Regional Vice President, Public Sector - Global Specialist Organization

Docusign

18d•Remote

About The Position

Docusign brings agreements to life. Over 1.5 million customers and more than a billion people in over 180 countries use Docusign solutions to accelerate the process of doing business and simplify people’s lives. With intelligent agreement management, Docusign unleashes business-critical data that is trapped inside of documents. Until now, these were disconnected from business systems of record, costing businesses time, money, and opportunity. Using Docusign’s Intelligent Agreement Management platform, companies can create, commit, and manage agreements with solutions created by the #1 company in e-signature and contract lifecycle management (CLM). The Regional Vice President will lead a team of specialist Public Sector Platform Specialist Account Executives (AEs) to drive growth of our Intelligent Agreement Management platform suite, including our Contract Lifecycle Management (CLM) & AI solutions, across the Enterprise Public Sector segment. This territory includes US State & Local as well as Federal Government, encompassing Federal Civilian agencies, Defense and Aerospace. The team will focus on a subset of high‑propensity target accounts and will partner closely with the broader Public Sector Enterprise field sales organization, with the ability to assist in additional strategic pursuits as needed. The ideal leader combines deep Public Sector go‑to‑market experience with a strong track record of leading high‑performing software sales teams. Experience selling into State & Local and/or Federal Government (Civilian, Defense, Aerospace), and managing sellers who understand government procurement, security, and compliance requirements, is highly desired. Knowledge of and relationships with Federal and Government System Integrators, Resellers and Defense Contractors are also highly valuable in this role. This sales leader must be able to empower, measure and motivate effectively, leading by example. They are required to participate in deal strategy sessions with AEs, support account health monitoring, and maintain Docusign’s IAM and CLM value within accounts. This leader should mentor each AE individually while also building a strong, cohesive, collaborative team with a high‑performance, customer‑centric culture. They are a true evangelist for the needs of the business in the IAM & CLM space within the Public Sector and an advocate for Public Sector requirements across Docusign. This position is a people manager role reporting to the Area Vice President, Sales.

Requirements

12+ years of sales team management experience, specifically within software sales
5+ years prior experience selling software in a quota‑carrying role
5+ years experience with Contract Lifecycle Management, Legal Tech, AI‑focused, and/or adjacent software solutions, in either a leadership, direct sales, presales or customer success capacity
Experience selling into US State & Local and/or Federal Government (including Civilian, Defense and/or Aerospace) or leading teams that sell into these segments
Ability to travel 25% or more as needed

Nice To Haves

15+ years of prior leadership experience managing Enterprise, complex software sales teams
10+ years experience selling software in a quota‑carrying role
8+ years experience with Contract Lifecycle Management, Legal Tech, AI‑focused, and/or adjacent software solutions, in either a leadership, direct sales, presales or customer success capacity
Demonstrated success building, coaching and enabling rapidly growing Public Sector or Enterprise sales teams
Experience selling into a variety of industries and territories, including Public Sector, and cultivating larger, strategic, multi‑year relationships
Strong portfolio of C‑Level and senior stakeholder contacts across large Enterprise and/or Public Sector accounts (e.g., CIO, CPO, GC, program leaders)
Knowledge of and experience working with Federal and Government System Integrators, Resellers and Defense Contractors, including driving joint account planning and go‑to‑market motions
Capacity to work on cross‑functional projects and teams as needed and to leverage internal resources (e.g., legal, security, product, marketing, partners) to problem-solve and advance complex deals
Strong verbal and written communication skills, including excellent reporting, forecasting, and executive‑level presentation skills
Familiarity with Google Suite, Salesforce, Slack and Zoom
Strong attention to detail

Responsibilities

Manage a team of Public Sector Account Executives responsible for growing the revenue of Docusign’s IAM – Intelligent Agreement Management product suite, including CLM – Contract Lifecycle Management & AI, across North America within the Public Sector (US State & Local and Federal Government, including Federal Civilian, Defense and Aerospace)
Partner closely with the Public Sector Enterprise field sales team to drive coordinated account strategies, co‑selling motions, and aligned coverage across target agencies, programs, and initiatives
Drive a consistent, repeatable sales approach across the Public Sector Enterprise segment, including vertical market management (State & Local, Federal Civilian, Defense and Aerospace), forecasting, pipeline management, prospecting within account bases, complex negotiations, and other necessary Enterprise selling skills
Leverage, develop and expand relationships with Federal and Government System Integrators, Resellers and Defense Contractors to create influence, expand reach, and drive both direct and ecosystem‑sourced revenue
Develop strong partnerships with Talent Acquisition and Human Resources to create and maintain a bench of qualified Public Sector–savvy talent, and hire culturally aligned team members with experience in government procurement, security, and compliance
Communicate and prioritize product, security, compliance and business needs from the Public Sector field to appropriate corporate departments, advocating for enhancements that support State & Local and Federal customer requirements
Identify and support opportunities for training, enablement and career diversification and growth across the team, with a focus on Public Sector sales competencies, capture strategies and ecosystem collaboration
Operate well in a fast‑paced, dynamic environment and be able to think creatively and independently while navigating complex Public Sector buying cycles, RFPs/RFIs, contracts, and regulatory considerations

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

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