Account Executive, Mid Market Install

Location: San Francisco, California

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 e-signature and contract lifecycle management (CLM) to connect agreements with systems of record—saving time, money, and opportunity. As a leader in innovation, Docusign fosters a dynamic culture where bold ideas thrive, and we're seeking a top-performing Account Executive, Mid-Market Install, to join our Sales & Partnerships team. As the Account Executive (AE), you are a highly motivated self-starter responsible for developing and closing new business in an assigned geographic mid-market territory. Eager to learn our cutting-edge e-signature and CLM solutions, you'll adapt quickly to ambiguity while acquiring new customers and expanding existing accounts with additional use cases. Reporting to the Regional Vice President, Sales, this individual contributor role demands exceeding monthly and quarterly quotas through proactive deal management, precise forecasting, and driving adoption in collaboration with internal teams and the DocuSign partner ecosystem. You'll thrive in our innovative environment, delivering customized demos that showcase how Docusign transforms agreements into actionable intelligence. This hybrid role requires minimum 2 days per week in-office, with up to 10% travel. Docusign is committed to an inclusive culture where everyone belongs, backed by competitive pay (California: $37.74-$57.12/hour plus bonuses), comprehensive benefits, and global opportunities. We do not sponsor visas; applicants must be authorized to work full-time in the US. Join us to make the world more agreeable—one agreement at a time.

Key Responsibilities

• Drive company success by achieving and exceeding individual monthly and quarterly sales quotas in assigned mid-market geographic territory
• Build and manage a robust sales pipeline through proactive prospecting into target accounts and core verticals
• Develop and deliver customized sales presentations and product demonstrations via phone, online demos, and in-person meetings
• Negotiate and close enterprise-level proposals and contracts for DocuSign's Intelligent Agreement Management platform
• Forecast sales activity and revenue accurately using Salesforce and other sales tools
• Collaborate with pre-sales and post-sales teams including SDRs, MDRs, Solutions Consultants, Customer Success Managers, Partner Account Managers, Legal, Security, Professional Services, and Customer Support
• Acquire new customers and expand existing accounts by selling additional use cases, products, and services like e-signature and CLM solutions
• Proactively manage deals, ensure forecast accuracy, and drive customer adoption and usage in partnership with the DocuSign ecosystem
• Adapt quickly to ambiguity while learning DocuSign's innovative solutions to accelerate business agreements

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
• 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
• Demonstrated ability to over-achieve quotas (top 10-20% of company) in past positions
• Experience selling e-signature or contract lifecycle management (CLM) solutions
• Familiarity with intelligent agreement management platforms
• Track record of success in mid-market sales territories

Required Skills

• Quota achievement and over-performance
• Prospecting and pipeline management
• Complex sales cycle navigation
• Salesforce.com proficiency
• Google Suite expertise (Docs, Slides, Sheets, Drive)
• Tableau for data visualization
• Customized presentation and demo delivery
• Enterprise proposal and contract negotiation
• Accurate sales forecasting
• Cross-functional team collaboration
• Verbal and written communication
• Adaptability to ambiguity
• E-signature and CLM product knowledge
• Mid-market territory management
• Customer adoption driving
• Self-starter motivation

Benefits

• Competitive base pay plus uncapped variable incentive pay based on sales goal achievement
• Paid Time Off including earned time off and company holidays
• Paid Parental Leave up to six months for birth, adoption, or foster care
• 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

DocuSign is an Equal Opportunity Employer.