Account Executive, SMB Install

Docusign • Seattle, WA

5h • Hybrid

About The Position

The Account Executive (AE) for Small-to-Medium Business is responsible for developing and closing new business and expanding Docusign’s footprint with current customers in the SMB business segment. The role focuses on acquiring new customers or selling additional use cases, products, and services into existing accounts. 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 Docusign partner ecosystem.

This is an individual contributor role reporting to the Regional Vice President, SMB. The position is hybrid, requiring access to an office and a weekly in-office expectation of at least two days per week. Travel is typically 10% as necessary.

Requirements

• At least 1 year in a full-cycle, quota-carrying sales role within SaaS or technology.
• Experience with consistent quota achievement, with 100% or higher attainment.
• Experience with Salesforce or HubSpot and prospecting tools such as Sales Navigator or Outreach.

Nice To Haves

• Experience balancing high-velocity transactional selling with broader platform deals.
• Formal training in recognized sales methodologies such as MEDDPICC or SPIN Selling.
• Exceptional communication skills and the ability to quickly establish trust with external business leaders.
• Adaptability, resilience, and eagerness to use new AI and agreement management tools.
• Knowledge of legal and regulatory frameworks surrounding digital agreements.
• Bachelor's degree in a relevant field or equivalent practical experience.

Responsibilities

• Drive the company's goals and objectives by achieving individual sales quotas.
• Build and manage a sales pipeline through prospecting in the assigned territory within the SMB or Mid-Market segment.
• Develop and deliver customized sales presentations and product demonstrations by phone and through online demos.
• Craft and negotiate enterprise-level proposals and contracts.
• Forecast sales activity and revenue achievements accurately using sales tools.
• Collaborate with pre- and post-sales resources, including Sales Development Representatives, Market Development Representatives, Solutions Engineers, Account Managers, Partner Account Managers, and teams in Legal, Security, Professional Services, and Customer Support.
• Drive adoption and usage with customers and prospects in collaboration with internal teams and the Docusign partner ecosystem.
• Travel as necessary, typically 10%.

Benefits

• Variable incentive pay for sales personnel based on achievement of pre-established sales goals.
• Paid time off and paid company holidays based on region.
• Paid parental leave of up to six months after birth, adoption, or foster care placement.
• Health benefit plan options, including 100% employer-paid plans and plans with minimum employee contributions, available from the first day of employment.
• Retirement and pension programs, with potential for employer contributions.
• Learning and development options, including coaching, online courses, and education reimbursements.
• Paid compassionate care leave following the loss of a loved one and other life-changing events.

What This Job Offers

• Job Type: Full-time
• Career Level: Entry Level
• Education Level: No Education Listed