Account Executive, Small to Medium Business

Docusign • Seattle, WA

35d • Hybrid

About The Position

The Account Executive for Small-to-Medium Business develops and closes new business or expands Docusign’s presence with current customers in the SMB business segment. The role focuses on acquiring new customers and selling additional use cases, products, and services to existing accounts. The successful candidate is motivated, eager to learn, quick to adapt, and comfortable with some ambiguity. The Account Executive is accountable for exceeding monthly and quarterly quotas, managing deals proactively, producing accurate forecasts, and driving adoption and usage in collaboration with internal teams and the Docusign partner ecosystem.

This is an individual contributor role reporting to the Regional Vice President, SMB. The position is hybrid, with at least two days per week in the office; the weekly in-office expectation may vary by team. Travel is typically 10% as necessary.

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.
• Proficiency with computer applications, including Salesforce.com and Google Suite.
• IT industry and software sales background.

Responsibilities

• Achieve individual sales quotas in support of company goals and objectives.
• Build and manage a sales pipeline through prospecting in an assigned SMB or Mid-Market territory.
• Develop and deliver customized sales presentations and product demonstrations by phone and online.
• 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%.

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 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.

What This Job Offers

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