Account Executive, Majors

Location: Tokyo, Japan

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 the process of doing business and simplify people’s lives. With intelligent agreement management, Docusign unleashes business-critical data trapped inside of documents. Using Docusign’s Intelligent Agreement Management platform, companies can create, commit, and manage agreements with solutions created by the #1 company in e-signature and contract lifecycle management (CLM). As the Account Executive, Majors, you will play a pivotal role in driving DocuSign's growth in Japan by targeting major enterprise accounts, showcasing how our innovative e-signature and CLM solutions transform business operations. The Account Executive (AE), Majors is a highly motivated self-starter responsible for developing and closing new business or expanding our footprint in current major customers within an assigned geographic territory in Japan. Reporting to the RVP of Majors Sales, this individual contributor role demands eagerness to learn, quick adaptation, and accountability for exceeding monthly and quarterly quotas through proactive deal management, forecast accuracy, and driving adoption in collaboration with internal teams and the DocuSign partner ecosystem. You will prospect into core verticals, manage complex sales cycles, and leverage our platform's power to deliver value in intelligent agreement management. Success looks like building a robust pipeline, accurately forecasting via sales tools, and partnering with SDRs, Solutions Engineers, and more to close deals that propel DocuSign's mission forward. With up to 10% travel and a hybrid work model (minimum 2 days/week in-office), you'll thrive in our innovative culture committed to trust, equality, and making the world more agreeable. Join us to feel deep pride in contributing to a better world through cutting-edge technology.

Key Responsibilities

• Drive company success by consistently achieving and exceeding individual monthly and quarterly sales quotas
• Prospect, build, and manage a robust sales pipeline within an assigned geographic territory or core verticals in Japan
• Develop and close new business opportunities while expanding DocuSign's footprint in existing major accounts
• Forecast sales activity and revenue accurately using DocuSign's sales tools and CRM systems
• Collaborate with pre-sales and post-sales teams, including SDRs, MDRs, Solutions Engineers, Account Managers, Partner Account Managers, Legal, Security, Professional Services, and Customer Support
• Engage with the broader DocuSign partner ecosystem to drive adoption and usage of Intelligent Agreement Management, e-signature, and CLM solutions
• Proactively manage deals, ensure forecast accuracy, and adapt quickly to customer needs in the Japanese market
• Travel as necessary, typically up to 10%, to meet with prospects and customers
• Champion DocuSign's innovation in agreement management to accelerate business processes for enterprise clients
• Report directly to the RVP of Majors Sales in Japan as an individual contributor

Required Qualifications

• BS/BA degree or equivalent relevant experience
• 8+ years of experience in an Account Executive role or equivalent quota-carrying sales position
• Proficient in computer applications, including Microsoft Word, PowerPoint, and Excel
• Fluency in Japanese (spoken, reading, and writing)
• Business-level proficiency in English (reading and writing)
• Proven track record of managing full sales cycles in enterprise environments
• Experience in B2B software sales, ideally SaaS

Preferred Qualifications

• Experience selling web-based products or SaaS solutions
• Demonstrated success in managing and closing complex, enterprise-level sales cycles
• Consistent over-achievement of quotas (top 10-20% performer in previous roles)

Required Skills

• Expertise in enterprise sales methodologies
• Strong pipeline management and forecasting
• Quota attainment and overachievement
• Complex sales cycle navigation
• SaaS or web-based product sales
• CRM proficiency (e.g., Salesforce)
• Prospecting and lead generation
• Cross-functional team collaboration
• Customer relationship building
• Negotiation and closing techniques
• Japanese language fluency
• Business English proficiency
• Microsoft Office Suite (Word, PowerPoint, Excel)
• Adaptability and quick learning
• Territory management
• Partner ecosystem engagement
• Deal progression and objection handling

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
• Flexible time off and paid parental leave
• Professional development stipend and learning opportunities
• Hybrid work model with access to modern office spaces in Japan
• Employee stock purchase plan and equity grants
• Wellness programs including mental health support and fitness reimbursements
• Global volunteer time off to support community initiatives

DocuSign is an Equal Opportunity Employer.