What you'll doThe Account Executive (AE) for Small-to-Medium Business (HLS) 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 Regional Vice President, SMB.
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%
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- 1+ years in a full-cycle, quota-carrying sales role within SaaS or technology
- Experience with consistent quota achievement (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:
Canada: $26.30 - $38.50 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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