Account Executive, Small to Medium Government (Central & East Coast)

Docusign; United States; Remote; USD 34,000 - 55,000; Full time

Job summary

DocuSign, Inc. is seeking a results-driven Account Executive to develop and close new business in a distributed U.S. territory. You will target enterprise accounts, expand footprints, and lead negotiations to close deals. You will forecast revenue and collaborate across teams to drive adoption.

The role emphasizes MEDDPICC-driven sales, quota attainment, and a track record of closing complex cycles. Remote work is supported, with emphasis on meeting regional sales goals.

Qualifications

• BS/BA degree or equivalent in relevant sales experience.
• Located in Pacific or Central Time Zone? (Note: job specifies CT/ET region for some roles)
• Experience in AE or quota-carrying closing role preferred.
• Experience selling to Enterprise and Public Sector can be a plus.
• Experience managing complex sales cycles and over-achieving quotas.

Responsibilities

• Find, run and close net-new logos in Enterprise accounts.
• Expand existing Docusign footprint within Enterprise accounts.
• Meet or exceed monthly and quarterly quotas.
• Develop and negotiate enterprise-level proposals and contracts.
• Deliver customized sales presentations and product demos by phone or online.
• Forecast activity and revenue using sales tools.
• Collaborate with cross-functional teams and partners.

Skills

MEDDPICC

Quota carrying

Forecasting

Outbound prospecting

Enterprise sales

Communication skills

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. More than 1.8 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 the Docusign AI-native IAM 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
• Located in Central or Eastern Time Zone

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

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

Illinois, Colorado, Massachusetts and Minnesota: $26.30/hour - $36.20/hour

Washington, Maryland, New Jersey and New York (including NYC metro area): $26.30/hour - $38.50/hour

Washington DC: $28.00/hour - $38.50/hour

Ohio: $25.60/hour - $35.20/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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