Install Base Account Executive

DocuSign, Inc.; San Francisco (CA); Hybrid; USD 54,000 - 82,000; Full time

Benefits offered by this job

Bonus plan

Hybrid work model

Job summary

Docusign is seeking an Account Executive focused on the Install Base in San Francisco to manage, expand, and deepen existing customer relationships using a consultative, value-based approach. You will drive full-cycle sales within accounts, build pipelines, conduct discovery, develop business cases, and collaborate with cross-functional teams to advance customer outcomes.

Hybrid work with in-office access required; travel is typically minimal.

Qualifications

• 2+ years of experience in an AE role or equivalent quota-carrying role.
• Experience managing opportunities through a full sales cycle.
• Experience using Salesforce or a comparable CRM to manage pipeline, activity, next steps, and forecasts.
• Experience with consultative discovery, stakeholder engagement, and customer-focused problem solving.
• Experience using AI-enabled tools.

Responsibilities

• Achieve quarterly individual sales quotas through disciplined full-cycle selling into existing accounts.
• Build a balanced pipeline through self-generated prospecting within your install base, partner collaboration, and coordinated engagement with sales development teams.
• Conduct structured discovery that identifies business priorities, impact, urgency, stakeholders, decision criteria, and next steps for account expansion.
• Develop and communicate customer-specific value hypotheses, business cases, proposals, and presentations.
• Build multi-threaded relationships across business, technical, legal, security, procurement, and executive stakeholders within your assigned accounts.
• Position relevant IAM capabilities and Docusign solutions around customer outcomes, not only product features.
• Manage complex sales cycles with clear close plans, mutual action plans, risk identification, objection handling, and closing discipline.
• Deliver tailored demonstrations in collaboration with Solutions Consultants or Solutions Engineers.
• Forecast activity and revenue accurately using current Salesforce data, documented customer evidence, and clear opportunity strategy.
• Collaborate with Sales Development Representatives, Market Development Representatives, Solutions Consultants, Customer Success Account Managers, Partner Account Managers, Legal, Security, Professional Services, and Customer Support.
• Drive continuous adoption, customer outcomes, and identify expansion opportunities across your assigned customer base.
• Use approved AI-enabled tools responsibly for account research, preparation, outreach, and productivity while validating outputs and protecting confidential information.

Skills

AE experience

Full sales cycle

Salesforce

Consultative discovery

AI-enabled tools

Tools

Salesforce

Job description

Docusign is seeking an Account Executive focused on the Install Base in San Francisco to manage, expand, and deepen existing customer relationships using a consultative, value-based approach. You will drive full-cycle sales within accounts, build pipelines, conduct discovery, develop business cases, and collaborate with cross-functional teams to advance customer outcomes.

Hybrid work with in-office access required; travel is typically minimal.