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 Account Executive (AE) for Small-to-Medium Business is a highly motivated self-starter who is responsible for developing and closing new business or expanding our footprint with current customers within the SMB business segment. A successful AE is eager to learn, determined to adapt quickly, and comfortable with some ambiguity. AEs are focused on acquiring new customers or selling additional use cases, products and services into existing accounts. This person is accountable for exceeding monthly and quarterly quotas, proactive deal management, forecast accuracy, and driving adoption and usage with customers and prospects in collaboration with internal teams and the broader Docusign partner ecosystem.

This position is an individual contributor role reporting to the Manager, Commercial sales.

Responsibility

• Drive success of the company’s goals and objectives through achieving individual sales quotas

• Build and manage a sales pipeline through prospecting efforts in the assigned territory within the SMB or Mid-Market segment

• Develop and deliver customized sales presentations and products demonstrations, by phone and via online demo 

• Craft and negotiate enterprise level proposals and contracts 

• Forecast sales activity and revenue achievements accurately through proper use of sales tools

• Collaborate effectively and engage various pre/post sales resources including Sales Development Representatives, Market Development Representatives, Solutions Engineers, Account Managers, Partner Account Managers, as well as Legal, Security, Professional Services and Customer Support

• Travel as necessary, typically 10%

SMBアカウントエグゼクティブ（AE）は、高い自発性と意欲を持ち、中小企業セグメントにおいて新規ビジネスの開拓・成約、または既存顧客との取引拡大を担当します。成功するAEは、学習意欲が高く、迅速な適応力を持ち、ある程度の不確実性にも柔軟に対応できる人物です。AEは新規顧客の獲得、または既存顧客への追加ユースケース・製品・サービスの販売に注力します。この役職は、月次・四半期ごとの販売目標の超過達成、積極的な案件管理、予測精度の確保、社内チームやDocusignパートナーエコシステムと連携した顧客・見込み客への導入促進と活用推進に責任を負います。

本ポジションはコマーシャルセールスマネージャー直属の個人貢献者（IC）職です。

責任範囲

• 個人販売目標の達成を通じた企業目標の推進

• SMBまたはミッドマーケットセグメントの担当地域における開拓活動による販売パイプラインの構築・管理

• 電話およびオンラインデモによるカスタマイズされた営業プレゼンテーションと製品デモンストレーションの開発・実施

• エンタープライズレベルの見積書および契約書の作成・交渉

• 営業ツールの適切な活用による営業活動と収益達成の正確な予測

• 営業開発担当者、市場開発担当者、ソリューションエンジニア、アカウントマネージャー、パートナーアカウントマネージャー、法務、セキュリティ、プロフェッショナルサービス、カスタマーサポートなど、様々なプリセールス/ポストセールスリソースとの効果的な連携と関与

• 必要に応じた出張（通常10%程度）

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 

• BA/BS degree or equivalent work experience

Preferred 

• Experience managing and closing software sales-cycles 

• Demonstrated ability to over-achieve quotas in past positions

• Proficient computer application skills, including Salesforce.com, Microsoft Word, PowerPoint and Excel

• IT industry and multinational environment background

• English – intermediate level and above

基本

• 学士号または同等の実務経験

望ましい

• ソフトウェア販売サイクルの管理・成約経験

• 過去の職務において目標値を上回る実績

• Salesforce.com、Microsoft Word、PowerPoint、Excelを含む高度なコンピュータアプリケーションスキル

• IT業界および多国籍環境での経験

• 英語：中級レベル以上

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: $X/hour - $X/hour or $X - $X base salary

Illinois, Colorado, Massachusetts and Minnesota: $X/hour - $X/hour or $X - $X base salary

Washington, Maryland, New Jersey and New York (including NYC metro area): $X/hour - $X/hour or $X - $X base salary

Washington DC: $X/hour - $X/hour or $X - $X base salary

Ohio: $X/hour - $X/hour or $X - $X 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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