Account Executive, Enterprise

Location: Tokyo, Japan

Department: Sales & Partnerships

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. With our Intelligent Agreement Management platform, we unleash business-critical data trapped in documents, integrating it with systems of record to save time, money, and opportunities. As the #1 company in e-signature and contract lifecycle management (CLM), DocuSign empowers enterprises to create, commit, and manage agreements innovatively. As an Account Executive, Enterprise in Japan, you are a highly motivated self-starter responsible for developing and closing new business or expanding our footprint in assigned geographic territories. Reporting to the Regional Vice President - Enterprise, Japan, this individual contributor role demands exceeding monthly and quarterly quotas through proactive deal management, forecast accuracy, and driving adoption of DocuSign's e-signature and CLM solutions. You will collaborate with internal teams—SDRs, Solutions Engineers, Account Managers, and partners—while navigating the broader DocuSign ecosystem to deliver value to enterprise customers. Success requires building and managing sales pipelines via prospecting, accurately forecasting with sales tools, and engaging enterprise stakeholders. Travel up to 10% and a hybrid work model (minimum 3 days in-office weekly) are essential. Thrive in our innovation culture where eager learners adapt quickly, over-achieve, and contribute to making the world more agreeable. #LI-Hybrid #LI-SS7

Key Responsibilities

• Drive company success by achieving and exceeding individual monthly and quarterly sales quotas
• Develop and manage a robust sales pipeline through proactive prospecting in assigned geographic territory or core verticals
• Forecast sales activity and revenue accurately using DocuSign's sales tools and methodologies
• Collaborate with pre-sales and post-sales teams including SDRs, MDRs, Solutions Engineers, Account Managers, and Partner Account Managers
• Engage Legal, Security, Professional Services, and Customer Support resources to support deal progression
• Close new business opportunities and expand footprint within existing enterprise customers
• Drive customer adoption and usage of DocuSign's Intelligent Agreement Management platform, e-signature, and CLM solutions
• Maintain proactive deal management, forecast accuracy, and territory penetration
• Travel as necessary, typically up to 10%, to meet with prospects and customers
• Adapt quickly to learn DocuSign's innovative products and partner ecosystem

Required Qualifications

• BS/BA degree or equivalent relevant experience
• 10+ years of experience in an Account Executive role or equivalent quota-carrying sales position
• Proficient in computer applications, including Microsoft Word, PowerPoint, and Excel
• Demonstrated experience engaging with enterprise-level organizations
• Native-level Japanese proficiency
• Intermediate-level English proficiency
• Proven track record of managing complex sales cycles

Preferred Qualifications

• Direct sales experience in an Enterprise Account Executive or equivalent quota-carrying role
• Experience selling SaaS or cloud-based solutions, ideally in e-signature or agreement management
• History of managing and closing deals with senior decision-makers and C-level executives
• Consistent over-achievement of quotas (top 10-20% of company) in previous roles
• Familiarity with intelligent agreement management platforms

Required Skills

• Quota attainment and over-achievement
• Enterprise sales cycle management
• Prospecting and pipeline building
• Forecasting accuracy with CRM tools (e.g., Salesforce)
• SaaS/cloud solution selling
• C-level executive engagement
• Cross-functional team collaboration
• Territory management
• Native Japanese communication
• Intermediate English proficiency
• Microsoft Office Suite (Word, PowerPoint, Excel)
• Deal negotiation and closing
• Customer adoption driving
• Adaptive learning agility
• E-signature and CLM product knowledge
• Strategic account planning

Benefits

• Competitive base salary plus uncapped commission and performance bonuses
• Comprehensive health, dental, and vision insurance coverage
• 401(k) retirement savings plan with company match
• Unlimited PTO and flexible hybrid work model (minimum 3 days in-office per week)
• Professional development stipend and access to DocuSign University training
• Stock purchase program and employee stock purchase plan
• Wellness programs including mental health support and fitness reimbursements
• Parental leave and family-forming benefits
• Volunteer time off and community impact programs

DocuSign is an Equal Opportunity Employer.