Regional Vice President, Enterprise Sales

Docusign • UNAVAILABLE, UNAVAILABLE

2d • Remote

About The Position

The Public Sector Regional Vice President, State and Local Government (SLG) West leads a team of Account Executives responsible for achieving sales quotas and maintaining and growing business across assigned regional accounts. The role oversees new business growth and existing renewals, working with Customer Success to minimize churn and maximize annual recurring revenue. It leads a strategic enterprise software sales region and supports account health, deal strategy, and the value of Docusign’s eSignature, IAM, and CLM offerings.

This people-manager role requires deep public-sector go-to-market experience and a strong record of leading high-performing software sales teams. The leader mentors Account Executives individually, builds a collaborative, customer-centric team culture, and advocates for Public Sector requirements across Docusign. The position reports to the Area Vice President, State & Local and Higher Education Sales.

The position is remote, with the employee working primarily from a designated remote location. It requires residence in the western United States near a major airport and willingness to travel within the United States up to 50% of the time.

Requirements

• 15+ years of experience in software sales, including at least 10+ years in software sales management to State and Local Government customers.
• Located in the western United States close to a major airport.
• Ability and willingness to travel within the United States up to 50% of the time.
• Strong verbal and written communication skills, including reporting, forecasting, and executive-level presentation skills.
• Strong attention to detail and forecasting accuracy.
• Familiarity with Google Suite, Salesforce, Slack, and Zoom.

Nice To Haves

• Demonstrated success building, coaching, and enabling rapidly growing Public Sector or Enterprise sales teams.
• Strong portfolio of C-level and senior stakeholder contacts across large Enterprise and/or Public Sector accounts, such as CIOs, CPOs, General Counsel, and program leaders.
• Knowledge of and experience working with Government System Integrators, resellers, and contractors, including joint account planning and go-to-market motions.
• Ability to work on cross-functional projects and teams and leverage internal resources such as Legal, Security, Product, Marketing, and partners to resolve issues and advance complex deals.

Responsibilities

• Manage Public Sector Account Executives responsible for growing assigned accounts, generating new business, and maintaining renewals with Customer Success to reduce churn and maximize annual recurring revenue.
• Drive a consistent, repeatable sales approach across the SLG Enterprise segment, including forecasting, pipeline management, account-based prospecting, complex negotiations, and enterprise selling.
• Coach representatives to move beyond transactional deals through strategic discovery, value-based conversations, and broader platform discussions aligned with customer outcomes; apply the MEDDPICC framework to opportunities.
• Partner with Talent Acquisition and Human Resources to build a pipeline of qualified Public Sector talent and hire culturally aligned team members with SLG sales experience.
• Monitor weekly, monthly, and quarterly leading indicators, including representative activity, pipeline generation, conversion, and deal progression.
• Develop expertise in and coach the team to use Salesforce.com, Outreach, Gong, Gemini, Ask Athena, ChatGPT, Glean, Claude, and Notebook LM to improve performance and velocity.
• Train the team to use cooperative purchasing vehicles such as NASPO, Sourcewell, GSA, and state contracts, and work with procurement and RFP response teams to improve win rates and differentiation.
• Adopt and reinforce a partner-first approach using distributors, resellers, ISVs, and System Integration partners to expand Docusign’s regional presence and success.
• Develop sales plays for State and Local government needs, including marketing assets, scripts, Outreach sequences, and battlecards in partnership with Product Marketing; train Account Executives and MDRs to execute them.
• Conduct frequent call reviews using Gong recordings and AI insights, and coach the team to improve capability and performance.
• Use consultants and lobbyists strategically to gain insight into procurements and programs while complying with applicable jurisdictional laws.
• Participate in deal strategy sessions, support account health monitoring, and maintain Docusign’s eSignature, IAM, and CLM value within accounts.

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 plan options that include 100% employer-paid plans and plans with minimum employee contributions, available 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
• Education Level: No Education Listed