Account Executive, Commercial

Docusign • San Francisco, CA

11d • Hybrid

About The Position

Docusign is hiring an Account Executive focused on its install base to manage, expand, and deepen relationships within an assigned portfolio of existing customer accounts. The role uses a consultative, value-based sales approach to understand customer priorities, connect them to Docusign’s Intelligent Agreement Management (IAM) platform, and build business cases for measurable outcomes through cross-selling and upselling. The Account Executive manages the full sales cycle—from identifying opportunities and conducting discovery through negotiation, close, and adoption—and develops trusted relationships with multiple customer stakeholders. This is an individual contributor role reporting to the Regional Vice President, Sales. The position is hybrid, requiring access to an office and a weekly in-office expectation of at least two days, though frequency may vary by team. Travel is typically 10% as necessary. Applicants must already be authorized to work in the United States on a full-time, permanent basis without current or future visa sponsorship. The role is not eligible for employment in Alaska, Hawaii, Maine, Mississippi, North Dakota, South Dakota, Vermont, West Virginia, or Wyoming.

Requirements

• At least 2 years of experience in an Account Executive 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 with consultative discovery, stakeholder engagement, and customer-focused problem solving.
• Experience using AI-enabled tools.
• Clear communication skills with business, technical, and executive audiences.
• Must already be authorized to work in the United States on a full-time, permanent basis without current or future sponsorship.

Nice To Haves

• At least 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 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 through cross-sell and upsell.
• Experience working with partners and cross-functional internal teams.
• Willingness to 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 the install base, partner collaboration, and coordinated engagement with sales development teams.
• Conduct structured discovery to identify 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 with business, technical, legal, security, procurement, and executive stakeholders in assigned accounts.
• Position relevant IAM capabilities and Docusign solutions around customer outcomes.
• Manage complex sales cycles with 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 a 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 and customer outcomes, and identify expansion opportunities across the assigned customer base.
• Use approved AI-enabled tools responsibly for account research, preparation, outreach, and productivity while validating outputs and protecting confidential information.

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 after birth, adoption, or foster care placement.
• Health benefit plans, including options with 100% employer-paid coverage and plans with minimum employee contributions, from day one of employment.
• Retirement and pension programs with potential employer contributions.
• Learning and development options, including coaching, online courses, and education reimbursements.
• 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: Mid Level
• Education Level: No Education Listed