Large Enterprise, Account Executive CLM -Platform Specialist, GSO

Location: Florida, United States

Department: Sales & Partnerships

Work Mode: Remote

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 drives innovation in agreement management. The Large Enterprise Account Executive, CLM - Platform Specialist in Global Sales Organization (GSO) builds Enterprise-level relationships, sells DocuSign’s CLM solution as part of our IAM platform, and owns deals end-to-end. This hybrid role focuses on net-new customer acquisition and expansion within existing customers in an assigned geography or vertical. Reporting to the Area Vice President, Sales, you’ll thrive as a curious strategic hunter with exceptional relationship-building skills in this individual contributor position. Embrace DocuSign’s innovative culture where bold ideas and customer success fuel our mission to make the world more agreeable. Key responsibilities include achieving sales quota for IAM and CLM products, cultivating Salesforce and System Integrator partnerships for pipeline, qualifying opportunities per DocuSign methodology, closing net-new and expansion deals across IT/Procurement/Senior Management, leveraging internal experts, forecasting accurately, and collaborating across pre/post-sales teams. Travel up to 25% to engage customers directly. This remote role offers flexibility while demanding high impact in a fast-paced, inclusive environment committed to diversity, trust, and excellence.

Key Responsibilities

• Drive success of DocuSign’s Intelligent Agreement Management (IAM) and Contract Lifecycle Management (CLM) product goals by achieving individual sales quota
• Build and nurture Enterprise-level relationships to sell DocuSign’s CLM solutions and own deals end-to-end
• Acquire net-new customers while expanding within existing accounts in assigned geography or vertical
• Cultivate partnerships with ecosystem players like Salesforce and Global/Regional System Integrators to generate pipeline
• Qualify opportunities using DocuSign’s sales methodology, focusing on customer fit and success criteria
• Identify, cultivate, and close net-new IAM/CLM business plus upsell/cross-sell across IT, Procurement, and Senior Management
• Leverage internal resources including Senior Executives, Presales, Professional Services, and Legal in sales campaigns
• Collaborate with DocuSign peers and partners to deliver compelling joint value propositions
• Forecast sales activity and revenue accurately using DocuSign’s sales tools and processes
• Engage pre- and post-sales teams such as SDRs, solutions engineers, account managers, and support functions
• Travel as necessary, typically 25%, to meet customers and advance opportunities

Required Qualifications

• 8+ years of direct multi-solution software sales experience in a quota-carrying role selling into Enterprise accounts
• Proven track record of managing and closing complex sales cycles with consistent quota attainment or exceedance
• Experience owning deals end-to-end, including net-new acquisition and expansion within existing Enterprise customers
• Strong portfolio of C-Level relationships across diverse Enterprise accounts in assigned geography or vertical
• Demonstrated success in closing $1M+ deals and managing multiple large Enterprise accounts simultaneously
• Willingness to travel 25% or more as needed to build relationships and close opportunities
• Authorized to work full-time in the United States without sponsorship
• Familiarity with Google Suite for collaboration and productivity

Preferred Qualifications

• 12+ years of Enterprise-level SaaS sales experience in cloud-based technologies
• Direct experience selling Contract Lifecycle Management (CLM) solutions
• Proven success in multi-solution specialty sales cycles with Intelligent Agreement Management platforms
• Established relationships with ecosystem partners like Salesforce and System Integrators
• Background in e-signature or agreement management sales within innovative tech environments
• Experience driving upsell and cross-sell opportunities across IT, Procurement, and Senior Management

Required Skills

• Enterprise software sales expertise
• Quota-carrying sales track record
• Complex sales cycle management
• C-Level relationship building
• Contract Lifecycle Management (CLM) knowledge
• Intelligent Agreement Management platform experience
• E-signature solutions sales
• Pipeline generation and forecasting
• Strategic hunting and curiosity
• Partner ecosystem collaboration (e.g., Salesforce, SIs)
• Upsell and cross-sell proficiency
• Google Suite proficiency
• DocuSign sales methodology
• Travel readiness (25%+)
• Internal resource leveraging
• Joint value proposition development

Benefits

• Competitive base salary plus uncapped variable incentive pay based on sales performance
• Restricted Stock Units (RSUs) eligibility
• Comprehensive health benefits with 100% employer-paid options from day one
• Generous Paid Time Off and paid company holidays
• Paid Parental Leave up to six months
• Retirement plans with employer contribution potential
• Learning and Development including coaching, online courses, and education reimbursements
• Compassionate Care Leave for life-changing events

DocuSign is an Equal Opportunity Employer.