Account Executive, Commercial Sales FINS

Docusign • UNAVAILABLE, UNAVAILABLE

15d • Remote

About The Position

Our Sales & Business Development teams collaborate with customers and partners across the globe to help them leverage the Docusign Agreement Cloud to transform the entire system of agreement process—from preparing to signing, acting on, and managing contracts and other types of agreements. Our team partners with some of the largest, most innovative companies in the world in dozens of industries to bring the power of Docusign to more customers. Whether you are selling to a small business or a large enterprise, you will apply your extensive knowledge of our solutions, and leverage our strategic partnerships to help our customers grow their top and bottom line. The ISV Account Executive (AE) is a highly motivated self-starter who is responsible for developing and closing new business or expanding our ISV footprint with new and current customers in an assigned geographic territory. A successful AE is eager to learn, determined to adapt quickly and comfortable with some ambiguity. AEs are focused on selling ISV use cases, products and services. The AE is accountable for exceeding monthly and quarterly quotas, proactive deal management, forecast accuracy and driving adoption and usage with customers and prospects in collaboration with internal teams and the broader Docusign partner ecosystem. This position is an individual contributor role reporting to the Area Vice President, ISV Sales.

Requirements

• BA/BS degree or equivalent work experience
• 5+ years of direct software sales experience in an enterprise account executive or equivalent quota-carrying role

Nice To Haves

• 6+ years of SaaS sales experience
• Successful track record in providing a point of view and thought leadership in ISV space
• Prior success building strong relationships with decision makers and C-level Executives, in large complex organizations
• Demonstrated ability to identify key partner prospects and convert into new partner revenue streams
• Experience managing and closing complex sales cycles
• Demonstrated ability to over-achieve quotas (top 10-20% of company) in past positions
• Technically savvy (architecture design experience) and ability to advise on SaaS architectures

Responsibilities

• Drive success of the company’s goals and objectives by achieving individual ISV sales quotas
• Build and manage a sales pipeline through prospecting efforts into a geographic territory or within the core verticals
• Develop and deliver customized sales presentations and product demonstrations, by phone and via online demo
• Develop and negotiate enterprise-level proposals and contracts
• Forecast sales activity and revenue achievements accurately through proper use of sales tools
• Collaborate effectively and engage various pre- and post-sales resources including Sales Development Representatives, Market Development Representatives, Solutions Engineers, Account Managers, Partner Account Managers, as well as Legal, Security, Professional Services and Customer Support
• Collaborate cross-functionally with Field AE’s, Product, Industry and Sales leaders to educate and drive ISV awareness
• Travel as necessary, typically 25%

Benefits

• Bonus: Sales personnel are eligible for variable incentive pay dependent on their achievement of pre-established sales goals. Non-Sales roles are eligible for a company bonus plan, which is calculated as a percentage of eligible wages and dependent on company performance.
• Paid Time Off: earned time off, as well as paid company holidays based on region
• Paid Parental Leave: take up to six months off with your child after birth, adoption or foster care placement
• Full Health Benefits Plans: options for 100% employer paid and minimum employee contribution health plans from day one of employment
• Retirement Plans: select retirement and pension programs with potential for employer contributions
• Learning and Development: options for coaching, online courses and education reimbursements
• Compassionate Care Leave: paid time off following the loss of a loved one and other life-changing events

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: Associate degree