Account Executive, SMB

Location: Tokyo, Japan

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, connecting it to 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 (SMB) is a highly motivated self-starter responsible for developing and closing new business or expanding our footprint with current customers in the SMB segment. Success in this role demands eagerness to learn, rapid adaptability, and comfort with ambiguity. AEs focus on acquiring new customers and selling additional use cases, products, and services into existing accounts, leveraging DocuSign's e-signature leadership and Intelligent Agreement Management platform. This individual contributor role, reporting to the Manager, Commercial Sales, emphasizes exceeding monthly/quarterly quotas, proactive deal management, forecast accuracy, and driving adoption through collaboration with internal teams and the DocuSign partner ecosystem. Key responsibilities include building sales pipelines via territory prospecting, delivering customized demos showcasing e-signature innovation, negotiating contracts, and partnering with Sales Development Reps, Solutions Engineers, and more. Travel is typically 10%. This hybrid role requires minimum 2 days per week in-office. Join our innovative culture where trust, equality, and world-changing impact define every day.

Key Responsibilities

• Drive company success by consistently exceeding individual monthly and quarterly sales quotas within SMB segment
• Build and manage 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 demos highlighting DocuSign's e-signature and Intelligent Agreement Management capabilities
• Craft, negotiate, and close enterprise-level proposals and contracts
• Maintain accurate sales activity and revenue forecasts using Salesforce and other sales tools
• Collaborate effectively with Sales Development Reps, Solutions Engineers, Account Managers, Partner Account Managers, Legal, Security, Professional Services, and Customer Support
• Promote customer adoption and usage of DocuSign solutions in partnership with internal teams and the DocuSign ecosystem
• Proactively manage deals to ensure high forecast accuracy and pipeline velocity
• Travel as necessary, typically up to 10%, to support customer engagements
• Identify and sell additional use cases, products, and services into existing accounts to expand DocuSign footprint

Required Qualifications

• BA/BS degree or equivalent relevant work experience
• Proficiency in computer applications including Salesforce.com, Microsoft Word, PowerPoint, and Excel
• Experience in IT industry and multinational environments
• English language proficiency at intermediate level or above
• Demonstrated ability to thrive in a fast-paced, ambiguous environment
• 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 full software sales cycles
• History of consistently over-achieving sales quotas in previous roles
• Background in SaaS sales, particularly e-signature or agreement management solutions
• Familiarity with DocuSign's Intelligent Agreement Management platform
• Experience collaborating with cross-functional teams in global settings

Required Skills

• Salesforce.com proficiency
• Microsoft Office Suite (Word, PowerPoint, Excel)
• Prospecting and pipeline management
• Sales forecasting and quota attainment
• Demo presentation and storytelling
• Contract negotiation
• Cross-functional collaboration
• Customer adoption and expansion strategies
• E-signature and agreement management knowledge
• SMB sales cycle expertise
• Adaptability in ambiguous environments
• Self-motivation and proactive mindset
• Forecast accuracy
• Territory management
• Virtual selling techniques
• Partner ecosystem engagement
• Data-driven decision making

Benefits

• Comprehensive health, dental, and vision insurance coverage
• 401(k) retirement savings plan with company matching
• Unlimited PTO and flexible time off policies
• Professional development stipend and learning opportunities
• Stock purchase program and employee stock options
• Hybrid work model with collaborative office spaces
• Wellness programs including mental health support
• Parental leave and family-friendly benefits
• Volunteer time off and community impact initiatives

DocuSign is an Equal Opportunity Employer.