Regional Vice President, Commercial Sales

Docusign; Chicago (IL); Hybrid; USD 132,000 - 191,000; Full time

Benefits offered by this job

Bonus: Sales personnel are eligible

Stock: RSUs

Job summary

Docusign is seeking a Regional Vice President of Commercial Sales to lead and grow the enterprise sales team in the United States. You will coach Account Executives, drive pipeline, and ensure revenue growth across existing accounts while delivering accurate forecasts and quota attainment.

The role requires strategic territory planning, customer engagement at senior levels, and collaboration with cross-functional partners.

Qualifications

• 8+ years of software sales experience in a quota-carrying role.
• BA/BS degree from an accredited college or university.
• 5+ years of leadership experience managing software sales teams.
• Experience selling eSignature or CLM solutions.
• Proven ability to hire, coach, and grow a sales organization.
• Track record of building territory and account plans.

Responsibilities

• Manage a sales team to grow revenue within existing accounts.
• Coach AEs on sales skills, forecasting, and territory planning.
• Ensure pipeline health and quarterly forecast accuracy.
• Deliver accurate monthly and quarterly forecasts.
• Travel 20% or more as needed.
• Collaborate with cross-functional groups to close complex deals.

Skills

Leadership experience

Quota-carrying sales

Communication skills

Forecasting & reporting

Education

BA/BS degree

Tools

Salesforce

Tableau

Conversational intelligence

Job description

Company Overview

Docusign brings agreements to life. More than 1.8 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 the Docusign AI-native IAM 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 Regional Vice President manages, coaches, and motivates a team of Account Executives (AE) to achieve revenue growth by expanding current Docusign customer spend.

This sales leader will measure, coach, and ensure AE accountability for pipeline generation, activity, and revenue growth within their book of business. The RVP is expected to deliver results by joining customer calls, assisting in health monitoring, and maintenance of Docusign's relationship with key stakeholders. Outside of coaching on customer calls, the leader is expected to assist with proactive territory strategy, account planning, and providing feedback leveraging various tools such as Tableau, Salesforce, and conversational intelligence.

This leader will mentor each AE individually while also building a strong cohesive, collaborative team. They will be responsible for delivering accurate monthly and quarterly forecasts and delivering on quota.

This position is a people manager role reporting to the Area Vice President, Commercial Sales.

Responsibility

• Manage a sales team to grow Docusign's baseline revenue within existing Accounts
• Assess pipeline generation, revenue-generating activities, pipeline health and quarterly sales forecasts to determine sales progress and areas for refinement or improvement
• Coach AEs through the development of key sales skills, including vertical market management, forecasting and sales planning, prospecting and pipeline generation within account base, complex deal negotiations, cross-functional support both internally and externally, as well as CRM and reporting accuracy
• Manage team performance, create a bench of qualified talent and grow the team headcount as needed
• Develop proven and new strategies with AEs to further penetrate accounts and reinforce process and steps designed to deliver value at enterprise scale to Docusign customers
• Maintain positive and proactive line of communication between the lines of business as well as senior leadership, including developing and delivering accurate forecast and attainment details during weekly forecast calls and quarterly business reviews
• Identify and support opportunities for training as well as career diversification and growth across the team
• Operate well in a fast-paced, dynamic environment without requiring significant supervision
• Travel 20% or more as needed

Job Designation

Hybrid: Employee divides their time between in-office and remote work. Access to an office location is required. (Frequency: Minimum 2 days per week; may vary by team but will be weekly in-office expectation) 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

• 8+ years prior experience selling software in a quota-carrying role
• BA/BS from an accredited college or university

Preferred

• 5+ years of prior leadership experience managing sales teams within software, ideally SaaS-based offerings
• 8+ years experience selling software in a quota-carrying role
• Demonstrated success of exceeding quota attainment targets by managing a process for growing an existing install base
• Prior experience developing and maintaining territory and accounts plans as well as negotiating and closing complex deals
• Track record of hiring, building, coaching and enabling a rapidly growing team
• Prior experience selling an eSignature or CLM solution
• Experience selling into a variety of industries and territories as well as experience cultivating larger, strategic relationships
• Capacity to work on cross-functional projects and teams as needed as well as leverage internal resources to problem-solve
• Strong verbal and written communication skills including reporting and forecasting skills
• Strong attention to detail

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:

Illinois: $131,800.00 - $191,200.00 base salary

Washington: $131,800.00 - $195,925.00 base salary

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).

Benefits

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.

Life at Docusign

Docusign is committed to building trust and making the world more agreeable for our employees, customers and the communities in which we live and work. You can count on us to listen, be honest, and try our best to do what's right, every day. At Docusign, everything is equal.

We each have a responsibility to ensure every team member has an equal opportunity to succeed, to be heard, to exchange ideas openly, to build lasting relationships, and to do the work of their life. Best of all, you will be able to feel deep pride in the work you do, because your contribution helps us make the world better than we found it. And for that, you'll be loved by us, our customers, and the world in which we live.

Working here

Docusign is committed to building trust and making the world more agreeable for our employees, customers and the communities in which we live and work. You can count on us to listen, be honest, and try our best to do what's right, every day. At Docusign, everything is equal.

We each have a responsibility to ensure every team member has an equal opportunity to succeed, to be heard, to exchange ideas openly, to build lasting relationships, and to do the work of their life. Best of all, you will be