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

• Basic 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

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

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.
• Global benefits provide options for the following: 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