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 it with systems of record to save time, money, and opportunity. As the #1 company in e-signature and contract lifecycle management (CLM), Docusign empowers companies to create, commit, and manage agreements innovatively. As an Account Executive, Mid Market Install, you are a highly motivated self-starter responsible for developing and closing new business or expanding our footprint in assigned geographic territories, focusing on High Tech and Business Services verticals. Eager to learn our cutting-edge platform, you'll adapt quickly amid ambiguity, acquiring new customers and selling additional use cases into existing accounts. Accountable for exceeding quotas, proactive deal management, forecast accuracy, and driving adoption, you'll collaborate with internal teams and our partner ecosystem. This individual contributor role reports to the Regional Vice President, Mid Market Sales, in a hybrid designation requiring minimum 2 days weekly in-office. You'll drive pipeline growth through prospecting, deliver tailored demos showcasing e-signature and CLM innovations, negotiate enterprise contracts, and forecast precisely. Partnering with SDRs, SEs, AMs, and support functions, you'll embody Docusign's culture of trust, equality, and innovation—building relationships that make the world more agreeable. Join us to feel deep pride in transformative work, supported by competitive pay, comprehensive benefits, and a diverse, inclusive environment where your can-do approach thrives.

Key Responsibilities

• Drive company success by exceeding individual monthly and quarterly sales quotas in assigned GEO territory focusing on High Tech and Business Services
• Build and manage a robust sales pipeline through proactive prospecting and lead generation
• Develop and deliver customized sales presentations and product demonstrations via phone and online platforms highlighting DocuSign's e-signature and CLM solutions
• Negotiate and close enterprise-level proposals and contracts for new business and expansions
• Forecast sales activity and revenue accurately using DocuSign's sales tools and CRM systems
• Collaborate with Sales Development Reps, Solutions Engineers, Account Managers, and Partner teams to advance opportunities
• Expand footprint in existing customers by selling additional use cases, products, and services
• Proactively manage deals, ensure forecast accuracy, and drive customer adoption and usage
• Engage Legal, Security, Professional Services, and Customer Support for seamless deal execution
• Adapt quickly to ambiguity while learning DocuSign's Intelligent Agreement Management platform

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 track record managing and closing complex sales cycles
• Demonstrated ability to consistently over-achieve quotas (top 10-20% performer in past roles)
• Authorization to work full-time in the United States without sponsorship

Preferred Qualifications

• 5+ years of SaaS sales experience, ideally in e-signature or agreement management solutions
• Experience selling into High Tech and Business Services verticals
• Success driving adoption of intelligent agreement management platforms
• Background in geographic territory management with pipeline building expertise
• Familiarity with DocuSign's partner ecosystem and collaborative sales motions

Required Skills

• Quota attainment and overachievement
• SaaS sales expertise
• Prospecting and pipeline management
• Complex sales cycle navigation
• Demo and presentation delivery
• Negotiation and contract closing
• Forecast accuracy and CRM proficiency
• Cross-functional collaboration
• Territory management
• Vertical-specific knowledge (High Tech, Business Services)
• E-signature and CLM solution knowledge
• Customer adoption driving
• Self-starter mindset
• Adaptability to ambiguity
• Web-based product sales experience
• Partner ecosystem engagement

Benefits

• Competitive base pay plus uncapped variable incentive pay based on sales 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 programs 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.