Account Executive, Strategic Enterprise

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. 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 opportunities. As the #1 company in e-signature and contract lifecycle management (CLM), DocuSign empowers enterprises to create, commit, and manage agreements innovatively. As an Account Executive, Strategic Enterprise, you are a highly motivated self-starter responsible for developing and closing new business or expanding our footprint in current customers within an assigned geographic territory in Japan. Reporting to the Regional Vice President - Enterprise, Japan, this individual contributor role demands exceeding monthly and quarterly quotas, proactive deal management, forecast accuracy, and driving adoption of DocuSign's e-signature and CLM solutions. You will collaborate with internal teams and our partner ecosystem to engage enterprise prospects, positioning DocuSign as the leader in intelligent agreement management. Success requires building and managing sales pipelines through prospecting, navigating complex sales cycles with C-level executives, and leveraging pre/post-sales resources like Solutions Engineers and Partner Account Managers. Eager to learn and adapt in our innovation-driven culture, you will forecast accurately, travel as needed (typically 10%), and contribute to team goals. This hybrid role (minimum 2 days/week in-office) offers the chance to thrive in a high-impact environment where your overachievement directly fuels DocuSign's growth in Japan. At DocuSign, we build trust and make the world more agreeable. Everything is equal—every team member has the opportunity to succeed, innovate, and feel pride in transformative work. Join us to love what you do and make a global impact.

Key Responsibilities

• Drive company success by achieving and exceeding individual monthly and quarterly sales quotas in assigned geographic territory or core verticals
• Develop and manage a robust sales pipeline through proactive prospecting and lead generation efforts
• Forecast sales activity and revenue accurately using DocuSign's sales tools and methodologies
• Close new business deals and expand footprint within existing strategic enterprise customers
• Collaborate with pre-sales and post-sales teams including SDRs, MDRs, Solutions Engineers, Account Managers, Partner Account Managers, Legal, Security, Professional Services, and Customer Support
• Engage C-level executives and senior decision makers to navigate complex sales cycles
• Drive customer adoption and usage of DocuSign's Intelligent Agreement Management platform, e-signature, and CLM solutions
• Proactively manage deals, ensure forecast accuracy, and contribute to team goals
• Travel as necessary, typically 10%, to meet customers and attend events
• Stay ahead of market trends in agreement management and SaaS innovation to position DocuSign competitively

Required Qualifications

• BS/BA degree or equivalent relevant experience
• 12+ years of experience in an Account Executive or equivalent quota-carrying sales role
• Proven track record of direct sales experience in an Enterprise Account Executive role, consistently over-achieving quotas (top 10-20% of company)
• Experience selling SaaS/cloud solutions to enterprise-level organizations
• Demonstrated success managing and closing complex sales cycles with senior decision makers and C-level executives
• Fluency in Japanese and business-level proficiency in English
• Proficient in computer applications including Microsoft Word, PowerPoint, and Excel

Preferred Qualifications

• Experience in the e-signature, contract lifecycle management (CLM), or intelligent agreement management space
• Prior success selling to strategic enterprise accounts in Japan
• Familiarity with DocuSign's partner ecosystem and collaborative sales motions
• MBA or advanced degree in business or related field
• Experience with CRM tools like Salesforce and sales forecasting methodologies

Required Skills

• Expertise in SaaS sales cycles and enterprise solution selling
• Strong prospecting and pipeline management
• Accurate sales forecasting and CRM proficiency (e.g., Salesforce)
• C-level executive engagement and negotiation
• Deep knowledge of e-signature, CLM, and intelligent agreement management
• Cross-functional collaboration and team influence
• Quota over-achievement and results-driven mindset
• Adaptability in fast-paced, innovative tech environment
• Fluent Japanese and business-level English communication
• Microsoft Office Suite proficiency (Word, PowerPoint, Excel)
• Strategic territory planning and vertical market expertise
• Customer adoption and usage driving
• Deal management and objection handling
• Travel readiness and relationship building
• Data-driven decision making

Benefits

• Competitive base salary, uncapped commissions, and performance-based incentives
• Comprehensive health, dental, and vision insurance with generous coverage
• 401(k) matching and employee stock purchase plan
• Unlimited PTO and flexible hybrid work model (minimum 2 days/week in-office)
• Professional development stipend and access to DocuSign University training
• Wellness programs including gym memberships and mental health support
• Parental leave and family-friendly policies
• Volunteer time off and community impact programs
• Employee referral bonuses and global recognition programs

DocuSign is an Equal Opportunity Employer.