Account Executive, Mid Market Install

Location: Seattle, Washington

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's Intelligent Agreement Management platform to accelerate business processes, simplify lives, and unleash trapped data from documents. As the #1 company in e-signature and contract lifecycle management (CLM), we empower organizations to create, commit, and manage agreements seamlessly. Join our innovative culture where trust, equality, and bold ideas drive us to make the world more agreeable. As an Account Executive, Mid-Market Install in the Sales & Partnerships team, you will develop and close existing business use cases by selling Docusign's services to targeted accounts within the GEO vertical. You will acquire new customers while expanding use cases, products, and services into existing accounts. Reporting to the Regional Vice President, Mid-Market, this individual contributor role demands exceeding monthly/quarterly quotas, precise forecasting, deal closure, and driving adoption/usage in collaboration with internal teams and partners. Thrive in our hybrid model (minimum 2 days/week in-office) and embrace up to 10% travel to fuel revenue growth. Key to success: Conduct discovery to map customer needs to our eSignature and DTM solutions, craft compelling demos, quarterback cross-team efforts, and mentor juniors. Over-achieve by building pipelines via prospecting and LinkedIn, negotiating within guidelines, and executing strategic plans for territory dominance. Bring your quota-crushing track record, SaaS savvy, and passion for innovation to a team that values diverse perspectives and equal opportunity.

Key Responsibilities

• Serve as the primary driving force in achieving company revenue and customer success objectives by exceeding assigned 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's Intelligent Agreement Management, eSignature, and DTM solutions
• Articulate the value and benefits of DocuSign solutions to all levels within customer organizations
• Build custom sales presentations and demonstrations using marketing materials, delivering them via phone, webinar, or in-person
• Qualify, build, and manage a sales pipeline through MDR/SDR leads, proactive prospecting, networking, and LinkedIn
• Draft customer proposals, negotiate pricing within DocuSign guidelines, and demonstrate sound decision-making
• Act as the 'quarterback' aligning internal DocuSign teams with key customer stakeholders
• Develop short-, mid-, and long-term strategic plans for territory, vertical market, and key accounts
• Drive account penetration by generating, managing, and communicating expectations to increase scope
• 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
• 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 into GEO vertical markets
• Track record of driving customer adoption and expansion in existing accounts
• Familiarity with eSignature and Digital Transaction Management (DTM) solutions

Required Skills

• Quota attainment and over-achievement
• Complex sales cycle management
• SaaS sales expertise
• Pipeline building and management
• Discovery and needs assessment
• Value proposition articulation
• Custom presentation and demo creation
• Negotiation and proposal drafting
• Strategic planning and forecasting
• Cross-functional team collaboration
• Customer adoption and expansion driving
• Proactive prospecting and networking
• LinkedIn and social selling
• Salesforce.com proficiency
• Google Suite mastery
• Tableau for data visualization
• Excellent verbal communication
• Strong written communication

Benefits

• Competitive base pay plus 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.