Lead Solution Consultant

DocuSign, Inc.; Washington (District of Columbia); On-site; USD 172,500 - 250,200; Full time

Benefits offered by this job

Variable incentive pay

RSUs

Paid time off

Job summary

DocuSign, Inc. seeks a Principal Solution Consultant for the U.S. Federal market.

You will partner with AEs and cross‑functional teams to understand mission objectives, modernize processes, and ensure security and regulatory compliance while advancing IAM, eSignature, CLM, Workspaces, and AI capabilities. As an individual contributor reporting to the Director, Solution Consulting, you will lead discovery sessions, demonstrate solutions, articulate value, and align technology with agency

Qualifications

• 12+ years of experience in Pre‑sales, solution consulting, sales engineering, or technical advisory roles supporting U.S. Federal Government customers
• Bachelor’s degree or equivalent professional experience
• Experience supporting federal procurement processes, including RFIs, RFPs, technical evaluations, and proposal responses
• Experience developing technical documentation, workflow diagrams, solution architectures, statements of work (SOWs), and executive presentations
• Experience engaging both technical and non‑technical stakeholders across multiple levels of government organizations

Responsibilities

• Partner with Federal Account Executives and Solution Consulting teams to drive new business and expansion opportunities across civilian, defense, intelligence, and federal healthcare agencies
• Engage with executive leadership, program managers, contracting officers, acquisition teams, security stakeholders, and technical architects to understand mission requirements and modernization initiatives
• Discover, document, and analyze complex government workflows, approval processes, legacy system dependencies, and enterprise architectures
• Lead business and technical discovery sessions focused on agency priorities, compliance requirements, and measurable mission outcomes
• Develop and deliver compelling demonstrations showcasing Docusign IAM, eSignature, CLM, Workspaces, AI‑powered capabilities, and integrations within federal environments
• Articulate the value of Docusign solutions in the context of federal mandates, digital transformation initiatives, customer experience objectives, workforce modernization, grants management, procurement, HR onboarding, and case management processes
• Establish technical credibility through solution architecture discussions, security reviews, integration guidance, roadmap presentations, and technical workshops
• Support responses to RFIs, RFPs, technical evaluations, proof‑of‑concepts, and competitive assessments
• Collaborate with Product, Engineering, Customer Success, Professional Services, and Security teams to address customer requirements and ensure successful solution alignment
• Understand and communicate Docusign’s FedRAMP, IL4, CAC/PIV, identity verification, and security capabilities relevant to government customers
• Apply value‑selling methodologies to connect Docusign capabilities with agency mission outcomes, cost savings, risk reduction, and operational efficiencies
• Serve as a subject matter expert on federal digital modernization trends, compliance requirements, and industry best practices

Skills

Pre-sales experience

Solution consulting

Sales engineering

Technical advisory

Federal government support

Executive stakeholder engagement

Education

Bachelor’s degree

Job description

Company Overview

Docusign brings agreements to life. Over 1.5 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 Docusign’s Intelligent Agreement Management 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

The Principal Solution Consultant, Federal serves as a trusted advisor to federal agencies, partnering closely with Account Executives, Solution Consulting peers, and cross‑functional teams to understand mission objectives, operational challenges, and complex technology environments. This role helps federal customers modernize agreement, form, and workflow processes while ensuring compliance with federal security and regulatory requirements. Leveraging expertise in government business processes, cloud technologies, and Docusign’s Intelligent Agreement Management (IAM) platform, the Principal Solution Consultant develops compelling solution strategies, delivers executive‑level presentations, and demonstrates how Docusign can accelerate digital transformation, improve constituent experiences, and increase operational efficiency across federal agencies.

This position is an individual contributor role reporting to the Director, Solution Consulting.

Responsibility

• Partner with Federal Account Executives and Solution Consulting teams to drive new business and expansion opportunities across civilian, defense, intelligence, and federal healthcare agencies
• Engage with executive leadership, program managers, contracting officers, acquisition teams, security stakeholders, and technical architects to understand mission requirements and modernization initiatives
• Discover, document, and analyze complex government workflows, approval processes, legacy system dependencies, and enterprise architectures
• Lead business and technical discovery sessions focused on agency priorities, compliance requirements, and measurable mission outcomes
• Develop and deliver compelling demonstrations showcasing Docusign IAM, eSignature, CLM, Workspaces, AI‑powered capabilities, and integrations within federal environments
• Articulate the value of Docusign solutions in the context of federal mandates, digital transformation initiatives, customer experience objectives, workforce modernization, grants management, procurement, HR onboarding, and case management processes
• Establish technical credibility through solution architecture discussions, security reviews, integration guidance, roadmap presentations, and technical workshops
• Support responses to RFIs, RFPs, technical evaluations, proof‑of‑concepts, and competitive assessments
• Collaborate with Product, Engineering, Customer Success, Professional Services, and Security teams to address customer requirements and ensure successful solution alignment
• Understand and communicate Docusign’s FedRAMP, IL4, CAC/PIV, identity verification, and security capabilities relevant to government customers
• Apply value‑selling methodologies to connect Docusign capabilities with agency mission outcomes, cost savings, risk reduction, and operational efficiencies
• Serve as a subject matter expert on federal digital modernization trends, compliance requirements, and industry best practices

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

• 12+ years of experience in Pre‑sales, solution consulting, sales engineering, or technical advisory roles supporting U.S. Federal Government customers
• Bachelor’s degree or equivalent professional experience
• Experience supporting federal procurement processes, including RFIs, RFPs, technical evaluations, and proposal responses
• Experience developing technical documentation, workflow diagrams, solution architectures, statements of work (SOWs), and executive presentations
• Experience engaging both technical and non‑technical stakeholders across multiple levels of government organizations

Preferred

• 15+ years of experience supporting Federal SaaS, cloud, cybersecurity, identity, workflow, or enterprise software solutions
• Deep understanding of federal agency operations, acquisition processes, and digital modernization initiatives
• Experience with FedRAMP‑authorized cloud solutions and government security requirements
• Familiarity with federal identity and access management concepts, including PIV/CAC, derived credentials, identity proofing, and authentication standards
• Experience integrating enterprise platforms such as Salesforce, ServiceNow, SAP, Oracle, Workday, Microsoft Dynamics, and content management systems
• Knowledge of workflow automation, contract lifecycle management, electronic signatures, and records management
• Experience conducting executive briefings and presenting to senior federal leadership, including SES, program executives, and technical decision‑makers
• Familiarity with APIs, integrations, XML, JSON, and enterprise architecture concepts
• Proven ability to align technology investments with mission outcomes, operational efficiencies, and constituent experience improvements

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:

Washington DC: $172,500.00 - $250,200.00

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.
• Stock: This role is eligible to receive Restricted Stock Units (RSUs).

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.

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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