Account Executive, Small-to-Medium Business

Docusign • San Francisco, CA

2d • Hybrid

About The Position

The Account Executive for Small-to-Medium Business develops and closes new business and expands 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 to existing accounts. The Account Executive is accountable for exceeding monthly and quarterly quotas, proactively managing deals, maintaining forecast accuracy, and driving customer and prospect adoption and usage 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, with at least two days per week in an office; the weekly in-office expectation may vary by team. Travel is typically 10% as necessary.

Requirements

• BA/BS degree or equivalent work experience.

Nice To Haves

• At least 1 year of direct sales experience in a quota-carrying role.
• Experience managing and closing software sales cycles.
• Demonstrated ability to exceed quotas in past positions.
• Proficiency with computer applications, including Salesforce.com, Microsoft Word, PowerPoint, and Excel.
• Background in the IT industry and a multinational environment.

Responsibilities

• Drive the company’s goals and objectives by achieving individual sales quotas.
• Build and manage a sales pipeline through prospecting in an 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 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, Legal, Security, Professional Services, and Customer Support.
• Travel as necessary, typically 10%.
• Proactively manage deals, maintain forecast accuracy, and drive adoption and usage with customers and prospects.

Benefits

• Sales personnel are eligible for variable incentive pay 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 following birth, adoption, or foster care placement.
• Health benefit plan options, including plans described as 100% employer-paid and plans with minimum employee contributions, from the first day of employment.
• Retirement and pension programs, with potential 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