What you'll do

The Regional Vice President, Small to Medium Business will lead a team of Account Executives. This sales leader will enable, coach, and lead the team to achieve key performance metrics. This strategic leader will lead a team to successfully achieve and exceed monthly and quarterly revenue quotas through proven leadership, strong business acumen, problem-solving and consultative selling skills. This strategic leader collaborates with the AEs on generating pipelines, running strong sales cycles, and closing new business. This leader is a mentor as well as a coach and is a true evangelist for the needs of the business.

This position is a people manager role reporting to the Area Vice President, Sales.

Responsibility

• Manage a Small to Medium Business (SMB) sales team daily to grow overall revenue of the Docusign Intelligence Agreement Management offering through attainment of monthly quotas
• Assess sales pipeline, activity and forecasts to determine sales progress and areas for refinement and improvement
• Coach AEs through the development of key SMB level sales skills, including vertical market management, MEDDPICC deal qualification methodology, forecasting and sales planning, prospecting/pipelining within account base, complex deal negotiations, cross-functional support both internally and externally, as well as CRM/reporting accuracy, including performance management, creating a bench of qualified talent, and growing the team headcount as needed
• Develop proven and new strategies with AEs to further grow and expand SMB accounts and reinforce process and steps designed to deliver value at enterprise scale to Docusign customers
• Maintain positive and proactive lines of communication between different business partners as well as senior leadership, including developing and delivering accurate forecast and attainment details during weekly and quarterly business reviews
• Identify and support opportunities for training as well as career diversification and growth across the team
• Operate well in a fast-paced, dynamic environment without requiring significant supervision
• Think creatively and independently to resolve conflict as well as solve problems

Job Designation

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.

What you bring

Basic

• 2+ years of sales team management experience within software sales
• 5+ years prior experience selling software in a quota-carrying role
• BA/BS from an accredited college or university or equivalent experience

Preferred

• 3+ years of prior leadership experience managing sales teams within software, ideally SaaS-based offerings, both on-premise and Cloud
• Quota-attainment record of meeting and/or exceeding targets by managing process for identifying, qualifying, and closing new business as well as and not limited to growing an existing install base
• Prior experience developing and maintaining business, sales, and market plans as well as negotiating and closing complex deal
• Track record of building, coaching and enabling a rapidly growing team
• Prior experience selling an eSignature or Agreement or Document solution
• Experience selling into a variety of industries and territories as well as experience cultivating larger, strategic relationships
• Capacity to work on cross-functional projects and teams as needed as well as leverage internal resources to problem-solve
• Strong verbal and written communication skills, including excellent reporting and forecasting skills
• Willingness to travel 20% or more as needed

Wage Transparency

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:

Canada: CAD $157,325.00 - $198,375.00 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