Account Executive, SMB Install

Docusign • Chicago, IL

1d • 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 role reporting to the Regional Vice President, SMB Sales. The position is hybrid, with at least two days per week in an office; the in-office expectation may vary by team but will be weekly.

Pay is based on factors including geographic location and job-related knowledge, skills, and experience. The stated Illinois range is $26.30–$36.20 per hour. Sales personnel are eligible for variable incentive pay tied to achievement of pre-established sales goals. The position also offers paid time off and company holidays, paid parental leave, health benefit plan options, retirement and pension programs with potential employer contributions, learning and development options including education reimbursements, and compassionate care leave. Visa sponsorship and immigration support are not provided; applicants must already be authorized to work in the United States on a full-time, permanent basis without current or future sponsorship.

Requirements

• Experience with consistent quota achievement (100%+ attainment).
• Experience with Salesforce or HubSpot and prospecting tools such as Sales Navigator or Outreach.
• Applicants must already be authorized to work in the United States on a full-time, permanent basis without the need for current or future visa sponsorship.

Nice To Haves

• 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 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.

Responsibilities

• Meet and exceed quarterly quotas and target continuous double-digit growth through new customer acquisition and account expansion.
• Build a healthy pipeline through outbound prospecting strategies, modern sales tools, and multi-channel outreach, including phone, email, LinkedIn, and WhatsApp.
• Conduct discovery to understand customer pain points across HR, Legal, Procurement, and Operations, and translate 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 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 after birth, adoption, or foster care placement.
• Health benefit plan options, including plans described as 100% employer paid and plans with a minimum employee contribution, 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, 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: Mid Level
• Education Level: No Education Listed