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 through intelligent agreement management. As the #1 company in e-signature and contract lifecycle management (CLM), DocuSign unleashes business-critical data trapped in documents, connecting it to systems of record to save time, money, and opportunity. Join our innovative culture where bold ideas transform how the world agrees. As an Account Executive, Small to Medium Business (SMB), you are a highly motivated self-starter responsible for developing and closing new business or expanding our footprint with current customers in the SMB segment. Reporting to the Manager, SMB, this individual contributor role demands eagerness to learn, quick adaptability, and comfort with ambiguity. You will focus on acquiring new customers and selling additional use cases for our e-signature, CLM, and Intelligent Agreement Management platform into existing accounts, while exceeding monthly and quarterly quotas through proactive deal management, forecast accuracy, and driving adoption in collaboration with internal teams and the DocuSign partner ecosystem. Key responsibilities include building and managing a sales pipeline via prospecting in your assigned territory, delivering customized presentations and demos, crafting enterprise-level proposals, and negotiating contracts. Leverage Salesforce for precise forecasting, engage cross-functional resources like Solutions Engineers and Partner Account Managers, and travel up to 10% as needed. This hybrid role requires minimum 2 days per week in-office, embodying DocuSign's commitment to trust, equality, and innovation. What you bring: BA/BS or equivalent experience, proficiency in Salesforce and Microsoft tools, IT/multinational background, and intermediate English. Preferred: Proven software sales cycles, quota over-achievement, and SaaS experience. At DocuSign, you'll thrive in a culture that listens, values equality, and empowers you to make the world more agreeable—while enjoying competitive pay, unlimited PTO, and growth opportunities.

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 SMB or Mid-Market territory
• Develop and deliver customized sales presentations and product demonstrations via phone and online platforms
• Craft, negotiate, and close enterprise-level proposals and contracts for DocuSign's Intelligent Agreement Management platform
• 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
• Engage pre- and post-sales resources including Legal, Security, Professional Services, and Customer Support
• Drive customer adoption and usage of e-signature and CLM solutions to expand footprint in existing accounts
• Travel as necessary, typically up to 10%, to support customer engagements
• Proactively manage deals to ensure forecast accuracy and quota attainment in alignment with DocuSign's innovation culture

Required Qualifications

• BA/BS degree or equivalent relevant work experience
• Proficiency in computer applications including Salesforce.com, Microsoft Word, PowerPoint, and Excel
• Intermediate level English proficiency or above
• Experience in IT industry or multinational environments
• Demonstrated ability to thrive in fast-paced, ambiguous environments
• Proven track record of accurate sales forecasting and pipeline management
• Comfortable with hybrid work model requiring minimum 2 days per week in-office

Preferred Qualifications

• Experience managing and closing software sales cycles, particularly in SaaS
• History of over-achieving sales quotas in previous roles
• Background in e-signature, contract lifecycle management (CLM), or intelligent agreement management solutions
• Familiarity with SMB or Mid-Market sales territories
• Experience collaborating with cross-functional teams in a partner ecosystem

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
• SMB/Mid-Market sales expertise
• E-signature and CLM product knowledge
• Customer adoption and expansion strategies
• Self-starter mindset
• Adaptability to ambiguity
• Quota over-achievement drive
• Microsoft Office Suite (Word, PowerPoint, Excel)
• Virtual selling via phone and online tools
• Partner ecosystem navigation
• Data-driven decision making

Benefits

• Competitive base salary plus uncapped commission structure
• Comprehensive health, dental, and vision insurance
• 401(k) matching and employee stock purchase plan
• 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 global employee discounts

DocuSign is an Equal Opportunity Employer.