Account Executive, Education & Non Profit

Docusign • Chicago, IL

8d • Hybrid

About The Position

The Account Executive (AE) develops opportunities and sells Docusign services to targeted accounts in the Education and Non-Profit vertical. The role acquires new customers and sells additional use cases, products, and services to existing accounts. AEs are accountable for exceeding quarterly quota, maintaining forecast accuracy, closing business, and driving customer adoption and usage in collaboration with internal teams and partners. This is an individual contributor role reporting to the Regional Vice President, Sales.

The position is hybrid, with a required office presence of at least two days per week; the weekly in-office expectation may vary by team. Travel may be necessary. The role is eligible for sales incentive pay based on achievement of pre-established goals, along with benefits described in the posting.

Requirements

• BS/BA degree or equivalent experience.
• At least 3 years of experience in an Account Executive role or equivalent quota-carrying role.
• Willingness to travel as necessary.

Nice To Haves

• At least 5 years of SaaS sales experience.
• Experience selling web-based products or services.
• Experience managing and closing complex sales cycles.
• Demonstrated ability to exceed quotas, ranking in the top 10–20% in past positions.
• Proficiency with computer applications, including Salesforce.com, Microsoft Word, PowerPoint, and Excel.
• Familiarity with Google suite.

Responsibilities

• Attain assigned monthly, quarterly, and annual sales quotas while supporting revenue and customer success objectives.
• Conduct discovery calls to understand customers’ organizational structures, decision makers, procurement processes, IT systems, and document workflows.
• Identify customer document processes and needs, and match requirements to Docusign solutions.
• Understand, position, and clearly communicate the value and benefits of Docusign eSignature and Intelligent Agreement Management solutions to stakeholders at all levels.
• Use marketing materials and create customized sales presentations and demonstrations; present by phone, webinar, or in person.
• Qualify, build, and manage a sales pipeline through qualified leads, proactive prospecting, networking, and online social channels such as LinkedIn.
• Draft proposals, make sound decisions, and negotiate pricing requirements and concessions within Docusign guidelines.
• Coordinate internal Docusign teams and resources with key customer and prospect stakeholders as the primary point of contact.
• Develop short-, mid-, and long-term strategic and tactical execution plans for the assigned territory, vertical market, and/or key accounts.
• Develop and manage expectations within assigned accounts and increase penetration and scope within each account.
• Mentor junior sales team members and contribute to company-wide success.
• Forecast monthly and quarterly sales activity and revenue achievement.

Benefits

• Variable incentive pay for sales personnel based on achievement of pre-established sales goals.
• Earned 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 from the first day of employment.
• Retirement and pension programs, potentially including 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