Account Executive, Commercial

Location: Sao Paulo, Brazil

Department: Sales & Partnerships

Work Mode: Hybrid

About the Role

DocuSign brings agreements to life. Over 1.5 million customers and more than a billion people in over 180 countries use DocuSign solutions to accelerate business processes and simplify lives through intelligent agreement management. As the #1 company in e-signature and contract lifecycle management (CLM), DocuSign unleashes business-critical data trapped in documents, connecting it to systems of record to save time, money, and opportunities. Join our innovative culture where trust, equality, and world-changing impact drive everything we do. As an Account Executive, Commercial, you are a highly motivated self-starter responsible for developing new business and expanding our footprint within the SMB segment. Reporting to the Manager, SMB, this individual contributor role focuses on acquiring new customers and selling additional use cases for our e-signature, CLM, and Intelligent Agreement Management platform. You'll exceed monthly and quarterly quotas through proactive deal management, forecast accuracy, and driving adoption in collaboration with internal teams and our global partner ecosystem. Success requires eagerness to learn, quick adaptation, and comfort with ambiguity in a dynamic, innovative environment. In this hybrid role (minimum 2 days per week in-office), you'll prospect in assigned territories, deliver compelling virtual demos, negotiate enterprise proposals, and leverage resources like Solutions Engineers and Partner Account Managers. With up to 10% travel, you'll champion DocuSign's mission to make the world more agreeable. Bring your sales prowess, SaaS experience, and passion for technology to help customers transform how they create, commit, and manage agreements.

Key Responsibilities

• Drive company success by consistently achieving and exceeding individual monthly and quarterly sales quotas
• Build and manage a robust sales pipeline through proactive prospecting in assigned SMB or Mid-Market territory
• Develop and deliver customized sales presentations and product demonstrations via phone and online platforms
• Craft, negotiate, and close enterprise-level proposals and contracts for DocuSign's Intelligent Agreement Management platform
• Forecast sales activity and revenue accurately using Salesforce and other sales tools
• Collaborate with Sales Development Representatives, Solutions Engineers, Account Managers, and Partner Account Managers
• Engage Legal, Security, Professional Services, and Customer Support teams for pre- and post-sales success
• Drive customer adoption and usage of e-signature and CLM solutions to expand footprint in existing accounts
• Travel as necessary, typically up to 10%, to support customer engagements
• Proactively manage deals to ensure forecast accuracy and quota attainment

Required Qualifications

• BA/BS degree or equivalent relevant work experience
• Proficiency in computer applications including Salesforce.com, Microsoft Word, PowerPoint, and Excel
• Intermediate level English proficiency or above
• Experience in IT industry or multinational environments
• Demonstrated ability to thrive in fast-paced, ambiguous environments
• Proven track record of accurate sales forecasting and pipeline management
• Comfortable with hybrid work model requiring minimum 2 days per week in-office

Preferred Qualifications

• Experience managing and closing software sales cycles, particularly in SaaS
• History of over-achieving sales quotas in previous roles
• Background in e-signature, contract lifecycle management (CLM), or intelligent agreement management solutions
• Familiarity with SMB or Mid-Market sales territories
• Experience collaborating with cross-functional teams in a partner ecosystem

Required Skills

• Salesforce.com proficiency
• Prospecting and pipeline management
• Quota attainment and overachievement
• Sales presentation and demo delivery
• Contract negotiation and closing
• Accurate forecasting and reporting
• Cross-functional collaboration
• Customer adoption and expansion strategies
• SMB/Mid-Market sales expertise
• E-signature and CLM product knowledge
• Intelligent Agreement Management platform familiarity
• Microsoft Office Suite (Word, PowerPoint, Excel)
• Adaptability in ambiguous environments
• Self-motivation and proactive mindset
• Strong communication and relationship-building
• Multinational team collaboration
• Virtual selling and demo tools

Benefits

• Competitive base salary plus uncapped commission and performance bonuses
• Comprehensive health, dental, and vision insurance coverage
• 401(k) retirement savings plan with generous company match
• Flexible time off including unlimited PTO and paid family leave
• Professional development stipend and access to DocuSign University training
• Hybrid work model with home office setup allowance
• Employee Stock Purchase Plan (ESPP) and equity grants
• Wellness programs including gym memberships and mental health support
• Volunteer time off and company-wide social impact initiatives

DocuSign is an Equal Opportunity Employer.