Hybrid SMB Account Executive — AI-Driven IAM Deals

Docusign; San Francisco (CA); Hybrid; USD 58,000 - 83,000; Full time

Benefits offered by this job

Bonus plan

Paid time off

Health benefits

Retirement plans

Learning & development

Parental leave

Job summary

Docusign is seeking an SMB Account Executive to drive revenue growth and market expansion across small and medium-sized businesses. The role balances high-velocity transactional sales with strategic, multi-threaded platform deals and translates IAM/AI capabilities into measurable business value for the C-suite.

This individual contributor reports to the RVP, SMB Sales, and collaborates with Solutions Engineers, Customer Success, and Legal to ensure smooth deal execution and onboarding.

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 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.

Skills

Quota-carrying sales

SaaS sales

Salesforce / HubSpot

Prospecting tools

Education

Bachelor's degree in relevant field

Tools

Salesforce

HubSpot

Sales Navigator

Outreach

Job description

Docusign is seeking an SMB Account Executive to drive revenue growth and market expansion across small and medium-sized businesses. The role balances high-velocity transactional sales with strategic, multi-threaded platform deals and translates IAM/AI capabilities into measurable business value for the C-suite.

This individual contributor reports to the RVP, SMB Sales, and collaborates with Solutions Engineers, Customer Success, and Legal to ensure smooth deal execution and onboarding.