Account Executive, SMB

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. 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 opportunity. 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), SMB (Install) is a highly motivated self-starter responsible for developing and closing new business or expanding our footprint with current SMB customers. Reporting to the Regional Vice President, SMB, this individual contributor role focuses on acquiring new customers and selling additional use cases for our e-signature, CLM, and Intelligent Agreement Management solutions. Success requires eagerness to learn, quick adaptation, comfort with ambiguity, and accountability for exceeding monthly/quarterly quotas, proactive deal management, forecast accuracy, and driving adoption in collaboration with internal teams and the DocuSign partner ecosystem. In this hybrid role (minimum 2 days/week in-office), you will prospect in assigned territories, deliver compelling demos, negotiate contracts, and leverage cross-functional resources like SDRs, Solutions Engineers, and Professional Services. Travel up to 10% may be required. Join our innovation-driven culture where bold ideas transform agreements, and thrive in a high-growth environment committed to making the world more agreeable.

Key Responsibilities

• Drive company goals 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, video, and online platforms
• Craft, negotiate, and close enterprise-level proposals and contracts for DocuSign's Intelligent Agreement Management platform
• Accurately forecast sales activity and revenue using Salesforce and other sales tools
• Collaborate with pre-sales and post-sales teams including SDRs, MDRs, Solutions Engineers, Account Managers, and Partner Account Managers
• Drive customer adoption and usage of e-signature, CLM, and related products in new and existing accounts
• Partner with Legal, Security, Professional Services, and Customer Support to ensure seamless deal execution
• Expand DocuSign's footprint by selling additional use cases, products, and services into current SMB customers
• Leverage the broader DocuSign partner ecosystem to accelerate revenue growth
• Maintain proactive deal management and forecast accuracy in a dynamic sales environment
• Travel as necessary (up to 10%) to support customer engagements and team activities

Required Qualifications

• BA/BS degree or equivalent relevant work experience
• 3+ years of experience in software sales, preferably in SaaS or IT industry
• Proven track record of managing and closing full sales cycles
• Demonstrated ability to consistently over-achieve sales quotas
• Proficiency in Salesforce.com and standard business tools (Microsoft Word, PowerPoint, Excel)
• Experience thriving in fast-paced, multinational environments
• Comfortable with ambiguity and rapid adaptation to new processes
• Willingness to travel up to 10% as needed

Preferred Qualifications

• Experience selling e-signature, CLM, or intelligent agreement management solutions
• Background in SMB or Mid-Market sales segments
• Proven success in pipeline development and prospecting
• Familiarity with DocuSign's partner ecosystem
• IT industry sales experience with multinational clients

Required Skills

• Salesforce.com proficiency
• Pipeline management and prospecting
• Quota overachievement
• Sales forecasting accuracy
• Product demonstration and presentation skills
• Contract negotiation
• E-signature and CLM solution knowledge
• SMB/Mid-Market sales expertise
• Cross-functional collaboration
• Customer adoption driving
• Adaptability in ambiguous environments
• Self-starter motivation
• Microsoft Office Suite (Word, PowerPoint, Excel)
• Video conferencing and virtual selling
• Partner ecosystem navigation
• Deal management
• Territory management
• Revenue growth strategies

Benefits

• Competitive base salary plus uncapped commission and performance bonuses
• Comprehensive health, dental, and vision insurance coverage
• 401(k) retirement savings plan with company match
• Flexible time off policy including unlimited PTO for eligible roles
• Professional development stipend and access to DocuSign University training
• Stock purchase plan and employee stock purchase program
• Hybrid work model with wellness reimbursement and home office setup
• Parental leave, fertility benefits, and family-forming support
• Volunteer time off and community impact programs

DocuSign is an Equal Opportunity Employer.