Account Executive, Platform Specialist - GSO

Location: Munich, Germany

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 the process of doing business and simplify people’s lives. With intelligent agreement management, Docusign unleashes business-critical data trapped inside documents, integrating it seamlessly with systems of record to save time, money, and opportunity. As the #1 company in e-signature and contract lifecycle management (CLM), Docusign empowers organizations with innovative tools to create, commit, and manage agreements at scale. The Account Executive, Platform Specialist - GSO (Global Specialist Organization) is responsible for building Enterprise-level relationships, selling Docusign’s Contract Lifecycle Management solution, and owning deals end-to-end. This hybrid role focuses on acquiring net-new customers and driving expansion within existing ones in assigned geographies or verticals like Financial Services and Insurance, Public Sector, Healthcare and Life Sciences. Reporting to the Vice President, Global Specialist Sales, you’ll be a strategic hunter and relationship builder, curious about customer challenges and how Docusign's e-signature and CLM innovations solve them. Thrive in our innovation culture where bold ideas accelerate agreement processes worldwide. Key responsibilities include achieving sales quotas, partnering with ecosystems like Salesforce and System Integrators for pipeline growth, qualifying opportunities per Docusign’s methodology, closing net-new and expansion CLM deals across IT, Procurement, and executive stakeholders, and leveraging internal experts for high-impact campaigns. You’ll forecast accurately, articulate CLM's role in operational efficiency, and collaborate on joint value propositions. This individual contributor role is hybrid, requiring minimum 2 days per week in-office, with 25%+ travel. Bring 8+ years of enterprise sales experience, CLM expertise, and a proven quota track record. Excel in overlay roles, complex cycles, and C-level engagement. Preferred: vertical domain knowledge, RFP mastery, and direct CLM sales. At Docusign, we’re committed to trust, equality, and impact—join us to make the world more agreeable.

Key Responsibilities

• Drive success of DocuSign’s Contract Lifecycle Management (CLM) product goals by achieving individual sales quotas through net-new acquisition and expansion within existing Enterprise customers
• Build and cultivate Enterprise-level relationships in assigned geographies or verticals (Financial Services and Insurance, Public Sector, Healthcare and Life Sciences)
• Cultivate relationships with ecosystem partners such as Salesforce and Global/Regional System Integrators to generate pipeline and co-sell DocuSign's Intelligent Agreement Management solutions
• Qualify sales opportunities using DocuSign’s sales methodology, focusing on customer fit, success criteria, and alignment with e-signature and CLM capabilities
• Identify, cultivate, and close net-new CLM business while uncovering upsell and cross-sell opportunities across IT, Procurement, and Senior Management lines of business
• Own deals end-to-end, leveraging internal resources including Senior Executives, Presales, Professional Services, and Legal in sales campaigns
• Collaborate effectively with peers at DocuSign’s key partners to deliver compelling joint value propositions centered on accelerating agreement processes
• Forecast sales activity and revenue achievements accurately using DocuSign's sales tools and metrics
• Articulate how DocuSign's e-signature and CLM innovations simplify business operations and unleash trapped data from agreements
• Support complex RFPs and multi-solution sales cycles to drive adoption of DocuSign's platform
• Champion DocuSign's innovation culture by staying curious about customer needs and emerging agreement management trends

Required Qualifications

• 8+ years of related experience in enterprise software sales
• Deep experience with the Contract Lifecycle Management (CLM) space, including key use cases and customer pain points
• Direct multi-solution software sales experience in a quota-carrying role selling into Enterprise accounts, managing and closing complex sales cycles with a proven track record of meeting or exceeding sales quotas
• Proven experience operating in an overlay sales role, partnering effectively with Enterprise Account Executives
• Experience managing and closing complex multi-solution specialty sales cycles, including prior success closing $1M+ deals and managing multiple large accounts
• Strong portfolio of C-Level contacts within Enterprise Accounts across a variety of industries
• Ability to clearly articulate how CLM solutions, integrated with DocuSign's Intelligent Agreement Management platform, address operational inefficiencies
• Willingness to travel 25% or more as needed

Preferred Qualifications

• Domain expertise within Financial Services and Insurance, Public Sector, Healthcare and Life Sciences, or the assigned geography
• Proven ability to add strategic value in joint selling motions with partners like Salesforce and System Integrators
• Confident managing complex RFPs
• Direct experience selling Contract Lifecycle Management solutions
• Familiarity with Google Suite
• Background in e-signature or intelligent agreement management technologies

Required Skills

• Enterprise software sales expertise
• Contract Lifecycle Management (CLM) knowledge
• Quota-carrying sales track record
• Complex sales cycle management
• C-Level relationship building
• Strategic hunting and pipeline generation
• Partner ecosystem collaboration (e.g., Salesforce, System Integrators)
• RFP and procurement process navigation
• Value proposition articulation for agreement management
• Forecasting and CRM proficiency (e.g., Salesforce)
• Cross-functional team leverage
• Domain knowledge in Financial Services, Insurance, Public Sector, or Healthcare
• Overlay sales partnering
• Travel readiness and adaptability
• Curiosity and innovation mindset
• Google Suite familiarity
• Analytical sales metrics usage
• Customer pain point identification

Benefits

• Competitive base salary plus uncapped commission and performance bonuses
• Comprehensive health, dental, and vision insurance with multiple plan options
• 401(k) retirement savings plan with generous company match
• Unlimited PTO policy to support work-life balance
• Professional development stipend and access to DocuSign University training
• Stock purchase plan and employee stock purchase program
• Hybrid work model with flexibility and wellness reimbursement
• Parental leave and family planning benefits
• Volunteer time off and community impact programs

DocuSign is an Equal Opportunity Employer.