SMB Account Executive - AI-Driven Growth & ROI

DocuSign, Inc.; Seattle (WA); Hybrid; USD 75,360,000 - 110,318,000; Full time

Job summary

DocuSign, Inc. is seeking an SMB Account Executive to drive revenue growth across small and mid-sized businesses.

This individual contributor role reports to the RVP, SMB Sales and blends high-velocity transactional selling with strategic platform deals. You will build pipelines, conduct thorough discovery, translate IAM and AI capabilities into ROI, and collaborate with Solutions Engineers, Customer Success, and Legal to close deals and onboard customers.

Qualifications

• 1+ years in a full-cycle, quota-carrying sales role within SaaS or technology.
• Demonstrated history of consistent quota achievement (100%+ attainment).
• Proficiency with Salesforce (or HubSpot) and prospecting tools (e.g., Sales Navigator, Outreach)

Responsibilities

• Exceed quarterly quotas and drive double-digit growth through new customer acquisition and account expansion
• Build a healthy pipeline via outbound prospecting and multi-channel outreach (phone, email, LinkedIn, WhatsApp)
• Conduct deep discovery to understand customer pain points across HR, Legal Procurement, and Operations
• Translate IAM and AI features into clear ROI and business outcomes
• Use MEDDPICC to manage deal velocity, longer sales cycles, and forecasting
• Maintain CRM integrity in Salesforce, manage daily workflow efficiency, and keep high deal volumes moving predictably
• Collaborate with Solutions Engineers, Customer Success, and Legal to ensure seamless deal execution and customer onboarding

Skills

Full-cycle SaaS sales

Quota attainment

Salesforce / HubSpot

Prospecting tools (LinkedIn, Navigator

Education

Bachelor’s degree or equivalent

Tools

Salesforce

HubSpot

LinkedIn Sales Navigator

Job description

DocuSign, Inc. is seeking an SMB Account Executive to drive revenue growth across small and mid-sized businesses.

This individual contributor role reports to the RVP, SMB Sales and blends high-velocity transactional selling with strategic platform deals. You will build pipelines, conduct thorough discovery, translate IAM and AI capabilities into ROI, and collaborate with Solutions Engineers, Customer Success, and Legal to close deals and onboard customers.