Account Executive, SMG

Location: United States; Florida, United States; Illinois, United States; Indiana, United States; New York, United States; Texas, United States; Virginia, United States

Department: Sales & Partnerships

Work Mode: Remote

About the Role

DocuSign brings agreements to life, empowering over 1.5 million customers and a billion people across 180 countries to accelerate business and simplify lives through our Intelligent Agreement Management platform. As the #1 company in e-signature and contract lifecycle management (CLM), we unleash trapped data from documents, connecting it to core business systems to save time, money, and unlock opportunities. Join our innovative culture where trust, equality, and bold ideas drive us to make the world more agreeable. As an Account Executive, SMG (Strategic Mid-Market Growth), you are a highly motivated self-starter responsible for developing and closing new business or expanding our footprint in assigned geographic territories targeting Enterprise accounts. Eager to learn and adapt quickly in a dynamic environment with some ambiguity, you will focus on acquiring net-new logos and selling additional use cases for our e-signature, CLM, and intelligent agreement solutions into existing accounts. Reporting to the Regional Vice President, SMG, this individual contributor role demands accountability for exceeding monthly/quarterly quotas, proactive deal management, forecast accuracy, and driving adoption in collaboration with internal teams and our partner ecosystem. In this remote position, you will find and close opportunities for net-new Enterprise customers, expand usage within accounts, negotiate complex proposals, deliver compelling demos, and forecast precisely using Salesforce. Thrive in DocuSign's inclusive culture committed to diversity, employee success, and innovation—where your overachievement will contribute to our mission of transforming agreements into actionable intelligence. We offer competitive pay (e.g., CA: $26.83-$38.26/hour, plus bonuses), comprehensive benefits, and a workplace where everyone belongs.

Key Responsibilities

• Find, run, and close sales opportunities for net-new Enterprise logos in assigned geographic territory
• Expand DocuSign's footprint within existing Enterprise customer accounts by selling additional use cases, products, and services
• Drive company goals by consistently achieving and exceeding individual monthly and quarterly sales quotas
• Develop and negotiate enterprise-level proposals and contracts for intelligent agreement management solutions
• Craft and deliver customized sales presentations and product demonstrations via phone, online demos, and in-person
• Forecast sales activity and revenue accurately using Salesforce and other sales tools
• Collaborate effectively with cross-functional internal teams and the broader DocuSign partner ecosystem
• Proactively manage deals, ensure forecast accuracy, and drive customer adoption and usage of e-signature and CLM platforms
• Adapt quickly to market changes while acquiring new customers and promoting DocuSign's innovative solutions

Required Qualifications

• BS/BA degree or equivalent relevant sales experience
• Experience managing and closing complex sales cycles in enterprise environments
• Demonstrated ability to over-achieve sales quotas in previous roles
• Track record of ranking in the top 10-20% of sales performers at prior companies
• Proficiency in computer applications, including Salesforce.com, Microsoft Word, PowerPoint, and Excel
• Excellent verbal and written communication skills
• Authorization to work full-time in the United States without sponsorship

Preferred Qualifications

• 2+ years of prior sales experience closing net-new business for SaaS offerings
• Experience selling e-signature, CLM, or intelligent agreement management solutions
• Proven success in enterprise account expansion and net-new logo acquisition
• Familiarity with DocuSign's partner ecosystem and cross-functional collaboration
• Comfort navigating ambiguity in fast-paced, innovative tech environments

Required Skills

• Enterprise sales expertise
• SaaS sales closing proficiency
• Complex sales cycle management
• Quota over-achievement
• Salesforce.com proficiency
• Microsoft Office Suite (Word, PowerPoint, Excel)
• Excellent verbal communication
• Strong written communication
• Negotiation and contract development
• Forecasting and pipeline management
• Customer adoption driving
• Cross-functional collaboration
• Presentation and demo delivery
• Territory management
• Adaptability in ambiguous environments
• E-signature and CLM product knowledge
• Partner ecosystem engagement

Benefits

• Competitive base pay with variable incentive bonus based on sales goal achievement
• Paid Time Off including earned time off and company holidays
• Paid Parental Leave up to six months for birth, adoption, or foster care
• Comprehensive Health Benefits Plans with 100% employer-paid options from day one
• Retirement Plans with potential employer contributions
• Learning and Development including coaching, online courses, and education reimbursements
• Compassionate Care Leave for life-changing events
• Remote work designation with flexibility and global benefits options

DocuSign is an Equal Opportunity Employer.