pre- and 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 25%.

Skills

Enterprise SaaS sales

Complex multi-solution deals

$1M+ deals

Key account management

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 Enterprise Platform Specialist is responsible for building Enterprise-level relationships, selling the full Docusign platform including the Contract Lifecycle Management (CLM) solution. This role will be a hybrid of acquiring net-new customers and driving further expansion within existing customers in an assigned set of strategic accounts. The ideal candidate will be curious by nature, a strategic hunter, and possess strong relationship-building skills.

This position is an individual contributor role reporting to Regional Vice President, Enterprise, Global Specialist Organization for Public Sector.

Responsibilities

• Drive success of the company’s Platform product goals and objectives through achieving individual sales quota
• Cultivate relationships with ecosystem partners such as SAP, Salesforce and various Global and Regional System Integrators to drive pipeline generation
• Qualify sales opportunities based on Docusign’s sales methodology and metrics, to include customer fit and success criteria
• Identify, cultivate and close on net-new Platform business as well as helping identify upsell and cross sell opportunities within assigned accounts across multiple lines of business (e.g., IT, Procurement and Senior Management)
• Leverage internal resources (e.g., Senior Executives, Presales, Professional Services, Legal) in Sales Campaigns
• Work effectively with your peers at Docusign’s key partners to deliver joint value propositions
• Forecast sales activity and revenue achievements accurately through proper use of sales tools
• Collaborate effectively and engage various pre- and 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 25%

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

• 8+ years of Enterprise level SaaS sales experience within cloud-based technology
• Experience managing and closing complex multi-solution specialty sales-cycles, including prior success in closing $1M+ deals and managing multiple large accounts

Preferred

• Strong portfolio of C-Level contacts within Enterprise Accounts across a variety of accounts
• Experience selling Contract Lifecycle Management or adjacent software
• Familiarity 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: $119,600.00 - $179,800.00 base salary

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.
• Stock: This role is eligible to receive Restricted Stock Units (RSUs).

Benefits

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

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.

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.

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.

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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