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 ideal candidate must possess the ability to drive aggressive revenue growth and motivate a team of SMB Accounts Leaders and Account Executives (AEs) to achieve sales quotas. This sales leader must be able to measure, monitor and hold teams accountable for their activities and results as well as lead by example. They are also required to assist in deal strategy sessions with AEs and first line leaders, assist in account health monitoring, and effectively maintain Docusign's value within accounts. This leader should mentor each Manager individually while also building a strong cohesive, collaborative team. They are also responsible for consolidating forecasts from front-line leadership, ensuring KPIs are being met, and delivering on their team’s quota.

This position is a people manager role reporting to Vice President, NA Commercial Sales.

Responsibility

• Lead 4-5 New Business teams

• Work with cross-functional business partners, senior leadership, and SMB team members to identify, test and implement new sources of revenue growth for the segment

• Assess sales activities and forecasts to determine sales progress and required improvements

• Drive consistent sales approach across New Business, including multi-product selling, vertical market management, forecasting, prospecting within account base, negotiations, and other necessary skills

• Provide value in complex negotiations and the closing of new business, including appropriate use of Senior Sales and Corporate Executives to maximize results

• Work with each team manager to develop and implement business and sales plans to achieve sales quota

• Ensure the team effectively leverages sales tools and systems consistently and in alignment with Rules of Engagement

• Communicate and prioritize product and business needs from the field to appropriate corporate departments

• Identify and support opportunities for the enablement, training, and professional development of department personnel

• Act as an effective sales executive to leverage in the sales cycle

• Operate at a tremendous pace and don’t always have all of the information, so the ability to deal with and lead through ambiguity is critical

Hybrid: Employee divides their time between in-office and remote work. Access to an office location is required. (Frequency: Minimum 2 days per week; may vary by team but will be weekly in-office expectation)

Positions at Docusign are assigned a job designation of either In Office, Hybrid or Remote and are specific to the role/job. Preferred job designations are not guaranteed when changing positions within Docusign. Docusign reserves the right to change a position's job designation depending on business needs and as permitted by local law.

Basic

• 8+ years prior experience selling software in a quota-carrying role
• 3+ years of sales team management experience, ideally within software sales
  
  

Preferred

• 6+ years of prior leadership experience managing sales teams within software, ideally SaaS-based offerings (both on-premise and Cloud), including second line leadership experience (manager of managers)
• 10+ years experience selling software in a quota-carrying role
• Quota-attainment record of meeting and/or exceeding targets by managing process for identifying, qualifying, and closing new business as well as and not limited to growing an existing install base
• Prior experience developing and maintaining business, sales, and market plans as well as negotiating and closing complex deals, while also being able to maintain and scale a transactional organization
• Track record of building, coaching and enabling a rapidly growing team
• Experience selling into a variety of industries and territories as well as experience cultivating larger, strategic relationships key
• 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 excellent reporting and forecasting skills
• Attention to detail
• Knowledge of how to use the following tools, including SF.com, Outreach, Chorus, and ZoomInfo
• Willingness to travel 30% or more as needed

Pay for this position is based on a number of factors including geographic location and may vary depending on job-related knowledge, skills, and experience.

Based on applicable legislation, the below details pay ranges in the following locations:

California: $165,000.00 - $254,925.00 base salary

Illinois, Colorado, Massachusetts and Minnesota: $160,900.00 - $233,350.00 base salary

Washington, Maryland, New Jersey and New York (including NYC metro area): $160,900.00 - $239,250.00 base salary

This role is also eligible for the following:

• 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).

Global benefits provide options for the following:

• 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

Working here

Docusign is committed to building trust and making the world more agreeable for our employees, customers and the communities in which we live and work. You can count on us to listen, be honest, and try our best to do what’s right, every day. At Docusign, everything is equal.

We each have a responsibility to ensure every team member has an equal opportunity to succeed, to be heard, to exchange ideas openly, to build lasting relationships, and to do the work of their life. Best of all, you will be able to feel deep pride in the work you do, because your contribution helps us make the world better than we found it. And for that, you’ll be loved by us, our customers, and the world in which we live.

Accommodation

Docusign is committed to providing reasonable accommodations for qualified individuals with disabilities in our job application procedures. If you need such an accommodation, or a religious accommodation, during the application process, please contact us at accommodations@docusign.com.

If you experience any issues, concerns, or technical difficulties during the application process please get in touch with our Talent organization at taops@docusign.com for assistance.

Applicant and Candidate Privacy Notice

This position is not eligible for employment in the following states: Alaska, Hawaii, Maine, Mississippi, North Dakota, South Dakota, Vermont, West Virginia and Wyoming.

It's important to us that we build a talented team that is as diverse as our customers and where all employees feel a deep sense of belonging and thrive. We encourage great talent who bring a range of perspectives to apply for our open positions. Docusign is an Equal Opportunity Employer and makes hiring decisions based on experience, skill, aptitude and a can-do approach. We will not discriminate based on race, ethnicity, color, age, sex, religion, national origin, ancestry, pregnancy, sexual orientation, gender identity, gender expression, genetic information, physical or mental disability, registered domestic partner status, caregiver status, marital status, veteran or military status, or any other legally protected category.

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