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 business processes and simplify lives. With our Intelligent Agreement Management platform, we unleash business-critical data trapped in documents, integrating it seamlessly 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, Majors, you are a highly motivated self-starter responsible for developing new business and expanding our footprint with major enterprise customers in an assigned geographic territory in Japan. Reporting to the RVP Majors Sales, this individual contributor role demands exceeding monthly and quarterly quotas through proactive deal management, precise forecasting, and driving adoption of DocuSign's e-signature and CLM solutions. You will collaborate with internal teams—SDRs, Solutions Engineers, Account Managers, Legal, and more—while leveraging our global partner ecosystem to navigate complex sales cycles and deliver value to Japan's top enterprises. Success requires building and managing a robust pipeline via targeted prospecting, adapting swiftly to customer needs, and showcasing how DocuSign's innovations transform agreement processes. With 8+ years of quota-carrying experience, fluency in Japanese, and business-level English, you thrive in a hybrid environment (minimum 2 days/week in-office) fueled by DocuSign's culture of trust, equality, and bold innovation. Join us to make the world more agreeable, feel pride in impactful work, and grow with a team committed to listening, honesty, and excellence.

Key Responsibilities

• Drive company success by consistently 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 CRM systems
• Identify and pursue new business opportunities while expanding footprint in existing customers
• 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 facilitate deal progression
• Proactively manage deals, ensure forecast accuracy, and drive customer adoption and usage of DocuSign's Intelligent Agreement Management platform
• Leverage the DocuSign partner ecosystem to accelerate sales cycles and revenue growth
• Adapt quickly to market dynamics, customer needs, and product innovations in e-signature and CLM
• Travel as needed (typically 10%) to meet clients, attend events, and build relationships in Japan
• Contribute to team goals by sharing best practices and insights from enterprise sales in the majors segment

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 (speaking, reading, and writing)
• Business-level proficiency in English (reading and writing)
• Proven track record of managing full sales cycles in enterprise environments
• Ability to travel as necessary, typically 10%

Preferred Qualifications

• Experience selling web-based SaaS products or services
• Demonstrated success in managing and closing complex sales cycles
• Consistent over-achievement of quotas (top 10-20% performer in past roles)
• Familiarity with e-signature, contract lifecycle management (CLM), or intelligent agreement management solutions
• Prior experience in the Japanese market with enterprise clients

Required Skills

• Enterprise sales expertise
• Quota attainment and overachievement
• Pipeline management and prospecting
• Sales forecasting accuracy
• CRM proficiency (e.g., Salesforce)
• Complex deal negotiation and closing
• Cross-functional collaboration
• Customer adoption and usage driving
• Japanese fluency (native-level)
• Business-level English proficiency
• Microsoft Office Suite (Word, PowerPoint, Excel)
• SaaS sales experience
• E-signature or CLM solution knowledge
• Territory management
• Partner ecosystem leverage
• Adaptability and quick learning
• Proactive self-starter mindset
• Travel readiness

Benefits

• Competitive base salary plus uncapped commission and performance bonuses
• Comprehensive health, dental, and vision insurance coverage
• 401(k) retirement savings plan with company matching
• Flexible time off including unlimited PTO and paid holidays
• Professional development stipend for training, certifications, and conferences
• Hybrid work model with access to modern office spaces in Japan
• Employee stock purchase plan and equity grants
• Wellness programs including gym memberships and mental health support
• Parental leave and family-friendly policies

DocuSign is an Equal Opportunity Employer.