Account Executive, Platform Specialist, GSO

Location: Utah, United States; California, United States

Department: Sales & Partnerships

Work Mode: Remote

About the Role

Docusign brings agreements to life, empowering over 1.5 million customers and a billion people in 180+ countries to accelerate business and simplify lives through Intelligent Agreement Management. As the #1 company in e-signature and Contract Lifecycle Management (CLM), Docusign unleashes trapped data from documents, connecting it to core business systems to drive efficiency, reduce costs, and unlock opportunities. Join our innovative culture where curiosity fuels breakthroughs in agreement automation, and every team member contributes to making the world more agreeable. As an Account Executive, Platform Specialist, GSO in Sales & Partnerships, you’ll build deep Enterprise relationships, selling the full Docusign platform including e-signature and CLM solutions. This hybrid role focuses on acquiring net-new customers while expanding within strategic accounts, targeting IT, Procurement, and Senior Management. Reporting to the Regional Vice President, Enterprise, you’ll be a strategic hunter—curious, relationship-driven, and quota-obsessed—in an individual contributor position. Drive Platform success by partnering with SAP, Salesforce, and System Integrators, qualifying opportunities via DocuSign’s methodology, and closing $1M+ deals with internal firepower from executives, presales, and services. Embrace a remote designation with 25% travel to engage customers and partners. Thrive in Docusign’s equal opportunity environment, where diverse perspectives power innovation. With competitive pay (e.g., California: $114,400-$172,100 base + bonus/RSUs), global benefits like full health coverage, PTO, parental leave, and learning stipends, you’ll do impactful work that transforms how enterprises manage agreements. Docusign is an EEO employer committed to accommodations and inclusion—apply if you’re ready to make agreements intelligent.

Key Responsibilities

• Drive success of DocuSign’s Platform product goals, including Intelligent Agreement Management and CLM, by achieving individual sales quota
• Build and cultivate Enterprise-level relationships to acquire net-new customers and expand within assigned strategic accounts
• Cultivate partnerships with ecosystem players such as SAP, Salesforce, and Global/Regional System Integrators to generate pipeline
• Qualify sales opportunities using DocuSign’s methodology, focusing on customer fit, success criteria, and multi-line of business alignment (IT, Procurement, Senior Management)
• Identify, cultivate, and close net-new Platform business while uncovering upsell and cross-sell opportunities across e-signature and CLM solutions
• Leverage internal resources including Senior Executives, Presales, Professional Services, and Legal to execute high-impact sales campaigns
• Collaborate with peers at key partners to deliver compelling joint value propositions for Intelligent Agreement Management
• Accurately forecast sales activity and revenue using DocuSign’s sales tools and CRM systems
• Engage pre- and post-sales resources such as SDRs, solutions engineers, account managers, and support teams for seamless deal progression
• Travel as necessary (typically 25%) to meet customers, attend events, and support partnership initiatives
• Champion DocuSign’s innovation culture by staying curious, strategic, and focused on customer success in agreement automation

Required Qualifications

• 8+ years of Enterprise-level SaaS sales experience within cloud-based technology
• Proven track record managing and closing complex multi-solution specialty sales cycles
• Demonstrated success in closing $1M+ deals and managing multiple large Enterprise accounts
• Experience selling the full SaaS platform including e-signature and Contract Lifecycle Management (CLM) solutions
• Strong ability to build and nurture C-level relationships in strategic Enterprise accounts
• Proficiency in DocuSign's sales methodology for qualifying opportunities based on customer fit and success criteria
• Willingness to travel 25% or more as needed to support sales campaigns and customer engagements
• Authorized to work full-time in the United States without sponsorship

Preferred Qualifications

• Strong portfolio of C-Level contacts within diverse Enterprise accounts
• Experience selling Contract Lifecycle Management (CLM) or adjacent software solutions
• Familiarity with Google Workspace suite for collaborative sales processes
• Prior success partnering with ecosystem players like SAP, Salesforce, and System Integrators
• Track record of driving platform expansion in Intelligent Agreement Management environments

Required Skills

• Enterprise SaaS sales expertise
• Complex deal negotiation and closing
• C-level relationship building
• Strategic hunting and pipeline generation
• Contract Lifecycle Management (CLM) knowledge
• e-Signature and Intelligent Agreement Management platform sales
• Partner ecosystem collaboration (SAP, Salesforce, Integrators)
• Sales forecasting and CRM proficiency (e.g., Salesforce)
• Customer qualification and MEDDPICC methodology
• Cross-functional team leverage (Presales, Services, Legal)
• Upsell and cross-sell acumen
• Travel readiness and executive presence
• Curiosity and innovative problem-solving
• Google Workspace familiarity
• Data-driven decision making
• Resilience in high-quota environments
• Excellent verbal and written communication

Benefits

• Competitive base salary plus variable incentive pay based on sales quota achievement
• Restricted Stock Units (RSUs) as part of total compensation package
• 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
• Remote work designation supporting work-life balance and flexibility

DocuSign is an Equal Opportunity Employer.