Account Executive, Small to Medium Business

Docusign • Seattle, WA

6h • Hybrid

About The Position

The Account Executive (AE) for Small-to-Medium Business is a highly motivated self-starter responsible for developing and closing new business or 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 successful candidate is eager to learn, adapts quickly, and is comfortable with some ambiguity.

The AE is accountable for exceeding monthly and quarterly quotas, proactive deal management, forecast accuracy, and driving customer and prospect adoption and usage in collaboration with internal teams and the broader Docusign partner ecosystem. This individual-contributor position reports to the Area Vice President, SMB. Travel is typically 10% as necessary.

The role is hybrid, requiring access to an office and a minimum of two days per week in-office, with the weekly expectation potentially varying by team. Pay in California is $28.00–$39.98 per hour, based on factors including geographic location and job-related knowledge, skills, and experience. Sales personnel are eligible for variable incentive pay based on achievement of pre-established sales goals.

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.
• Proficient computer application skills, including Salesforce.com and Google Suite.
• IT industry and software sales background.

Responsibilities

• Achieve individual sales quotas to drive the company’s goals and objectives.
• 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.
• Accurately forecast sales activity and revenue achievements 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%.
• Drive adoption and usage with customers and prospects in collaboration with internal teams and the broader Docusign partner ecosystem.

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.
• Up to six months of paid parental leave after birth, adoption, or foster care placement.
• Health benefits plans, including options for 100% employer-paid and minimum employee-contribution plans 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