Enterprise Market Development Representative

Location: San Francisco, California

Department: Global Sales Development

Work Mode: Hybrid

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 bold ideas drive transformation in how the world agrees, and thrive in a high-growth SaaS environment committed to trust, equality, and making a global impact. As an Enterprise Market Development Representative (MDR) in Global Sales Development, you’ll be the frontline engine generating pipeline for our enterprise sales teams. Spend 80% of your time mastering outbound prospecting via calls and targeted emails to decision-makers in core verticals, qualifying leads by uncovering business strategy needs and aligning DocuSign’s e-signature, CLM, and agreement automation solutions. This individual contributor role reports to the Manager, MDR, offering hands-on training in strategic selling, account research, and CRM mastery—perfect for launching or accelerating your SaaS sales career in a dynamic, innovative company. Key to success: Make high-impact outbound calls offering tailored solutions to streamline business processes; schedule meetings with Account Executives across Enterprise segments; leverage Salesforce to log activities and spot opportunities; and partner with Marketing on email/LinkedIn campaigns to amplify DocuSign’s brand. Hybrid designation requires minimum 2 days weekly in-office. Excel here with drive, relationship-building, and communication skills, contributing to our mission of transforming agreements worldwide.

Key Responsibilities

• Generate new business through high-volume outbound calls and targeted emails to prospects in DocuSign’s core vertical markets
• Qualify prospective customers by asking targeted questions about their business strategy and pain points
• Align DocuSign’s Intelligent Agreement Management, e-signature, and CLM solutions to solve business process challenges
• Schedule qualified appointments between prospects and Account Executives across SMB, Mid-Market, or Enterprise verticals
• Strategically use CRM (e.g., Salesforce) to record interactions, track opportunities, and manage assigned territories
• Research targeted accounts to personalize outreach and demonstrate value of DocuSign’s platform
• Collaborate with Marketing to develop email and LinkedIn campaigns enhancing company and personal brand awareness
• Leverage hands-on training in strategic selling to accelerate ramp-up and exceed pipeline goals
• Identify upsell opportunities within existing territories and contribute to team quota attainment
• Maintain accurate activity logs and forecasting to support sales leadership decisions
• Prospect 80% of time via phone, focusing on enterprise-level decision-makers seeking agreement automation

Required Qualifications

• BA/BS degree or equivalent sales-related experience
• 1+ years of experience in a client or customer-facing role
• Demonstrated ability to prospect and generate new business opportunities
• Proficiency in using CRM tools such as Salesforce to manage leads and territories
• Strong understanding of outbound sales techniques including cold calling and emailing
• Ability to qualify prospects through strategic questioning aligned with business needs
• Comfortable spending 80% of time on phone prospecting in a high-volume environment
• Authorized to work full-time in the United States without sponsorship

Preferred Qualifications

• Prior experience in the SaaS industry, particularly e-signature or agreement management
• Experience targeting enterprise accounts in core vertical markets
• Hands-on experience with LinkedIn Sales Navigator or similar tools
• Proven track record of scheduling meetings with Account Executives
• Familiarity with DocuSign's Intelligent Agreement Management platform
• Background in sales development within SMB, Mid-Market, or Enterprise segments

Required Skills

• Outbound prospecting and cold calling
• Lead qualification and needs assessment
• CRM proficiency (Salesforce)
• Email campaign creation and optimization
• LinkedIn outreach and social selling
• Territory management and opportunity tracking
• Strategic account research
• Excellent verbal communication
• Persuasive written communication
• Relationship building
• Resilience in high-volume rejection environment
• Time management and prioritization
• Understanding of SaaS sales cycles
• Knowledge of e-signature and CLM solutions
• Business acumen for enterprise verticals
• Goal-oriented mindset
• Collaborative teamwork with marketing and AEs

Benefits

• Competitive hourly pay with variable sales incentive based on quota 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 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
• Hybrid work model with minimum 2 days in-office per week
• Global benefits tailored to region with focus on employee well-being

DocuSign is an Equal Opportunity Employer.