Account Executive, Public Sector

Location: United States; Alabama, United States; Georgia, United States; Tennessee, 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 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 bold ideas drive us to make the world more agreeable. As an Account Executive, Public Sector, you are a highly motivated self-starter responsible for developing and closing new business or expanding our footprint with current public sector customers in your assigned geographic territory. Focused on acquiring new government clients or selling additional e-signature, CLM, and agreement management use cases into existing accounts, you will exceed monthly and quarterly quotas through proactive deal management, forecast accuracy, and driving adoption in collaboration with internal teams and the DocuSign partner ecosystem. This individual contributor role reports to the Regional Vice President, Enterprise Sales Management and thrives in ambiguity, adapting quickly to public sector dynamics like compliance, RFPs, and multi-stakeholder decisions. Key to success: Qualify opportunities using DocuSign’s sales methodology, build strategic account plans for federal, state, and local targets, cultivate C-level and procurement relationships, and leverage presales, legal, and executives in campaigns. Forecast accurately, travel 25%+, and champion how DocuSign’s platform transforms public sector agreements—digitizing workflows, ensuring security, and enabling data-driven decisions. This remote position offers competitive pay, RSUs, bonuses, and global benefits in our inclusive culture committed to diversity and employee success.

Key Responsibilities

• Drive company success by achieving and exceeding individual monthly and quarterly sales quotas in the public sector territory
• Qualify sales opportunities using DocuSign’s methodology, focusing on customer fit, success criteria, and public sector needs
• Identify, cultivate, and close net-new business while managing existing relationships for renewals, retention, and expansion
• Build and execute strategic account plans for target public sector accounts, including federal, state, and local governments
• Uncover needs and develop relationships with stakeholders across Lines of Business, IT, Procurement, and Senior Management
• Collaborate with internal teams (Senior Executives, Presales, Professional Services, Legal) and DocuSign partners on sales campaigns
• Forecast sales activity and revenue accurately using DocuSign sales tools and processes
• Promote adoption and usage of DocuSign’s Intelligent Agreement Management platform, e-signature, and CLM solutions
• Navigate complex public sector sales cycles, including RFPs, compliance, and multi-year contracts
• Expand footprint by selling additional use cases, products, and services into existing accounts
• Travel 25%+ to engage prospects, customers, and events in the assigned territory

Required Qualifications

• 8+ years of direct enterprise-level experience in a software sales environment
• BS/BA degree or equivalent relevant experience
• Proven experience managing and closing complex sales cycles, including success with 1M+ deals
• Experience managing multiple large enterprise accounts and multi-state territories
• Strong portfolio of C-level contacts within enterprise accounts across diverse industries
• Familiarity with Google Workspace suite
• Ability to travel 25% or more as needed
• Authorized to work full-time in the United States without sponsorship

Preferred Qualifications

• 12+ years of enterprise-level SaaS sales experience in cloud-based technology within public sector or assigned territory
• Demonstrated success selling e-signature, CLM, or intelligent agreement management solutions to government and public sector organizations
• Experience navigating public sector procurement processes, compliance requirements, and multi-stakeholder decision-making
• Track record of exceeding quotas in high-growth SaaS environments
• Prior experience with DocuSign or similar agreement management platforms

Required Skills

• Enterprise SaaS sales expertise
• Public sector sales experience
• Complex deal negotiation and closing
• Strategic account planning
• C-level relationship building
• Forecast accuracy and pipeline management
• DocuSign sales methodology proficiency
• Google Workspace familiarity
• Public sector procurement knowledge
• Stakeholder mapping and influence
• Collaborative team selling
• Quota attainment track record
• Adaptability in ambiguous environments
• E-signature and CLM solution knowledge
• Intelligent Agreement Management platform understanding
• Multi-threaded account engagement
• Travel readiness and territory management

Benefits

• Competitive base salary with uncapped variable incentive pay based on sales performance
• Restricted Stock Units (RSUs) eligibility
• Comprehensive health benefits plans with 100% employer-paid options from day one
• Generous Paid Time Off and paid company holidays
• Paid Parental Leave up to six months
• Retirement plans with employer contributions
• Learning and Development programs including coaching, online courses, and tuition reimbursement
• Compassionate Care Leave for life-changing events

DocuSign is an Equal Opportunity Employer.