Regional Vice President, Commercial Sales

Docusign • San Francisco, CA

6d • Hybrid

About The Position

The Regional Vice President is a people manager who leads, coaches, and motivates a team of Account Executives to grow revenue by expanding spend among existing Docusign customers. The role is accountable for AE pipeline generation, sales activity, revenue growth, accurate forecasting, and quota attainment. The RVP joins customer calls and helps monitor account health and maintain relationships with key stakeholders.

The leader partners with AEs on territory strategy, account planning, and penetration strategies, using tools such as Tableau, Salesforce, and conversational intelligence. They mentor team members individually, build a collaborative team, manage performance and talent development, and communicate forecasts and results to business leaders. The position reports to the Area Vice President, Commercial Sales.

This is a hybrid position requiring access to an office and a weekly in-office expectation of at least two days per week. Travel of 20% or more may be required as needed.

Requirements

• At least 5 years of experience selling software in a quota-carrying role.
• BA/BS from an accredited college or university.
• Must already be authorized to work in the United States on a full-time, permanent basis without current or future sponsorship.

Nice To Haves

• At least 5 years of leadership experience managing software sales teams, ideally for SaaS offerings.
• At least 8 years of experience selling software in a quota-carrying role.
• Demonstrated success exceeding quota 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.
• Strong verbal and written communication skills, including reporting and forecasting skills.
• Strong attention to detail.

Responsibilities

• Manage a sales team to grow Docusign’s baseline revenue within existing accounts.
• Assess pipeline generation, revenue-generating activities, pipeline health, and quarterly sales forecasts to evaluate 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, build a bench of qualified talent, and grow team headcount as needed.
• Develop strategies with Account Executives to further penetrate accounts and reinforce processes that deliver value at enterprise scale.
• Maintain proactive communication across lines of business and with 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.
• Travel 20% or more as needed.

Benefits

• Variable incentive pay for sales personnel based on achievement of pre-established sales goals.
• Restricted Stock Units (RSUs).
• 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 plan options, including 100% employer-paid plans and plans with minimum employee contributions, from day one 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: Senior