Account Executive, Mid Market NewCo

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 opportunities. 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 NewCo, you are a highly motivated self-starter responsible for developing and closing new business in an assigned geographic territory. Eager to learn and adapt quickly in a dynamic environment with some ambiguity, you will focus on acquiring new customers and expanding use cases, products, and services into existing accounts. Reporting to the Regional Vice President, Mid Market, this individual contributor role holds you accountable for exceeding monthly and quarterly quotas, proactive deal management, forecast accuracy, and driving adoption of Docusign's e-signature and intelligent agreement management solutions in collaboration with internal teams and our partner ecosystem. In this hybrid role (minimum 2 days per week in-office), you will drive company goals by building pipelines through prospecting, delivering tailored demos showcasing Docusign innovation, negotiating enterprise proposals, and forecasting accurately. Collaborate with Sales Development, Solutions Engineers, Account Managers, and more to propel customer success. Join Docusign's inclusive culture where trust, equality, and innovation thrive, contributing to a world made more agreeable through transformative agreement technology.

Key Responsibilities

• Drive company success by consistently 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
• Manage and close new business opportunities while expanding use cases, products, and services into existing accounts
• Develop and negotiate enterprise-level proposals and contracts with accuracy and efficiency
• Forecast sales activity and revenue achievements precisely using DocuSign's sales tools for high forecast accuracy
• Collaborate with cross-functional teams including Sales Development Representatives, Solutions Engineers, Account Managers, Partner Account Managers, Legal, Security, Professional Services, and Customer Support
• Drive customer adoption and usage of DocuSign solutions in collaboration with internal teams and the broader partner ecosystem
• Proactively manage deals to ensure pipeline health and adapt quickly to market ambiguities in a fast-paced environment
• Contribute to DocuSign's innovation culture by identifying opportunities to showcase intelligent agreement management value

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 track record of over-achieving quotas (top 10-20% of company) in past roles
• Authorization to work full-time in the United States without sponsorship
• Ability to work in a hybrid model with minimum 2 days per week in-office

Preferred Qualifications

• 3+ years of SaaS sales experience, ideally in e-signature or agreement management
• Experience selling into mid-market segments with geographic territory management
• Background in intelligent agreement management or contract lifecycle management (CLM) solutions
• Proven success in prospecting and expanding use cases within existing accounts
• Familiarity with DocuSign's partner ecosystem and collaborative sales processes

Required Skills

• Quota attainment and over-performance in sales
• Prospecting and pipeline management
• Complex sales cycle navigation
• SaaS and web-based product sales expertise
• Customized presentation and demo delivery
• Proposal and contract negotiation
• Accurate sales forecasting and CRM proficiency
• Cross-functional team collaboration
• Customer adoption and usage driving
• Territory and vertical market management
• Adaptability in ambiguous environments
• Eager self-starter mindset
• Intelligent agreement management knowledge
• E-signature solution selling
• Partner ecosystem engagement
• Proactive deal management
• High-energy communication skills
• Innovation and quick learning orientation

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 supporting work-life balance
• Global benefits tailored to region with focus on employee well-being

DocuSign is an Equal Opportunity Employer.