Account Executive, Public Sector

Docusign • Chicago, IL

12h • Hybrid

About The Position

Docusign brings agreements to life, serving over 1.5 million customers and more than a billion people in over 180 countries by accelerating business processes and simplifying lives. Through its Intelligent Agreement Management platform, Docusign helps companies create, commit, and manage agreements, leveraging business-critical data previously trapped in documents. This Account Executive (AE) role focuses on developing opportunities and selling Docusign's services to targeted accounts within the Education/Non-Profit vertical. The AE will be responsible for acquiring new customers and expanding sales of use cases, products, and services to existing accounts. Key accountabilities include exceeding quarterly quotas, ensuring forecasting accuracy, closing deals, and driving customer adoption and usage in collaboration with internal teams and partners.

Requirements

• BS/BA degree or equivalent experience
• 2+ years of experience in an AE role or equivalent quota-carrying role
• Willingness to travel as necessary

Nice To Haves

• 5+ years SaaS sales experience
• Experience selling web-based products/services
• Experience managing and closing complex sales cycles
• Demonstrated ability to over-achieve quotas (top 10-20% of company) in past positions
• Proficient computer application skills, including Salesforce.com, Microsoft Word, PowerPoint and Excel
• Familiar with Google suite

Responsibilities

• Serve as the primary driving force in company’s revenue and customer success objectives through the attainment of assigned monthly, quarterly, and annual sales quota
• Conduct discovery calls with customers and prospects to understand organizational structure, key decision makers, procurement processes, IT systems, and document workflow
• Uncover customer document process and needs in order to match customer requirements to Docusign solutions
• Understand, position and clearly articulate the value/benefits of Docusign eSignature and Intelligent Agreement Management solutions to all levels within customer organizations
• Leverage marketing slide decks and other materials, build custom sales presentations and demonstrations to client needs, and present by phone, webinar, and/or in-person
• Qualify, build, and manage a sales pipeline through the development of MDR or SDR qualified leads, proactive prospecting, networking, and online social channels including LinkedIn
• Draft customer proposals, demonstrate sound decision-making abilities, and negotiate client pricing requirements and concessions within Docusign guidelines
• Serve as the “quarterback” and primary point of contact for aligning internal Docusign teams and resources with key customer and prospect stakeholders
• Develop short, mid and long-term strategic and tactical execution plans to ensure success in assigned territory, vertical market, and/or key account base
• Generate, develop, manage, and communicate expectations within assigned accounts as well as increases scope of penetration within each account
• Demonstrate organizational leadership by mentoring junior sales team members and provide increasingly high levels of impact to ensure company-wide success
• Forecast monthly and quarterly sales activity and revenue achievement

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: Mid Level