Account Executive, Vertical Markets

DocuSign   •  

Chicago, IL

Industry: Technology

  •  

5 - 7 years

Posted 41 days ago

Successful candidates will be highly motivated self-starters, eager to learn, and determined to adapt quickly. Strong cross-functional teamwork and proven success engaging various pre/post sales resources required; including Sales Development Representatives (SDR), Market Development Representatives (MDR), System Engineers (SE), Account Managers (AM), Sales Management, as well as Legal, Security, Professional Services, and Customer Support teams.


Duties & Responsibilities:
• Serve as the primary driving force in company’s revenue and customer success objectives through the attainment of assigned monthly, quarterly, and annual sales quota
• Conduct discovery calls with customers and prospects to understand organizational structure, key decision makers, procurement processes, IT systems, and document workflow
• Uncover customer document process and needs in order to match customer requirements to DocuSign solutions
• Understand, position and clearly articulate the value/benefits of DocuSign eSignature and Digital Transaction Management (DTM) solutions to all levels within customer organizations
• Leverage marketing slide decks and other materials, build custom sales presentations and demonstrations to client needs, and present by phone, webinar, and/or in-person
• Qualify, build, and manage a sales pipeline through the development of MDR/SDR qualified leads, proactive prospecting, networking, and online social channels including LinkedIn
• Draft customer proposals, demonstrate sound decision making abilities, and negotiate client pricing requirements and concessions within DocuSign guidelines
• Serve as the “quarterback” and primary point of contact for aligning internal DocuSign teams and resources with key customer and prospect stakeholders
• Develop short, mid and long-term strategic and tactical execution plans to ensure success in assigned territory, vertical market, and/or key account base
• Generate, develop, manage, and communicate expectations within assigned accounts as well as increases scope of penetration within each account
• Demonstrate organizational leadership by mentoring junior sales team members and provide increasingly high levels of impact to ensure company-wide success
• Accurately forecast monthly and quarterly sales activity and revenue achievement
• Willingness and ability to travel as necessary – typically 10% for Seattle-based MAE’s; more for field-based sales roles

Basic Qualifications:

• BS/BA degree in relevant discipline
• Minimum five years of direct sales experience in a field-based or equivalent Account Executive role; minimum three years SaaS experience
• Successful track record of exceeding quota (top 10-20% of company) in past positions
• Strong computer skills, including Salesforce.com, Microsoft Word, PowerPoint and Excel

Preferred Qualifications:

• Proven success with prospecting, developing leads, managing complex sales-cycles, and closing deals in small-medium business, mid-market, and/or large corporate accounts
• Experience within Financial Services, Education or Healthcare verticals preferred
• Strong business acumen; ability to calculate and articulate return-on-investment (ROI) using DocuSign provided tools and resources
• Ability to manage multiple concurrent client relationships, anticipate change, adjust priorities accordingly, and work effectively as a team and independently
• Excellent verbal and written communications skills to be able to interact effectively at all levels of an organization, from individual contributors to C-level
• Impeccable business ethics with polished and professional sales presentation skills
• Self-starter comfortable with some ambiguity, possessing the ability to learn/ramp quickly, and highly determined to figure things out as you go