Account Executive, Small and Medium Government

DocuSign, Inc.; California (MO); On-site; USD 90,000 - 150,000; Full time

Job summary

DocuSign, Inc. is seeking an Account Executive to develop and close new business in an enterprise setting. You will expand footprints, manage deals, and drive quota attainment across a defined territory.

You will craft proposals, deliver product demos, and forecast revenue while collaborating with internal teams and partners. A strong background in enterprise sales and MEDDPICC is preferred, with readiness to work in Pacific Time.

Qualifications

• BS/BA degree or equivalent in relevant sales experience.
• 1+ years of AE or quota-carrying closing role experience.
• 2+ years of outbound prospecting quota-carrying experience.
• Experience applying MEDDPICC or similar methodologies.

Responsibilities

• Find, run and close sales opportunities for net new logos in Enterprise accounts.
• Expand existing Docusign footprint within Enterprise accounts.
• Drive achievement of individual quotas and company goals.
• Develop and negotiate enterprise proposals and contracts.
• Deliver customized sales presentations and product demos by phone and online.
• Forecast sales activity and revenue with proper tools.
• Collaborate with cross-functional teams to close deals.

Skills

MEDDPICC knowledge

Strong communication

Sales collaboration

Education

BS/BA degree or equivalent in relevant sales experience

Tools

Salesforce.com

Google Workspace

Gong

LinkedIn

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

As the Account Executive (AE), you are a highly motivated self-starter who is responsible for developing and closing new business or expanding our footprint in current customers in an assigned geographic territory. You are eager to learn, determined to adapt quickly, and comfortable with some ambiguity. You are focused on acquiring new customers or selling additional use cases, products and services into existing accounts. You are 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.

This position is an individual contributor role reporting to the Regional Vice President, Small and Medium Government.

Responsibility

• Find, run and close sales opportunities for net new logos in Enterprise accounts
• Expand existing Docusign footprint within Enterprise customer accounts
• Drive success of the company's goals and objectives through achieving individual sales quotas
• Develop and negotiate enterprise level proposals and contracts
• Craft and deliver customized sales presentations and product demonstrations, by phone and via online demo
• Forecast sales activity and revenue accurately through proper use of sales tools
• Collaborate effectively and engage various cross functional teams, both internal and external

Job Designation

Remote: Employee is not required to be in or near an office frequently and works from a designated remote work location for the majority of the time.

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 in relevant sales experience

Preferred

• 1+ years of experience in an AE role or equivalent quota-carrying closing role and 2+ years in a outbound prospecting quota carrying role
• Strong skills applying MEDDPICC or similar methodologies to improve deal quality, forecast accuracy, and sales execution
• Experience selling into the Public Sector and cultivating strategic relationships
• Experience managing and closing complex sales cycles
• Demonstrated ability to over-achieve quotas in past positions
• Track record of over-achieving quota (top 10-20% of company) in past positions
• Proficiency with Salesforce.com, Google Workspace, Gong, LinkedIn, and similar sales tools
• Excellent verbal and written communication skills
• Must be located in Pacific Time Zone

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.

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