Account Executive, SMB Install

Docusign • Chicago, IL

4d • Hybrid

About The Position

As an SMB Account Executive at Docusign, you will drive revenue growth and market expansion across small and medium-sized businesses. The role balances high-velocity transactional sales with strategic, multi-threaded platform deals. As Docusign expands into Intelligent Agreement Management (IAM) and AI-driven agreement solutions, you will translate complex capabilities into measurable business value for C-suite buyers. This is an individual contributor position reporting to the Regional Vice President, SMB Sales.

The position is hybrid, with a required office presence at least two days per week, though the frequency may vary by team while retaining a weekly in-office expectation. The role is eligible for variable incentive pay based on achievement of pre-established sales goals. The posted Illinois pay range is $26.30–$36.20 per hour, with pay varying by location and job-related knowledge, skills, and experience. Applicants must already be authorized to work in the United States on a full-time, permanent basis without current or future sponsorship; visa sponsorship and immigration support are not provided.

Requirements

• Experience with Salesforce or HubSpot and prospecting tools such as Sales Navigator or Outreach.
• Exceptional communication skills and the ability to quickly establish trust with external business leaders.
• Adaptability, resilience, and eagerness to leverage 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.
• 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 1 year of experience in a full-cycle, quota-carrying sales role within SaaS or technology.
• Consistent quota achievement, with 100% or greater attainment.
• Experience balancing high-velocity transactional selling with broader platform deals.
• Formal training in recognized sales methodologies, such as MEDDPICC or SPIN Selling.

Responsibilities

• Meet and exceed quarterly quotas and target continuous double-digit growth through new customer acquisition and account expansion.
• Build a healthy pipeline proactively using outbound prospecting strategies, modern sales tools, and multi-channel outreach, including phone, email, LinkedIn, and WhatsApp.
• Conduct deep discovery to understand customer pain points across HR, Legal, Procurement, and Operations, and translate complex IAM and AI features into clear ROI and business outcomes.
• Use structured sales methodologies, such as MEDDPICC, to manage deal velocity, navigate longer sales cycles, and maintain accurate forecasting.
• Maintain real-time CRM integrity in Salesforce, manage daily workflow efficiency, and keep high deal volumes moving predictably.
• Collaborate with Solutions Engineers, Customer Success, and Legal to support seamless deal execution and customer onboarding.

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 following birth, adoption, or foster care placement.
• Health benefit plan options, including plans described as 100% employer paid and plans with minimum employee contributions, available 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.
• Compassionate care leave, including 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: Entry Level