Account Executive, Mid Market Install

Location: Chicago, Illinois

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, connecting it to systems of record to save time, money, and opportunity. As the #1 company in e-signature and contract lifecycle management (CLM), Docusign drives innovation in digital transactions. Join our dynamic sales team as an Account Executive, Mid Market Install in the GEO vertical, where you'll develop and close existing business use cases, acquire new customers, and expand products into accounts to exceed quotas. In this individual contributor role reporting to the Regional Vice President, Mid Market, you'll be the driving force behind revenue growth and customer success. Conduct discovery to uncover document workflow needs, position eSignature and DTM solutions, and craft compelling presentations to all stakeholder levels. Manage your pipeline through proactive prospecting, negotiate deals within guidelines, and quarterback internal alignment for seamless execution. Develop strategic plans to penetrate accounts, mentor juniors, and forecast with precision—all while thriving in our hybrid model (minimum 2 days/week in-office) and innovative culture that values trust, equality, and bold ideas. We're seeking top performers with 2+ years in quota-carrying AE roles, SaaS sales experience, and a track record of overachieving quotas. Proficiency in Salesforce, Google Suite, and Tableau, plus excellent communication, are essential. Travel ~10% as needed. This role offers competitive pay ($36.44-$50.11/hour in select states), uncapped incentives, comprehensive benefits, and a chance to make the world more agreeable. Docusign is an Equal Opportunity Employer committed to diversity; no visa sponsorship available. Not eligible in AK, HI, ME, MS, ND, SD, VT, WV, WY.

Key Responsibilities

• Serve as the primary driver for revenue and customer success by attaining monthly, quarterly, and annual sales quotas
• Conduct discovery calls to understand customer organizational structure, key decision makers, procurement processes, IT systems, and document workflows
• Uncover customer document processes and needs to match requirements with DocuSign eSignature and Intelligent Agreement Management solutions
• Articulate the value and benefits of DocuSign eSignature and Digital Transaction Management (DTM) solutions to all organizational levels
• Build custom sales presentations and demonstrations using marketing materials, presenting via phone, webinar, or in-person
• Qualify, build, and manage a sales pipeline through MDR/SDR leads, proactive prospecting, networking, and LinkedIn
• Draft proposals, negotiate pricing within DocuSign guidelines, and make sound decisions to close deals
• Act as the 'quarterback' aligning internal DocuSign teams with customer stakeholders
• Develop short-, mid-, and long-term strategic plans for territory, vertical, and key accounts
• Drive account penetration by generating, managing, and expanding expectations within assigned accounts
• Mentor junior sales team members and contribute to company-wide success
• Forecast monthly and quarterly sales activity and revenue achievement with high accuracy

Required Qualifications

• BS/BA degree or equivalent relevant experience
• 2+ years of experience in an Account Executive role or equivalent quota-carrying sales position
• Experience selling web-based products or services
• Proven experience managing and closing complex sales cycles
• Demonstrated ability to consistently over-achieve quotas (top 10-20% performer in past roles)
• Proficiency in computer applications including Salesforce.com, Google Suite (Docs, Slides, Sheets, Drive), and Tableau
• Excellent verbal and written communication skills
• Ability to travel as necessary, typically 10%

Preferred Qualifications

• 3+ years of SaaS sales experience
• Experience selling e-signature or digital transaction management solutions
• Proven track record in the GEO vertical or similar targeted accounts
• Success in expanding use cases and driving adoption in existing accounts
• Experience mentoring junior sales team members

Required Skills

• Quota attainment and overachievement
• Complex sales cycle management
• SaaS sales expertise
• Discovery and needs assessment
• Value proposition articulation
• Sales presentation and demo creation
• Pipeline management and prospecting
• Negotiation and deal closing
• Cross-functional team collaboration
• Strategic territory planning
• Account expansion and penetration
• Forecasting accuracy
• Salesforce.com proficiency
• Google Suite mastery
• Tableau for data analysis
• LinkedIn and social selling
• Excellent verbal communication
• Strong written communication

Benefits

• Competitive base pay plus uncapped variable incentive pay based on sales goals
• Global benefits including paid time off and company holidays
• Paid parental leave up to six months
• Comprehensive health benefits plans with 100% employer-paid options from day one
• Retirement plans with potential employer contributions
• Learning and development opportunities including coaching, online courses, and education reimbursements
• Compassionate care leave for life-changing events
• Hybrid work model with minimum 2 days per week in-office
• Inclusive culture focused on innovation, trust, and employee growth

DocuSign is an Equal Opportunity Employer.