Install Base Account Executive – SaaS Cross-Sell & Upsell

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

Benefits offered by this job

Paid Time Off

Full Health Benefits Plans

Retirement Plans

Learning and Development

Job summary

Docusign is hiring an Account Executive focused on our Install Base in San Francisco. You will manage, expand, and deepen existing customer relationships using a consultative, value-based approach to align priorities with the Docusign IAM platform and build quantifiable business cases.

You will own the full sales cycle, collaborate across multiple teams, and drive adoption and expansion while maintaining trusted relationships with diverse stakeholders.

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

Full-cycle selling

Discovery & stakeholder engagement

AI-enabled tools usage

Tools

Salesforce

Job description

Docusign is hiring an Account Executive focused on our Install Base in San Francisco. You will manage, expand, and deepen existing customer relationships using a consultative, value-based approach to align priorities with the Docusign IAM platform and build quantifiable business cases.

You will own the full sales cycle, collaborate across multiple teams, and drive adoption and expansion while maintaining trusted relationships with diverse stakeholders.