Regional Vice President, SMG

Docusign

7d • $122,500 - $192,750 • Remote

About The Position

The Regional Vice President leads and develops a team of Small and Medium Government Account Executives, driving revenue growth through both new customer acquisition and expansion of existing DocuSign customers. This sales leader will measure, coach, and ensure AE accountability for pipeline generation, activity, and revenue growth within their book of business. The RVP is expected to deliver results by joining customer calls, assisting in health monitoring, and maintenance of Docusign's relationship with key stakeholders. Outside of coaching on customer calls, the leader is expected to assist with proactive territory strategy, account planning, and providing feedback leveraging various tools such as Gong, Salesforce, and MEDDIPICC. This leader will mentor each AE individually while also building a strong cohesive, collaborative team. They will be responsible for delivering accurate monthly and quarterly forecasts and delivering on quota. This position is a people manager role reporting to the Area Vice President.

Requirements

• 5+ years prior experience selling software in a quota-carrying role
• 3+ years of sales team management experience within software sales
• BA/BS from an accredited college or university

Nice To Haves

• Demonstrated success of exceeding quota attainment targets by managing a process for growing an existing install base
• Prior experience developing and maintaining territory and accounts plans as well as negotiating and closing complex deals
• Track record of hiring, building, coaching and enabling a rapidly growing team
• Prior experience selling an eSignature or CLM solution
• Experience using Gong or similar tools to drive data-backed coaching, performance management, and deal inspection
• Experience applying MEDDPICC to improve deal quality, forecast accuracy, and sales execution at scale
• Experience selling into a Public Sector as well as experience cultivating larger, strategic relationships
• Capacity to work on cross-functional projects and teams as needed as well as leverage internal resources to problem-solve
• 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 and new accounts
• Assess pipeline generation, revenue-generating activities, pipeline health and quarterly sales forecasts to determine sales progress and areas for refinement or improvement
• Coach AEs through the development of key sales skills, including vertical market management, forecasting and sales planning, prospecting and pipeline generation within account base, complex deal negotiations, cross-functional support both internally and externally, as well as CRM and reporting accuracy
• Manage team performance, create a bench of qualified talent and grow the team headcount as needed
• Develop proven and new strategies with AEs to further penetrate accounts and reinforce process and steps designed to deliver value at enterprise scale to Docusign customers
• Maintain positive and proactive line of communication between the lines of business as well as senior leadership, including developing and delivering accurate forecast and attainment details during weekly forecast calls and quarterly business reviews
• Identify and support opportunities for training as well as career diversification and growth across the team
• Operate well in a fast-paced, dynamic environment without requiring significant supervision
• Travel 20% or more as needed

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: Manager
• Number of Employees: 5,001-10,000 employees