What you'll doAs an Account Executive (AE) focused on our Install Base, you will manage, expand, and deepen existing customer relationships within an assigned portfolio of accounts. You will use a consultative, value-based approach to understand customer priorities, connect those priorities to the Docusign IAM platform, and build business cases that create measurable customer outcomes through cross-sell and upsell opportunities. You will manage the full sales cycle within these existing accounts from identifying new white space and discovery through negotiation, close, and adoption-while building trusted relationships across multiple customer stakeholders.
This position is an individual contributor role reporting to the Regional Vice President, Sales.
Responsibility- Achieve quarterly individual sales quotas through disciplined full-cycle selling into existing accounts
- Build a balanced pipeline through self-generated prospecting within your install base, partner collaboration, and coordinated engagement with sales development teams
- Conduct structured discovery that identifies business priorities, impact, urgency, stakeholders, decision criteria, and next steps for account expansion
- Develop and communicate customer-specific value hypotheses, business cases, proposals, and presentations
- Build multi-threaded relationships across business, technical, legal, security, procurement, and executive stakeholders within your assigned accounts
- Position relevant IAM capabilities and Docusign solutions around customer outcomes, not only product features
- Manage complex sales cycles with clear close plans, mutual action plans, risk identification, objection handling, and closing discipline
- Deliver tailored demonstrations in collaboration with Solutions Consultants or Solutions Engineers
- Forecast activity and revenue accurately using current Salesforce data, documented customer evidence, and clear opportunity strategy
- Collaborate with Sales Development Representatives, Market Development Representatives, Solutions Consultants, Customer Success Account Managers, Partner Account Managers, Legal, Security, Professional Services, and Customer Support
- Drive continuous adoption, customer outcomes, and identify expansion opportunities across your assigned customer base
- Use approved AI-enabled tools responsibly for account research, preparation, outreach, and productivity while validating outputs and protecting confidential information
Job DesignationHybrid: 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.
What you bringBasic- 2+ years of experience in an AE role or equivalent quota-carrying role
- Experience managing opportunities through a full sales cycle
- Experience using Salesforce or a comparable CRM to manage pipeline, activity, next steps, and forecasts
- Experience with consultative discovery, stakeholder engagement, and customer-focused problem solving
- Experience using AI-enabled tools
Preferred- 4+ years of SaaS sales experience
- Experience selling a platform, workflow, business-process, security, finance, HR, procurement, CRM, or adjacent solution
- Experience developing business cases or quantifying customer value
- Experience managing and growing an existing book of business (Install Base) and driving multi-threaded expansion opportunities
- Experience managing and closing complex sales cycles
- Demonstrated ability to over-achieve quota, including performance in the top 10-20% of a sales organization
- Proven track record of selling additional use cases, products, or services into existing customers (cross-sell and upsell)
- Experience working with partners and cross-functional internal teams
- Travel as necessary, typically 10%
- Ability to communicate clearly with business, technical, and executive audiences
Wage TransparencyPay 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: $39.30 - $59.68 hour
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.
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.
#LI-Hybrid
