Account Executive, SMB Install

Docusign • Chicago, IL

1d • Hybrid

About The Position

Docusign is hiring an SMB Account Executive to drive revenue growth and market expansion among small and medium-sized businesses. The role balances high-velocity transactional sales with strategic, multi-threaded platform deals. The Account Executive will explain Docusign’s Intelligent Agreement Management (IAM) and AI-driven agreement solutions in terms of 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, requiring at least two days per week in an office, with the weekly in-office expectation potentially varying by team. Pay for Illinois-based employees is $26.30–$36.20 per hour. Sales personnel are eligible for variable incentive pay based on achievement of pre-established sales goals. Applicants must already be authorized to work in the United States permanently without current or future sponsorship.

Requirements

• Consistent quota achievement, with 100% or higher attainment.
• Experience with Salesforce or HubSpot and prospecting tools such as Sales Navigator or Outreach.
• Bachelor's degree in a relevant field or equivalent practical experience.
• Existing authorization to work in the United States on a full-time, permanent basis without 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 use AI and agreement management tools.
• Knowledge of legal and regulatory frameworks surrounding digital agreements.

Responsibilities

• Meet and exceed quarterly quotas and pursue continuous double-digit growth through new customer acquisition and account expansion.
• Build a healthy pipeline through outbound prospecting, 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 forecasts.
• 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

• 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, 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 following the loss of a loved one and other life-changing events.
• Variable incentive pay for sales personnel, dependent on achievement of pre-established sales goals.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level