What you'll doAs an SMB Account Executive at Docusign, you will drive revenue growth and market expansion across small and medium-sized businesses. This role requires a dynamic, adaptable sales professional who can seamlessly balance high-velocity transactional sales with strategic, multi-threaded platform deals. As Docusign expands into Intelligent Agreement Management (IAM) and Al-driven agreement solutions, you will translate complex capabilities into measurable business value for C-suite buyers.
This position is an individual contributor role reporting to the Regional Vice President, SMB Sales.
Responsibility- Meet and exceed quarterly quotas and target continuous double-digit growth through new customer acquisition and account expansion
- Build a healthy pipeline proactively using outbound prospecting strategies, modern sales tools, and multi-channel outreach (phone, email, LinkedIn)
- Conduct deep discovery to understand customer pain points across HR, Legal Procurement, and Operations
- Simplify complex IAM and Al features into clear ROI and business outcomes
- Use structured sales methodologies (e.g., MEDDPICC) to manage deal velocity, navigate longer sales cycles, and maintain accurate forecasting
- Maintain real-time CRM integrity in Salesforce, manage daily workflow efficiency, and keep high deal volumes moving predictably
- Collaborate with Solutions Engineers, Customer Success, and Legal to ensure seamless deal execution and customer onboarding
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- Experience achieving consistent quota (100%+ attainment)
- Experience with Salesforce (or HubSpot) and prospecting tools (e.g., Sales Navigator, Outreach)
Preferred- Experience balancing high-velocity transactional selling with broader platform deals
- Formal training in recognized sales methodologies (e.g., MEDDPICC, SPIN Selling)
- Exceptional communication skills with the ability to quickly establish trust with external business leaders
- Adaptable, resilient, and eager to leverage new Al and agreement management tools
- Knowledge of legal and regulatory frameworks surrounding digital agreements
- Bachelor's degree in a relevant field or equivalent practical experience
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:
Washington: $39.30/hour - $54.08/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.
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