Market Development Representative

Location: Sydney, Australia

Department: Global Sales Development

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 is at the forefront of innovation, empowering companies to create, commit, and manage agreements seamlessly. As a Market Development Representative (MDR) in our Global Sales Development team, you will generate new business through high-volume outbound calls (80% of your time) and targeted emails to prospects in core vertical markets. You’ll qualify leads by probing their business strategies and pain points, then align DocuSign’s e-signature, CLM, and intelligent agreement solutions to solve real-world process challenges. Reporting to the Manager, Market Development Representatives, this individual contributor role offers hands-on training in strategic selling, account research, and our innovative product suite—perfect for gaining deep experience in a rapidly growing SaaS leader. Key responsibilities include scheduling meetings with Account Executives across SMB, Mid-Market, and Enterprise, strategically using CRM to nurture your territory, and partnering with marketing on email/LinkedIn campaigns to amplify brand awareness. Thrive in our hybrid model (minimum 2 days/week in-office) within Docusign’s inclusive culture of trust, equality, and innovation. Join us to make the world more agreeable, feel pride in transformative work, and grow your sales career with a company loved by employees, customers, and communities worldwide. #LI-Hybrid #LI-LR1

Key Responsibilities

• Generate new business through outbound calls and targeted emails to potential clients in DocuSign’s core vertical markets
• Qualify prospective customers by asking targeted questions about their business strategy and pain points
• Leverage qualification insights to align and position DocuSign’s Intelligent Agreement Management platform, e-signature, and CLM solutions
• Schedule qualified appointments between prospects and Account Executives across SMB, Mid-Market, or Enterprise verticals
• Spend approximately 80% of time on the phone prospecting and engaging new clients
• Use CRM strategically to record interactions, track opportunities, and identify expansion potential in assigned territory
• Work closely with marketing to develop and execute email and LinkedIn campaigns to boost company and personal brand awareness
• Research targeted accounts to deliver tailored solutions that solve business process problems and accelerate agreement workflows
• Participate in hands-on training focused on strategic selling, DocuSign product offerings, and innovative sales techniques
• Collaborate with sales team to support pipeline growth and contribute to revenue targets in a fast-paced SaaS environment

Required Qualifications

• University degree or relevant tertiary qualification
• 2+ years of outbound sales experience
• Proven track record in high-volume prospecting and lead generation
• Experience using CRM tools such as Salesforce to manage sales pipelines
• Demonstrated ability to qualify leads through strategic questioning
• Comfortable spending 80% of time on phone prospecting new clients
• Ability to research and target accounts in core vertical markets

Preferred Qualifications

• Prior experience in the SaaS industry, ideally e-signature or agreement management
• A driven, enthusiastic, and hard-working nature
• Proven ability to form strong business relationships
• Excellent verbal and written communication skills
• Familiarity with LinkedIn Sales Navigator or similar tools

Required Skills

• Outbound prospecting and cold calling
• Lead qualification and needs assessment
• CRM proficiency (e.g., Salesforce)
• Email campaign creation and optimization
• LinkedIn and social selling
• Account research and territory management
• Strategic selling and consultative approach
• Verbal and written communication
• Relationship building and rapport
• Time management in high-volume environment
• Resilience and persistence in sales
• Understanding of SaaS sales cycles
• Knowledge of e-signature and CLM solutions
• Business process analysis
• Collaboration with marketing and sales teams
• Data-driven opportunity identification

Benefits

• Comprehensive health, dental, and vision insurance plans
• 401(k) retirement savings plan with company match
• Unlimited PTO and flexible work arrangements
• Professional development stipend and ongoing sales training
• Stock purchase program and employee stock options
• Wellness programs including mental health support
• Parental leave and family planning benefits
• Volunteer time off and community impact initiatives
• Hybrid work model with collaborative office spaces

DocuSign is an Equal Opportunity Employer.