Strategic SMB Account Executive, AI IAM Platform

UNAVAILABLE; San Francisco (CA); Hybrid; USD 80,231,000 - 114,558,000; Full time

Benefits offered by this job

Health benefits

Bonus plan

Paid time off

Parental leave

Job summary

DocuSign is seeking an SMB Account Executive to drive revenue growth across small and medium-sized businesses in California. The role blends high-velocity transactional sales with multi-threaded platform deals, reporting to the RVP, SMB Sales.

You will articulate IAM and AI value, build pipeline, and maintain CRM accuracy in Salesforce. The position requires 1+ years in full-cycle SaaS sales, a proven quota track record, and proficiency with Salesforce or HubSpot.

Qualifications

• 1+ years in a full-cycle, quota-carrying sales role within SaaS or technology
• Proven history of consistent quota achievement (100%+ attainment)
• Proficiency with Salesforce (or HubSpot) and prospecting tools (e.g., Sales Navigator, Outreach)
• Experience balancing high-velocity transactional selling with broader platform deals
• Formal training in recognized sales methodologies (e.g., MEDDPICC, SPIN Selling)
• Exceptional communication skills with the ability to quickly establish trust with business leaders
• Adaptable, resilient, and eager to leverage new AI and agreement management tools
• Bachelor’s degree or equivalent practical experience

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

Sales experience

Salesforce

Prospecting tools

Communication

Education

Bachelor’s degree or equivalent

Tools

Sales Navigator

Outreach

HubSpot

Job description

DocuSign is seeking an SMB Account Executive to drive revenue growth across small and medium-sized businesses in California. The role blends high-velocity transactional sales with multi-threaded platform deals, reporting to the RVP, SMB Sales.

You will articulate IAM and AI value, build pipeline, and maintain CRM accuracy in Salesforce. The position requires 1+ years in full-cycle SaaS sales, a proven quota track record, and proficiency with Salesforce or HubSpot.