SMB Account Executive - AI-Driven IAM & CLM Growth

Docusign; Chicago (IL); Hybrid; USD 36,000 - 50,000; Full time

Benefits offered by this job

Paid Time Off

Paid Parental Leave

Full Health Benefits Plans

Retirement Plans

Learning and Development

Compassionate Care Leave

Job summary

Docusign seeks an SMB Account Executive to drive revenue growth with small and mid-sized businesses. You will balance high-velocity transactional sales with strategic, multi-threaded platform deals and translate IAM/AI capabilities into clear ROI for executives.

This individual contributor role reports to the RVP, SMB Sales and supports a hybrid in-office/remote work setup. Candidates should have 1+ years in full-cycle SaaS sales, a proven quota track record, and hands-on experience with

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 target continuous double-digit growth through new customer acquisition and account expansion.
• Build a healthy pipeline proactively using outbound prospecting strategies, modern sales tools, and multi-channel outreach (phone, email, LinkedIn, WhatsApp).
• Conduct deep discovery to understand customer pain points across HR, Legal Procurement, and Operations.
• Simplify complex IAM and AI features into clear ROI and business outcomes.
• Use structured sales methodologies (e.g., MEDDPICC) to manage deal velocity, navigate longer sales cycles, and maintain accurate forecasting.
• Maintain real-time 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

Quota-carrying sales

SaaS sales

Salesforce

Prospecting tools

Education

Bachelor’s degree or equivalent

Tools

Salesforce

HubSpot

Sales Navigator

Outreach

Job description

Docusign seeks an SMB Account Executive to drive revenue growth with small and mid-sized businesses. You will balance high-velocity transactional sales with strategic, multi-threaded platform deals and translate IAM/AI capabilities into clear ROI for executives.

This individual contributor role reports to the RVP, SMB Sales and supports a hybrid in-office/remote work setup. Candidates should have 1+ years in full-cycle SaaS sales, a proven quota track record, and hands-on experience with