Account Executive, SMB

Location: Munich, Germany; Dublin, Ireland

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 trust, equality, and world-changing impact drive everything we do. The Account Executive, SMB is a high-impact individual contributor role reporting to the Manager, SMB, blending relationship management with revenue expansion in a dynamic, fast-paced, technology-driven environment. You will manage a large portfolio of existing DocuSign clients, delivering programmatic engagement to uncover new use cases for our Agreement Cloud platform, including e-signature, CLM, and intelligent agreement solutions. By qualifying opportunities, positioning our value proposition against key business challenges, and expanding beyond initial implementations, you will drive incremental revenue growth while fostering deep customer loyalty. This hybrid role (minimum 2 days per week in-office) requires fluency in English and German, consultative SaaS sales experience, and proficiency with Salesforce.com. Thrive in our collaborative culture by enlisting clients for events, facilitating cross-functional engagements, and serving as their internal advocate. With a track record of exceeding quotas, you will maintain sophisticated product knowledge, deliver accurate forecasts, and innovate client workflows to position DocuSign as their strategic partner in agreement automation. At DocuSign, everything is equal. We commit to listening, honesty, and doing what's right, ensuring every team member has equal opportunity to succeed, innovate, and build lasting relationships. Feel deep pride in your contributions that make the world more agreeable—join us and be part of a loved, impactful team. #LI-Hybrid #LI-VT1

Key Responsibilities

• Deliver programmatic engagement with existing DocuSign clients to develop and maintain relationships while uncovering additional use cases for intelligent agreement management and e-signature solutions
• Qualify sales opportunities based on DocuSign’s sales methodology, including client fit and success criteria for the Agreement Cloud
• Position DocuSign's value proposition as part of the overall business solution, linking benefits to key client business issues
• Expand the DocuSign solution beyond initial implementation by presenting, recommending, and upselling new products, services, and partner solutions
• Process sales orders and facilitate seamless customer onboarding to accelerate agreement workflows
• Handle customer needs for engagement with DocuSign resources such as professional services, training, product management, and marketing
• Enlist customers to participate and/or speak at DocuSign and partner events to showcase e-signature innovation
• Provide accurate, timely reports, and forecasts to management
• Develop and maintain sophisticated knowledge of DocuSign’s intelligent agreement management platform, e-signature, and CLM products
• Maintain current and accurate account information, leads, and follow-ups in CRM database (Salesforce.com)
• Manage overall customer loyalty, serving as internal advocate and escalation point for clients

Required Qualifications

• Basic fluency in English and German
• Experience in consultative sales and account management, preferably within a SaaS model
• Experience using sales force automation tools (Salesforce.com), Microsoft Word, PowerPoint, and Excel
• BS/BA degree or equivalent
• Outstanding verbal and written communication skills, able to interact effectively at all levels of an organization
• Ability to work effectively as a team member as well as independently
• Willingness and ability to travel as necessary

Preferred Qualifications

• Consistent track record of meeting and/or exceeding individual sales targets and quotas
• Services/Consulting delivery experience
• Ability to handle a large volume of concurrent client relationships
• Ability to identify, critique, suggest, and implement intelligent changes to client business optimization processes
• Ability to anticipate change and prioritize accordingly

Required Skills

• Consultative sales expertise
• SaaS account management
• Salesforce.com proficiency
• Microsoft Office Suite (Word, PowerPoint, Excel)
• Relationship building and management
• Revenue expansion and upselling
• Opportunity qualification and pipeline management
• Value proposition articulation
• Customer onboarding and advocacy
• Forecasting and reporting
• Product knowledge (e-signature, CLM, intelligent agreement management)
• CRM data hygiene and management
• Cross-functional collaboration
• Adaptability in fast-paced environments
• Strategic business process optimization
• Bilingual communication (English/German)
• Presentation and public speaking

Benefits

• Competitive base salary plus uncapped commission structure
• Comprehensive health, dental, and vision insurance
• 401(k) matching and retirement savings plans
• Unlimited PTO and flexible work arrangements
• Professional development stipend and learning opportunities
• Stock purchase program and employee stock options
• Wellness programs including gym memberships and mental health support
• Parental leave and family-friendly policies
• Volunteer time off and community impact initiatives

DocuSign is an Equal Opportunity Employer.