Regional Vice President, Commercial Sales

Docusign • San Francisco, CA

5d • Hybrid

About The Position

The Regional Vice President, Commercial Sales manages, coaches, and motivates a team of Account Executives to grow revenue by expanding existing Docusign customer accounts. The role is responsible for monitoring pipeline generation, sales activity, pipeline health, revenue growth, and quota attainment. The leader joins customer calls, supports account health and relationships with key stakeholders, and guides territory strategy and account planning using tools such as Tableau, Salesforce, and conversational intelligence.

The position involves mentoring Account Executives individually and building a collaborative team; delivering accurate monthly and quarterly forecasts; developing team performance and talent; and partnering with business lines and senior leadership. The Regional Vice President reports to the Area Vice President, Commercial Sales. The role is hybrid, with a required office presence at least two days per week, and requires travel of 20% or more as needed.

Requirements

• At least 5 years of experience selling software in a quota-carrying role.
• BA/BS degree from an accredited college or university.
• Strong verbal and written communication skills, including reporting and forecasting skills.
• Strong attention to detail.
• Must already be authorized to work in the United States on a full-time, permanent basis without current or future visa sponsorship.

Nice To Haves

• At least 5 years of leadership experience managing software sales teams, ideally selling SaaS offerings.
• At least 8 years of experience selling software in a quota-carrying role.
• Demonstrated success exceeding quota targets by managing a process for growing an existing install base.
• Experience developing and maintaining territory and account plans and negotiating and closing complex deals.
• Track record of hiring, building, coaching, and enabling a rapidly growing team.
• Experience selling an eSignature or CLM solution.
• Experience selling across a variety of industries and territories and cultivating larger, strategic relationships.
• Ability to work on cross-functional projects and teams and leverage internal resources to solve problems.

Responsibilities

• Manage a sales team to grow Docusign’s baseline revenue within existing accounts.
• Assess pipeline generation, revenue-generating activities, pipeline health, and quarterly forecasts to evaluate sales progress and identify areas for improvement.
• Coach Account Executives on vertical market management, forecasting and sales planning, prospecting and pipeline generation within their account base, complex deal negotiations, cross-functional support, and CRM and reporting accuracy.
• Manage team performance, develop a bench of qualified talent, and grow team headcount as needed.
• Develop new and proven strategies with Account Executives to penetrate accounts and deliver value at enterprise scale to Docusign customers.
• Maintain proactive communication with business lines and senior leadership, including delivering accurate forecasts and attainment details during weekly forecast calls and quarterly business reviews.
• Identify and support training, career diversification, and growth opportunities across the team.
• Work effectively in a fast-paced, dynamic environment without requiring significant supervision.
• Travel 20% or more as needed.

Benefits

• Sales personnel are eligible for variable incentive pay based on achievement of pre-established sales goals.
• Eligible to receive Restricted Stock Units (RSUs).
• 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 benefits, including options for 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.
• 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: Manager