Area Vice President, Small to Medium Business

Docusign • Seattle, WA

8h • Hybrid

About The Position

The ideal candidate must possess the ability to drive aggressive revenue growth and motivate a team of SMB RVPs and account executives (AEs) to achieve sales quotas. As a sales leader, the area vice president of commercial (AVPC) must be able to measure, monitor and hold teams accountable for their activities and results as well as lead by example. They are also required to assist in deal strategy sessions with AEs and first-line leaders, assist in account health monitoring, and effectively maintain DocuSign's value within accounts. This leader should mentor each manager individually while also building a strong, cohesive, collaborative team. They are also responsible for monitoring forecasting efforts, customer satisfaction, churn and delivering on their team’s quota.
This position is a people manager reporting to the Vice President of Commercial Sales.

Requirements

• BA/BS in a business or a technical related field of study from an accredited college or university
• 8+ years of management experience with specific second-line leadership experience

Nice To Haves

• Proven ability to influence senior leadership
• Strong verbal and written communication skills
• Capacity to work on cross-functional projects and teams
• SaaS- based business application experience
• Demonstrated ability to consistently generate revenue and exceed quota(s) by managing process for identifying, qualifying and closing new business
• Demonstrated ability to develop and maintain effective business, sales and vertical market plans
• Demonstrated ability to successfully negotiate and close complex contracts
• Demonstrated ability to successfully resolve situations that are broadly defined, complex, diverse and occasionally, unprecedented
• Excellent communication and presentation skills, both verbal and written
• Demonstrated ability to identify new, creative ways to drive more businesses to purchase and utilize Docusign’s diverse solution suite

Responsibilities

• Grow Docusign GNACV within Commercial accounts
• Work with cross- functional business partners, senior leadership and cCommercial SMB team members to identify, test and implement new sources of revenue growth for the segment
• Assess sales activities and forecasts to determine sales progress and required improvements
• Drive consistent sales approach across Install teams, including multi-product selling, vertical market management, forecasting, prospecting within account base, negotiations and other necessary skills
• Provide value in complex negotiations and the closing of new business, including appropriate use of senior sales and corporate executives to maximize results
• Work with each team manager to develop and implement business and sales plans to achieve sales quota
• Ensure the team effectively leverages sales tools and systems consistently and in alignment with rules of engagement
• Communicate and prioritizes product and business needs from the field to appropriate corporate departments
• Identify and supports opportunities for the training and professional development of department personnel
• Act as an effective sales executive to leverage opportunities in the sales cycle
• Operate well in a fast- paced, dynamic environment without requiring significant supervision

Benefits

• Bonus: Sales personnel are eligible for variable incentive pay dependent on their achievement of pre-established sales goals. Non-Sales roles are eligible for a company bonus plan, which is calculated as a percentage of eligible wages and dependent on company performance.
• Stock: This role is eligible to receive Restricted Stock Units (RSUs).
• Paid Time Off: earned time off, as well as paid company holidays based on region
• Paid Parental Leave: take up to six months off with your child after birth, adoption or foster care placement
• Full Health Benefits Plans: options for 100% employer paid and minimum employee contribution health plans from day one of employment
• Retirement Plans: select retirement and pension programs with potential for employer contributions
• Learning and Development: options for coaching, online courses and education reimbursements
• Compassionate Care Leave: 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: Executive