Account Executive, Commercial Sales - GEOS

Docusign•Seattle, WA

3d•Hybrid

About The Position

Docusign brings agreements to life. Over 1.5 million customers and more than a billion people in over 180 countries use Docusign solutions to accelerate the process of doing business and simplify people’s lives. With intelligent agreement management, Docusign unleashes business-critical data that is trapped inside of documents. Until now, these were disconnected from business systems of record, costing businesses time, money, and opportunity. Using Docusign’s Intelligent Agreement Management platform, companies can create, commit, and manage agreements with solutions created by the #1 company in e-signature and contract lifecycle management (CLM).

Requirements

BS/BA degree or equivalent
3+ years of experience in an AE role or equivalent quota-carrying role
Experience managing opportunities through a full sales cycle
Experience using Salesforce or a comparable CRM to manage pipeline, activity, next steps, and forecasts
Experience in consultative discovery, stakeholder engagement, and customer-focused problem solving
Experience using AI-enabled tools or learning and applying them responsibly
Experience communicating clearly with business, technical, and executive audiences

Nice To Haves

4+ years of SaaS sales experience
Experience selling a platform, workflow, business-process, security, finance, HR, procurement, CRM, or adjacent solution
Experience developing business cases or quantifying customer value
Experience managing and growing an existing book of business (Install Base) and driving multi-threaded expansion opportunities
Experience managing and closing complex sales cycles
Demonstrated ability to over-achieve quota, including performance in the top 10-20% of a sales organization
Proven track record of selling additional use cases, products, or services into existing customers (cross-sell and upsell)
Experience working with partners and cross-functional internal teams
Travel as necessary, typically 10%

Responsibilities

Achieve quarterly individual sales quotas through disciplined full-cycle selling into existing accounts
Build a balanced pipeline through self-generated prospecting within your install base, partner collaboration, and coordinated engagement with sales development teams
Conduct structured discovery that identifies business priorities, impact, urgency, stakeholders, decision criteria, and next steps for account expansion
Develop and communicate customer-specific value hypotheses, business cases, proposals, and presentations
Build multi-threaded relationships across business, technical, legal, security, procurement, and executive stakeholders within your assigned accounts
Position relevant IAM capabilities and Docusign solutions around customer outcomes, not only product features
Manage complex sales cycles with clear close plans, mutual action plans, risk identification, objection handling, and closing discipline
Deliver tailored demonstrations in collaboration with Solutions Consultants or Solutions Engineers
Forecast activity and revenue accurately using current Salesforce data, documented customer evidence, and clear opportunity strategy
Collaborate with Sales Development Representatives, Market Development Representatives, Solutions Consultants, Customer Success Account Managers, Partner Account Managers, Legal, Security, Professional Services, and Customer Support
Drive continuous adoption, customer outcomes, and identify expansion opportunities across your assigned customer base
Use approved AI-enabled tools responsibly for account research, preparation, outreach, and productivity while validating outputs and protecting confidential information