Account Executive, Small to Medium Business

Location: Toronto, Canada

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. Our platform unleashes business-critical data trapped in documents, integrating e-signature and contract lifecycle management (CLM) to connect agreements with systems of record—saving time, money, and opportunities. As the #1 company in e-signature and CLM, we're innovating to power the future of agreements. The Account Executive (AE) for Small-to-Medium Business (Install) is a highly motivated self-starter responsible for developing and closing new business or expanding our footprint with current SMB customers. Success demands eagerness to learn DocuSign's cutting-edge e-signature and Intelligent Agreement Management solutions, quick adaptation to a dynamic sales environment, and comfort with ambiguity. AEs focus on acquiring new customers and upselling use cases, products, and services into existing accounts, while exceeding monthly/quarterly quotas, managing deals proactively, ensuring 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, SMB. In this hybrid role (minimum 2 days/week in-office), you'll prospect in your SMB/Mid-Market territory, deliver compelling demos, negotiate contracts, and leverage tools like Salesforce to forecast accurately. Travel is up to 10%. Join our innovation-driven culture where bold ideas transform industries, and every agreement signed advances a more agreeable world. At DocuSign, we build trust, embrace equality, and empower you to do the work of your life.

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 targeting SMB and Mid-Market accounts
• Develop and deliver customized sales presentations and product demonstrations via phone, online demos, and in-person meetings
• Craft, negotiate, and close enterprise-level proposals and contracts for new business and expansions
• Forecast sales activity and revenue accurately using Salesforce and other sales tools
• Collaborate with pre-sales and post-sales resources including SDRs, MDRs, Solutions Engineers, Account Managers, Partner Account Managers, Legal, Security, Professional Services, and Customer Support
• Drive customer adoption and usage of DocuSign's e-signature and Intelligent Agreement Management solutions
• Expand footprint in existing accounts by selling additional use cases, products, and services
• Proactively manage deals to ensure forecast accuracy and timely closures
• Travel as necessary, typically up to 10%, to support customer engagements and team activities

Required Qualifications

• BA/BS degree or equivalent relevant work experience
• Proven experience in software sales with a track record of managing and closing full 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
• Background in IT industry and multinational environments
• Fluency in French (written and spoken)
• Ability to thrive in a fast-paced, ambiguous environment with strong self-motivation

Preferred Qualifications

• Experience selling SaaS solutions, particularly in e-signature or agreement management
• Success in SMB or Mid-Market sales segments
• Familiarity with DocuSign's Intelligent Agreement Management platform
• Previous collaboration with cross-functional sales teams and partner ecosystems
• Track record of accurate forecasting and pipeline management in Salesforce

Required Skills

• Salesforce.com proficiency for pipeline and forecasting management
• Expertise in Microsoft Office suite (Word, PowerPoint, Excel)
• Strong prospecting and lead generation skills
• Excellent presentation and demo delivery abilities
• Negotiation and contract closing expertise
• Accurate sales forecasting and reporting
• Cross-functional collaboration and communication
• Customer-focused adoption and expansion strategies
• Self-motivation and quota over-achievement drive
• Adaptability in ambiguous, fast-paced environments
• French language fluency for multinational client interactions
• Knowledge of SaaS sales cycles and e-signature solutions
• IT industry acumen and technical sales aptitude
• Pipeline building and territory management
• Deal progression and objection handling
• Relationship building with partners and internal teams

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 matching
• Flexible time off including unlimited PTO and paid company holidays
• Stock purchase plan and employee stock purchase program
• Professional development stipend for courses, certifications, and conferences
• Hybrid work model with wellness reimbursement and home office setup support
• Parental leave, fertility assistance, and family-forming benefits
• Volunteer time off and company-wide days of service for community impact

DocuSign is an Equal Opportunity Employer.