Hybrid SMB Account Executive: AI-Powered IAM

DocuSign, Inc.; Chicago (IL); Hybrid; USD 36,000 - 50,000; Full time

Benefits offered by this job

Variable incentive pay

Hybrid work model

Comprehensive benefits

Job summary

DocuSign, Inc. is seeking an SMB Account Executive to drive revenue growth across small and medium businesses. You will balance high-velocity transactions with strategic platform deals, translating IAM and AI capabilities into measurable business value for C-suite buyers.

This individual contributor role reports to the Regional VP, SMB Sales and requires strong prospecting, multi-channel outreach, and collaboration with Solutions Engineers, Customer Success, and Legal to close deals.

Qualifications

• Consistent quota attainment (100%+).
• Experience with Salesforce or HubSpot and prospecting tools like Sales Navigator or Outreach.
• Ability to balance high-velocity transactional selling with platform deals.

Responsibilities

• Meet and exceed quarterly quotas and drive double-digit growth.
• Build pipeline through multi-channel outreach (phone, email, LinkedIn, etc).
• Conduct deep discovery with HR, Legal, Procurement and Operations; translate IAM/AI into ROI.
• Use MEDDPICC to manage deal velocity and forecast.
• Maintain clean CRM data in Salesforce and coordinate with cross-functional teams.

Skills

Quota attainment

Salesforce

Prospecting tools

Education

Bachelor's degree or equivalent experience

Tools

Sales Navigator

Outreach

HubSpot

Job description

DocuSign, Inc. is seeking an SMB Account Executive to drive revenue growth across small and medium businesses. You will balance high-velocity transactions with strategic platform deals, translating IAM and AI capabilities into measurable business value for C-suite buyers.

This individual contributor role reports to the Regional VP, SMB Sales and requires strong prospecting, multi-channel outreach, and collaboration with Solutions Engineers, Customer Success, and Legal to close deals.