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 with systems of record to save time, money, and opportunities. As the #1 company in e-signature and contract lifecycle management (CLM), Docusign empowers companies to create, commit, and manage agreements innovatively. The Account Executive (AE), Majors is a highly motivated self-starter responsible for developing and closing new business or expanding our footprint in current enterprise customers within an assigned geographic territory. 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. Success requires eagerness to learn our platform, quick adaptation to enterprise sales dynamics, and collaboration with internal teams and the DocuSign partner ecosystem to deliver value in intelligent agreement management. Key responsibilities include building sales pipelines via prospecting, leveraging pre- and post-sales resources like Solutions Engineers and Partner Account Managers, and ensuring customers maximize usage of our innovative tools. This hybrid role (minimum 2 days/week in-office) involves up to 10% travel and thrives in Docusign's culture of innovation, trust, and equality, where every team member contributes to making the world more agreeable.

Key Responsibilities

• Drive company success by achieving and exceeding individual monthly and quarterly sales quotas
• Develop and close new business opportunities and expand footprint within existing customers in assigned geographic territory or core verticals
• Build and manage a robust sales pipeline through targeted prospecting efforts
• Forecast sales activity and revenue achievements with high accuracy using DocuSign's sales tools and CRM systems
• Collaborate effectively with Sales Development Representatives, Solutions Engineers, Account Managers, and Partner Account Managers
• Engage internal resources including Legal, Security, Professional Services, and Customer Support to advance deals
• 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 maximize revenue
• Travel as necessary, typically up to 10%, to meet with prospects and customers
• Adapt quickly to learn DocuSign's e-signature and CLM solutions while contributing to an innovative sales culture

Required Qualifications

• BS/BA degree or equivalent relevant experience
• 8+ years of experience in an Account Executive role or equivalent quota-carrying sales position
• Proven track record of consistently exceeding sales quotas in previous roles
• Proficiency in computer applications, including Microsoft Word, PowerPoint, and Excel
• Experience in building and managing sales pipelines through proactive prospecting
• Strong ability to forecast sales activity and revenue accurately using CRM tools
• Demonstrated success in collaborating with cross-functional teams including pre-sales and post-sales resources

Preferred Qualifications

• Experience selling web-based SaaS products and services, particularly in e-signature or agreement management
• Proven expertise in managing and closing complex, enterprise-level sales cycles
• History of over-achieving quotas, ranking in the top 10-20% of sales performers at previous companies
• Familiarity with intelligent agreement management platforms or contract lifecycle management (CLM) solutions
• Experience working with partner ecosystems in technology sales

Required Skills

• Quota attainment and overachievement
• Prospecting and pipeline management
• Complex sales cycle navigation
• Accurate sales forecasting
• CRM proficiency (e.g., Salesforce)
• Cross-functional team collaboration
• SaaS solution selling
• E-signature and CLM knowledge
• Customer adoption driving
• Partner ecosystem engagement
• Microsoft Office Suite expertise
• Proactive deal management
• Territory management
• High motivation and self-starting
• Quick learning and adaptability
• Excellent communication and presentation skills
• Negotiation and closing expertise

Benefits

• Comprehensive health, dental, and vision insurance plans
• 401(k) retirement savings plan with company match
• Unlimited PTO and flexible time off policies
• Stock purchase program and employee stock options
• Professional development stipend and learning opportunities
• Hybrid work model with collaborative in-office experiences
• Wellness programs including mental health support
• Parental leave and family-friendly benefits
• Volunteer time off and community impact initiatives

DocuSign is an Equal Opportunity Employer.