Account Executive, Mid Market NewCo

Location: Seattle, Washington

Department: Sales & Partnerships

Work Mode: Hybrid

About the Role

DocuSign brings agreements to life, empowering over 1.5 million customers and more than a billion people in 180+ countries to accelerate business and simplify lives through our Intelligent Agreement Management platform. As the #1 company in e-signature and contract lifecycle management (CLM), we unleash business-critical data trapped in documents, connecting it to systems of record to save time, money, and opportunities. Join our innovative culture where trust, equality, and world-changing impact define our work. As an Account Executive, Mid Market NewCo, you are a highly motivated self-starter responsible for developing and closing new business or expanding our footprint in assigned geographic territories. Focused on acquiring new mid-market customers and selling additional use cases like e-signature, CLM, and intelligent agreement solutions into existing accounts, you thrive in ambiguity, adapt quickly, and exceed monthly/quarterly quotas. This individual contributor role reports to the Area Vice President, Mid Market, and collaborates with internal teams and the DocuSign partner ecosystem to drive adoption, usage, and revenue growth. Key responsibilities include building pipelines through prospecting, delivering customized demos, negotiating enterprise proposals, accurate forecasting in Salesforce, and engaging cross-functional resources like Solutions Engineers, Legal, and Professional Services. Embrace our hybrid work model (minimum 2 days/week in-office) and contribute to a diverse, inclusive environment where your sales expertise propels DocuSign's mission to make the world more agreeable.

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 territories or core verticals
• Develop and deliver customized sales presentations and product demonstrations via phone and online platforms
• Negotiate and close enterprise-level proposals and contracts for new business and expansions
• Forecast sales activity and revenue accurately using Salesforce and other sales tools
• Collaborate with pre-sales and post-sales teams including SDRs, MDRs, Solutions Engineers, Account Managers, and Partner Account Managers
• Engage Legal, Security, Professional Services, and Customer Support resources to support deal progression
• Acquire new mid-market customers and expand footprint by selling additional use cases, products, and services into existing accounts
• Drive customer adoption and usage of DocuSign's Intelligent Agreement Management platform in collaboration with partners
• Proactively manage deals, ensure forecast accuracy, and adapt quickly in a dynamic environment

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 previous roles
• Proficiency in computer applications including Salesforce.com, Microsoft Word, PowerPoint, and Excel
• Authorization to work full-time in the United States without sponsorship

Preferred Qualifications

• 2+ years of SaaS sales experience, ideally in e-signature or agreement management solutions
• Experience selling into mid-market segments with geographic territory management
• Familiarity with intelligent agreement management platforms or contract lifecycle management (CLM)
• Success in collaborative sales environments leveraging partner ecosystems
• Background in vertical markets aligned with DocuSign's core focus areas

Required Skills

• Quota attainment and overachievement
• Prospecting and pipeline management
• Complex sales cycle navigation
• Salesforce.com proficiency
• Presentation and demo delivery
• Proposal and contract negotiation
• Forecasting accuracy
• Cross-functional collaboration
• Self-starter mindset
• Adaptability to ambiguity
• Eager learning orientation
• Customer adoption driving
• Territory management
• SaaS sales expertise
• Web-based product selling
• Microsoft Office Suite (Word, PowerPoint, Excel)
• Partner ecosystem engagement

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

DocuSign is an Equal Opportunity Employer.