Account Executive, SMB Install

Docusign • Chicago, IL

5d • Hybrid

About The Position

Docusign is seeking an SMB Account Executive to drive revenue growth and market expansion across small and medium-sized businesses. The role combines high-velocity transactional sales with strategic, multi-threaded platform deals. The Account Executive translates Docusign’s Intelligent Agreement Management (IAM) and AI-driven agreement 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 at least two days per week in an office; the specific weekly expectation may vary by team. Employment is not available in Alaska, Hawaii, Maine, Mississippi, North Dakota, South Dakota, Vermont, West Virginia, or Wyoming. Applicants must already be authorized to work in the United States on a full-time, permanent basis without current or future visa sponsorship.

Requirements

• Experience with Salesforce or HubSpot and prospecting tools such as Sales Navigator or Outreach.

Nice To Haves

• At least 1 year of experience in a full-cycle, quota-carrying sales role within SaaS or technology.
• A record of consistent quota achievement, including 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.
• Exceptional communication skills and the ability to quickly establish trust with external business leaders.
• Adaptability, resilience, and eagerness to use AI and agreement management tools.
• Knowledge of legal and regulatory frameworks surrounding digital agreements.
• A bachelor's degree in a relevant field or equivalent practical experience.

Responsibilities

• Meet and exceed quarterly quotas and target continuous double-digit growth through new customer acquisition and account expansion.
• Proactively build a healthy pipeline using outbound prospecting strategies, modern sales tools, and phone, email, LinkedIn, and WhatsApp outreach.
• Conduct discovery to understand customer pain points across HR, Legal, Procurement, and Operations, and explain IAM and AI features in terms of ROI and business outcomes.
• Use structured sales methodologies such as MEDDPICC to manage deal velocity, navigate longer sales cycles, and maintain accurate forecasts.
• Maintain accurate, real-time CRM records in Salesforce, manage daily workflow efficiency, and move high deal volumes predictably.
• Collaborate with Solutions Engineers, Customer Success, and Legal to support 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 plan options, including 100% employer-paid and minimum employee-contribution plans, available from day one 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: Mid Level
• Education Level: No Education Listed