Senior Install Base Account Executive - Remote

Docusign; United States; Remote; USD 66,000 - 99,000; Full time

Benefits offered by this job

Health benefits

Paid time off

Retirement plans

Learning and development

Job summary

Docusign is seeking a Senior Account Executive for its Install Base to expand and deepen relationships within assigned accounts. You will drive full-cycle sales, identify white space, and build business cases that create measurable customer outcomes.

As a senior contributor, you will engage cross-functionally with stakeholders across business, security, legal, and procurement to position IAM capabilities and Docusign solutions around customer value, not just product features.

Qualifications

• 5+ years of experience in an AE role or equivalent quota-carrying sales role.
• Experience managing opportunities through a full sales cycle, including complex account expansion.

Responsibilities

• Achieve quarterly individual sales quotas through disciplined, full-cycle selling into existing accounts.
• Build and manage 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 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 and customer outcomes while identifying and developing expansion opportunities across the assigned customer base.
• Use approved AI-enabled tools responsibly for account research, preparation, outreach, and productivity while validating outputs and protecting confidential information.
• Share effective account strategies, deal practices, and customer insights to support continuous improvement across the sales organization.

Skills

5+ years AE sales

Salesforce experience

Consultative selling

AI-enabled tools

Stakeholder engagement

Clear communication

Cross-functional collaboration

Education

Bachelor’s degree or equivalent

Tools

Salesforce CRM

Job description

Docusign is seeking a Senior Account Executive for its Install Base to expand and deepen relationships within assigned accounts. You will drive full-cycle sales, identify white space, and build business cases that create measurable customer outcomes.

As a senior contributor, you will engage cross-functionally with stakeholders across business, security, legal, and procurement to position IAM capabilities and Docusign solutions around customer value, not just product features.