Account Executive, Mid Market Install

Location: Seattle, Washington; Chicago, Illinois; 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 inside 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 empowers companies to create, commit, and manage agreements innovatively. As the Account Executive, Mid Market Install, you are a highly motivated self-starter responsible for developing and closing new business in an assigned geographic territory. Eager to learn our cutting-edge e-signature and agreement management solutions, you thrive in ambiguity, focusing on acquiring new mid-market customers or expanding use cases, products, and services in existing accounts. Reporting to the Regional Vice President, Mid Market, this individual contributor role demands accountability for exceeding monthly and quarterly quotas, proactive deal management, forecast accuracy, and driving adoption through collaboration with internal teams and the DocuSign partner ecosystem. In this hybrid role (minimum 2 days per week in-office), you will drive pipeline growth through prospecting, deliver compelling demos showcasing DocuSign's innovation, negotiate complex deals, and forecast precisely using Salesforce. Join our culture of trust, equality, and impact where your sales expertise helps make the world more agreeable. Docusign is an Equal Opportunity Employer committed to diverse talent and thriving teams.

Key Responsibilities

• Drive company success by achieving and exceeding individual monthly and quarterly sales quotas
• Build and manage a robust sales pipeline through proactive prospecting in assigned geographic territory or core verticals
• Develop and deliver customized sales presentations and product demonstrations via phone and online demos, highlighting DocuSign's e-signature and Intelligent Agreement Management capabilities
• Negotiate and close enterprise-level proposals and contracts for new customers and expansions
• Forecast sales activity and revenue accurately using Salesforce and other sales tools
• Collaborate with pre- and post-sales teams including SDRs, MDRs, Solutions Engineers, Account Managers, Partner Account Managers, Legal, Security, Professional Services, and Customer Support
• Acquire new mid-market customers and sell additional use cases, products, and services into existing accounts
• 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
• Leverage DocuSign's platform to unleash business-critical data trapped in documents for customers

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, Microsoft Word, PowerPoint, and Excel
• Familiarity with Google Workspace

Preferred Qualifications

• 3+ years of SaaS sales experience, ideally in e-signature or agreement management solutions
• Experience selling into mid-market accounts with multi-use case expansions
• Track record of driving adoption and usage of intelligent agreement platforms
• Knowledge of DocuSign's partner ecosystem and collaborative sales motions
• Success in geographic territory management with prospecting focus

Required Skills

• Quota attainment and over-achievement
• Prospecting and pipeline building
• Complex sales cycle management
• Salesforce.com proficiency
• Customized presentation and demo delivery
• Proposal and contract negotiation
• Accurate sales forecasting
• Cross-functional collaboration
• Territory management
• SaaS sales expertise
• E-signature and CLM solution knowledge
• Customer adoption driving
• Adaptability to ambiguity
• Self-starter motivation
• Web-based product sales
• Microsoft Office Suite (Word, PowerPoint, Excel)
• Google Workspace familiarity
• Partner ecosystem engagement

Benefits

• Competitive base pay with 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
• Global benefits tailored to region with focus on employee well-being

DocuSign is an Equal Opportunity Employer.