Account Executive, Small to Medium Business

Location: Mexico City, Mexico

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, integrating it with 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. The Account Executive (AE) for Small-to-Medium Business is a highly motivated self-starter responsible for developing and closing new business or expanding our footprint with current SMB customers. Success in this role requires eagerness to learn, quick adaptability, and comfort with ambiguity. AEs focus on acquiring new customers and selling additional use cases, products, and services into existing accounts, while exceeding monthly and quarterly quotas. This individual contributor role reports to the Sales Manager, SMB, and involves proactive deal management, forecast accuracy, and driving adoption in collaboration with internal teams and the DocuSign partner ecosystem. In this hybrid position (minimum 2 days per week in-office), you will build sales pipelines through prospecting, deliver customized demos showcasing e-signature and CLM innovations, negotiate contracts, and leverage tools like Salesforce for precise forecasting. Travel is typically 10%. Join DocuSign's innovative culture where trust, equality, and impact drive us to make the world more agreeable. Feel pride in contributing to a platform that transforms how businesses operate globally.

Key Responsibilities

• Drive company success by achieving and exceeding individual monthly and quarterly sales quotas within the SMB segment
• Build and manage a robust sales pipeline through proactive prospecting in assigned territory
• Develop and deliver customized sales presentations and product demonstrations via phone and online demos highlighting DocuSign's e-signature and CLM solutions
• Craft, negotiate, and close enterprise-level proposals and contracts
• Forecast sales activity and revenue accurately using Salesforce and other sales tools
• Collaborate with Sales Development Representatives, Solutions Engineers, Account Managers, and Partner Account Managers to drive deals
• Engage Legal, Security, Professional Services, and Customer Support teams for seamless deal execution
• Drive customer adoption and usage of DocuSign's Intelligent Agreement Management platform
• Expand footprint in existing accounts by selling additional use cases, products, and services
• Travel as necessary, typically 10%, to support customer engagements
• Maintain proactive deal management and forecast accuracy in collaboration with the broader DocuSign ecosystem

Required Qualifications

• BA/BS degree or equivalent relevant work experience
• 3+ years of experience in sales within the IT or SaaS industry
• Proven track record of managing and closing software sales cycles
• Demonstrated ability to consistently over-achieve sales quotas in previous roles
• Proficiency in computer applications including Salesforce.com, Microsoft Word, PowerPoint, and Excel
• Experience working in multinational environments
• Comfortable operating in a fast-paced environment with ambiguity

Preferred Qualifications

• Experience selling e-signature or contract lifecycle management (CLM) solutions
• Background in intelligent agreement management or document workflow technologies
• Proven success in SMB or Mid-Market sales segments
• Familiarity with DocuSign's partner ecosystem
• Experience collaborating with cross-functional teams including Solutions Engineers and Legal

Required Skills

• Salesforce.com proficiency
• Prospecting and pipeline management
• Sales presentation and demo delivery
• Contract negotiation and closing
• Accurate forecasting and reporting
• Cross-functional collaboration
• E-signature and CLM solution knowledge
• SMB/Mid-Market sales expertise
• Customer adoption and expansion strategies
• Self-starter with high motivation
• Adaptability in ambiguous environments
• Microsoft Office Suite (Word, PowerPoint, Excel)
• Territory management
• Partner ecosystem engagement
• Proactive deal management
• Travel readiness

Benefits

• Competitive base salary plus uncapped commission structure
• Comprehensive health, dental, and vision insurance
• 401(k) matching and employee stock purchase program
• Unlimited PTO and flexible hybrid work model
• Professional development stipend and sales training programs
• Wellness programs including gym memberships and mental health support
• Parental leave and family planning benefits
• Volunteer time off and community impact initiatives
• DocuSign product perks and employee discounts

DocuSign is an Equal Opportunity Employer.