Senior AE - Install Base Growth (Remote)

DocuSign, Inc.; Seattle (WA); Remote; USD 67,000 - 95,000; Full time

Job summary

DocuSign, Inc. is seeking a Senior Account Executive focused on our install base to manage, expand, and deepen existing customer relationships.

You will use a consultative, value-based approach to understand priorities and connect them to the IAM platform, building business cases for measurable outcomes. This senior individual contributor role reports to the Regional Vice President, Commercial Sales, and requires strong judgment, multi-threaded collaboration, and disciplined sales execution to

Qualifications

• 5+ years in an AE or quota-carrying sales role.
• Experience managing opportunities through full sales cycle.
• Experience using Salesforce or equivalent CRM.
• Consultative discovery and value-based selling.
• Experience with AI-enabled tools.
• Clear communication with business and executive audiences.

Responsibilities

• Achieve quarterly quotas through full-cycle selling into existing accounts.
• Build and manage a pipeline via self-generated prospecting and partner collaboration.
• Conduct structured discovery to identify priorities, impact, urgency, stakeholders, decision criteria, and next steps.
• Develop and communicate customer-specific value hypotheses, proposals, and presentations.
• Build multi-threaded relationships across business, technical, legal, security, procurement, and executives.
• Position IAM capabilities around customer outcomes, not just features.
• Forecast revenue using Salesforce data and clear opportunity strategy.
• Collaborate with cross-functional teams to support customers.
• Drive adoption and expansion within the install base.
• Use AI-enabled tools responsibly for research and outreach.

Skills

SaaS sales

Full sales cycle

Salesforce (CRM)

Consultative selling

AI-enabled tools

Executive stakeholder engagement

Education

Bachelor's degree or equivalent

Tools

Salesforce

Job description

DocuSign, Inc. is seeking a Senior Account Executive focused on our install base to manage, expand, and deepen existing customer relationships.

You will use a consultative, value-based approach to understand priorities and connect them to the IAM platform, building business cases for measurable outcomes. This senior individual contributor role reports to the Regional Vice President, Commercial Sales, and requires strong judgment, multi-threaded collaboration, and disciplined sales execution to