CLM Platform Sales Specialist, Japan

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 the process of doing business and simplify people’s lives. With intelligent agreement management, Docusign unleashes business-critical data trapped inside of documents—previously disconnected from business systems of record, costing businesses 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 seamlessly. The CLM Platform Sales Specialist, Japan, is responsible for building Enterprise-level relationships, selling Docusign’s Contract Lifecycle Management solution (CLM), and owning deals end-to-end. This hybrid role focuses on acquiring net-new customers and driving expansion within existing accounts in Japan, targeting verticals like Financial Services and Insurance, Public Sector, Healthcare and Life Sciences. Reporting to the VP, Global CLM, you’ll be a curious strategic hunter with exceptional relationship-building skills, thriving in DocuSign’s innovative culture that values trust, equality, and bold ideas. As an individual contributor, you’ll drive CLM product goals by smashing sales quotas, partnering with ecosystems like Salesforce, and leveraging DocuSign’s e-signature leadership to deliver transformative value. In this role, you’ll qualify opportunities using DocuSign’s methodology, close complex multi-solution deals, and collaborate with internal teams and partners to unlock operational efficiencies. Hybrid designation requires minimum 2 days per week in our Tokyo office, with 25%+ travel to engage Japanese Enterprises. Join DocuSign to feel deep pride in pioneering agreement innovation, supported by a world-class team committed to making the world more agreeable.

Key Responsibilities

• Drive success of DocuSign’s Contract Lifecycle Management (CLM) product goals by achieving individual sales quotas in Japan through net-new acquisitions and expansions
• Build and cultivate Enterprise-level relationships to sell DocuSign’s CLM solutions integrated with e-signature and Intelligent Agreement Management capabilities
• Own deals end-to-end in assigned geography or verticals (Financial Services & Insurance, Public Sector, Healthcare & Life Sciences), identifying upsell and cross-sell opportunities across IT, Procurement, and Senior Management
• Qualify sales opportunities using DocuSign’s sales methodology, focusing on customer fit, success criteria, and alignment with business-critical agreement processes
• Cultivate relationships with ecosystem partners like Salesforce and Global/Regional System Integrators to generate pipeline and deliver joint value propositions
• Leverage internal resources including Senior Executives, Presales, Professional Services, and Legal to execute high-impact sales campaigns
• Collaborate effectively with peers at DocuSign’s key partners to co-sell innovative CLM solutions tailored to Japanese Enterprise needs
• Forecast sales activity and revenue accurately using DocuSign’s sales tools, ensuring visibility into complex multi-solution deals
• Articulate how DocuSign’s CLM platform unleashes business-critical data trapped in documents, accelerating agreement processes and simplifying operations
• Support RFP responses and strategic pursuits to win large Enterprise deals in Japan’s competitive market

Required Qualifications

• Strong understanding of the Contract Lifecycle Management (CLM) space, including key use cases, customer pain points, and how it integrates with intelligent agreement management platforms
• Direct multi-solution software sales experience in a quota-carrying role selling into Enterprise accounts in Japan, including managing and closing complex sales cycles with a proven track record of meeting or exceeding sales quotas
• Experience owning deals end-to-end, from pipeline generation to closure, in a hybrid role focused on net-new customer acquisition and expansion within existing accounts
• Demonstrated ability to build and nurture Enterprise-level relationships across IT, Procurement, and Senior Management in assigned verticals or geography
• Proficiency in DocuSign’s sales methodology for qualifying opportunities based on customer fit, success criteria, and alignment with e-signature and CLM solutions
• Willingness to travel 25% or more as needed within Japan and regionally to support sales campaigns and customer engagements
• Familiarity with Google Suite for collaboration and sales forecasting tools

Preferred Qualifications

• Domain expertise in Financial Services and Insurance, Public Sector, Healthcare and Life Sciences, or the Japan market
• Proven experience in an overlay sales role, partnering effectively with Enterprise Account Executives to drive joint value propositions
• Track record of closing $1M+ deals and managing multiple large Enterprise accounts, including complex multi-solution sales cycles
• Strong portfolio of C-Level contacts within Enterprise accounts across diverse industries in Japan
• Direct experience selling Contract Lifecycle Management (CLM) solutions, with ability to articulate value in addressing operational inefficiencies via DocuSign's Intelligent Agreement Management platform
• Confident in managing complex RFPs and adding strategic value in joint selling motions with partners like Salesforce and System Integrators

Required Skills

• Enterprise software sales expertise
• Contract Lifecycle Management (CLM) knowledge
• Quota-carrying sales track record
• Complex sales cycle management
• Relationship building at C-level
• Strategic hunting and pipeline generation
• Partner ecosystem collaboration (e.g., Salesforce, SIs)
• RFP and procurement process navigation
• Sales forecasting and CRM proficiency
• Google Suite mastery
• Intelligent Agreement Management articulation
• E-signature solution integration
• Domain knowledge in Financial Services, Insurance, Public Sector, Healthcare
• Japanese market and cultural fluency
• Cross-functional team leverage
• Value proposition development
• Customer pain point diagnosis
• Upsell and cross-sell execution

Benefits

• Competitive base salary plus uncapped commission structure with proven path to high earnings
• Comprehensive health, dental, and vision insurance with generous coverage
• 401(k) matching and employee stock purchase plan for long-term financial growth
• Flexible hybrid work model with minimum 2 days in-office per week at Tokyo location
• Unlimited PTO and wellness days to support work-life balance
• Professional development stipend and access to DocuSign University for sales training
• Parental leave, fertility benefits, and family-forming support
• Employee Assistance Program (EAP) and mental health resources
• Global volunteer time off and community impact programs aligned with DocuSign’s innovation culture

DocuSign is an Equal Opportunity Employer.