Account Executive, Small to Medium Business (Future Opportunities)

DocuSign; San Francisco (CA); Hybrid; USD 39,000 - 55,000; Full time

Benefits offered by this job

Paid Time Off

Paid Parental Leave

Health benefits

Retirement plans

Learning and development

Compassionate care leave

Job summary

DocuSign in San Francisco is seeking an SMB Account Executive to drive revenue growth across small to mid-sized businesses. You will balance high-velocity transactional sales with strategic platform deals, translating IAM and AI capabilities into tangible ROI for executive buyers.

The role reports to the RVP, SMB Sales and is hybrid with in-office and remote work. Ideal candidates have 1+ years in quota-carrying SaaS sales, proven quotas, and experience with Salesforce or HubSpot.

Qualifications

• 1+ years in a full-cycle, quota-carrying sales role within SaaS or technology.
• Demonstrated history of consistent quota achievement (100%+ attainment).
• Proficiency with Salesforce (or HubSpot) and prospecting tools (e.g., Sales Navigator, Outreach).

Responsibilities

• Exceed quarterly quotas and grow revenue with new customers and account expansion.
• Build and maintain a healthy pipeline using outbound prospecting across multiple channels.
• Conduct deep discovery to understand customer pain points across HR, Legal, Procurement, and Operations.
• Translate IAM and AI features into clear ROI and business outcomes for C-suite buyers.
• Use MEDDPICC to manage deals, forecast accurately, and navigate longer sales cycles.
• Maintain CRM integrity and move high volumes of deals efficiently across teams.
• Collaborate with Solutions Engineers, Customer Success, and Legal to ensure smooth deal execution.

Skills

Full-cycle sales

Quota attainment

CRM tools

Education

Bachelor's degree or equivalent

Tools

Salesforce

HubSpot

Sales Navigator

Job description

Account Executive, Small to Medium Business (Future Opportunities)

Location: US-CA-San Francisco

Category: Sales & Partnerships

Position Type: Regular

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 an SMB Account Executive at Docusign, you will drive revenue growth and market expansion across small and medium-sized businesses. This role requires a dynamic, adaptable sales professional who can seamlessly balance high-velocity transactional sales with strategic, multi-threaded platform deals.
As Docusign expands into Intelligent Agreement Management (IAM) and AI-driven agreement solutions, you will translate complex capabilities into measurable business value for C-suite buyers.

This role is an individual contributor reporting to the RVP, SMB Sales.

Responsibility

• Exceed quarterly quotas and target continuous double-digit growth through new customer acquisition and account expansion


• Build a healthy pipeline proactively using outbound prospecting strategies, modern sales tools, and multi-channel outreach (phone, email, LinkedIn, WhatsApp)


• Conduct deep discovery to understand customer pain points across HR, Legal Procurement, and Operations


• Simplify complex IAM and AI features into clear ROI and business outcomes


• Use structured sales methodologies (e.g., MEDDPICC) to manage deal velocity, navigate longer sales cycles, and maintain accurate forecasting


• Maintain real-time CRM integrity in Salesforce, manage daily workflow efficiency, and keep high deal volumes moving predictably


• Collaborate with Solutions Engineers, Customer Success, and Legal to ensure seamless deal execution and customer onboarding

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

• 1+ years in a full-cycle, quota-carrying sales role within SaaS or technology


• Demonstrated history of consistent quota achievement (100%+ attainment)


• Proficiency with Salesforce (or HubSpot) and prospecting tools (e.g., Sales Navigator, Outreach)

Preferred

• Experience balancing high-velocity transactional selling with broader platform deals


• Formal training in recognized sales methodologies (e.g., MEDDPICC, SPIN Selling)


• Exceptional communication skills with the ability to quickly establish trust with business leaders


• Adaptable, resilient, and eager to leverage new AI and agreement management tools


• Knowledge of legal and regulatory frameworks surrounding digital agreements


• Bachelor's degree in a relevant field or equivalent practical experience

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: $28.00/hour - $39.98/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.

EEO Statement

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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