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 Field Sales Account Executive is responsible for acquiring new customers , expand an existing Book of Business, control customer retention and delivering revenue growth within an assigned territory. The role manages the full sales cycle, from prospecting and discovery through negotiation, close, and handoff to post-sale partners.This position builds trusted relationships with business and executive stakeholders, understands customer priorities, and positions solutions that improve how organizations prepare, sign, manage, and optimize agreements.

This position is an individual contributor role reporting to the RVP Asia Commercial.

Responsibility

• Develop and execute a territory plan focused on new-logo acquisition and sustainable pipeline generation

• Identify, qualify, and prioritize target accounts using research, prospecting, referrals, partners, events, and other appropriate channels

• Lead consultative discovery with business, operational, legal, procurement, security, and executive stakeholders

• Connect customer challenges to relevant business outcomes and present a compelling value proposition

• Manage opportunities through the complete sales process, including qualification, discovery, solution alignment, business case development, negotiation, and close

• Build and maintain accurate pipeline, opportunity plans, close dates, next steps, and account information in the company’s CRM

• Deliver reliable forecasts and communicate risks, dependencies, and actions required to achieve targets

• Collaborate effectively with Solutions Consulting, Business Development, Customer Success, Professional Services, Legal, Finance, Partners, and other cross-functional teams

• Develop multi-threaded relationships and executive alignment within prospective customer organizations

• Navigate complex buying processes and help customers reach decisions within agreed timelines

• Negotiate commercial terms within approved guidelines and ensure a smooth transition after signature

• Maintain strong knowledge of the company’s solutions, competitive landscape, market trends, and relevant customer use cases

• Represent the company professionally in customer meetings, industry events, and partner activities

• Operate with high standards of integrity, customer focus, accountability, and collaboration

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

• Experience in a quota-carrying B2B sales role with responsibility for new business acquisition

• Demonstrated ability to prospect, create pipeline, and close new-logo opportunities

• Experience managing a structured, multi-stage sales process and maintaining accurate CRM records

Preferred

• Experience selling SaaS, cloud, business applications, agreement technology, or another enterprise technology solution

• Experience selling into mid-market or enterprise accounts with multiple stakeholders

• Familiarity with value-based selling, MEDDPICC, Challenger, or another structured sales methodology

• Experience working with channel, alliance, or technology partners

• Experience selling across the relevant regional market and understanding local business practices

• Strong consultative selling, discovery, presentation, negotiation, and commercial communication skills

• Ability to engage credibly with both business stakeholders and senior decision-makers

• Strong business acumen and ability to translate customer needs into measurable outcomes

• Ability to work independently while collaborating across a matrixed organization

• Strong written, verbal, organizational, and time-management skills

• Willingness to travel for customer meetings and business requirements 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: $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 

Canada: CAD $X/hour - CAD $X/hour or CAD $X - CAD $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

Work Authorization Notice: Please note that we do not provide visa sponsorship or immigration support for this position. Applicants must already be authorized to work in the United States on a full-time, permanent basis without the need for current or future sponsorship.

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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