SMB Account Executive — AI‑Driven IAM & Platform Deals

DocuSign, Inc.; Seattle (WA); Hybrid; USD 54,000 - 75,000; Full time

Benefits offered by this job

Bonus: incentive pay

Health benefits

Paid time off

Job summary

Docusign, Inc. is hiring an SMB Account Executive in Seattle, WA. This role blends high-velocity transactional sales with strategic platform deals, reporting to the Regional Vice President, SMB Sales.

You will drive revenue growth, build pipelines, and translate IAM solutions into measurable ROI for C-suite buyers. The position is hybrid, requiring at least two days in the office weekly, with collaboration across Sales, Solutions Engineers, and Legal to close deals and onboard customers.

Qualifications

• Experience achieving consistent quota (100%+ attainment).
• Experience with Salesforce (or HubSpot) and prospecting tools.
• Formal training in recognized sales methodologies (MEDDPICC, SPIN).

Responsibilities

• Meet and 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).
• Conduct deep discovery to understand customer pain points across HR, Legal Procurement, and Operations.
• Simplify IAM and AI features into clear ROI and business outcomes.
• Use MEDDPICC to manage deal velocity, longer sales cycles, and forecast accurately.
• Maintain real-time CRM integrity in Salesforce and ensure high deal velocity.
• Collaborate with Solutions Engineers, Customer Success, and Legal for seamless deal execution and onboarding.

Skills

Quota attainment

Salesforce

HubSpot

Prospecting tools

MEDDPICC

SPIN Selling

Communication

Education

Bachelor's degree or equivalent

Tools

Salesforce

HubSpot

Job description

Docusign, Inc. is hiring an SMB Account Executive in Seattle, WA. This role blends high-velocity transactional sales with strategic platform deals, reporting to the Regional Vice President, SMB Sales.

You will drive revenue growth, build pipelines, and translate IAM solutions into measurable ROI for C-suite buyers. The position is hybrid, requiring at least two days in the office weekly, with collaboration across Sales, Solutions Engineers, and Legal to close deals and onboard customers.