Mid Market AE

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. Using Docusign’s Intelligent Agreement Management platform, companies can create, commit, and manage agreements with solutions created by the #1 company in e-signature and contract lifecycle management (CLM). As a Mid-Market Account Executive in Japan, you will thrive in our innovative culture, driving the adoption of cutting-edge e-signature and CLM technologies that transform how businesses operate. As a Mid-Market Account Executive (AE), you are a highly motivated self-starter responsible for developing and closing new business or expanding our footprint in current Mid-Market customers within assigned geographic territories in Japan. Leveraging your experience, you will sell DocuSign's e-signature and Intelligent Agreement Management solutions into key verticals. Eager to learn, quick to adapt, and comfortable with ambiguity, you will focus on acquiring new customers and selling additional use cases, products, and services into existing accounts. Reporting to the Japan Commercial Manager as an individual contributor, you are accountable for exceeding monthly and quarterly quotas, proactive deal management, forecast accuracy, and driving adoption in collaboration with internal teams and the DocuSign partner ecosystem. This hybrid role requires dividing time between in-office (minimum 2 days per week) and remote work, with access to an office location. Join a team committed to building trust and making the world more agreeable through innovation in agreement management. At Docusign, everything is equal—we ensure every team member has the opportunity to succeed, innovate, and feel deep pride in transforming businesses with our e-signature leadership.

Key Responsibilities

• Drive company goals by consistently achieving and exceeding individual sales quotas in the Mid-Market segment
• Develop and negotiate enterprise-level proposals and contracts for DocuSign's Intelligent Agreement Management platform
• Craft and deliver customized sales presentations and product demonstrations via phone, online demos, and in-person meetings
• Accurately forecast sales activity and revenue using Salesforce and other sales tools
• Prospect and acquire new customers while expanding use cases, products, and services in existing Mid-Market accounts
• Collaborate with Sales Development Representatives, Solutions Engineers, Account Managers, and Partner Account Managers
• Engage cross-functional teams including Legal, Security, Professional Services, and Customer Support to close deals
• Proactively manage deals, ensure forecast accuracy, and drive customer adoption of e-signature and CLM solutions
• Leverage the DocuSign partner ecosystem to accelerate sales in assigned Japanese geographic territories or verticals
• Adapt quickly to market changes and contribute to innovative sales strategies in a dynamic environment

Required Qualifications

• BS/BA degree or equivalent relevant sales experience
• 4+ years of direct sales experience in a quota-carrying role
• Native-level Japanese proficiency (speaking, reading, writing)
• Intermediate-level English proficiency (reading/writing)
• Hands-on experience with Salesforce.com
• Proficiency in Microsoft Word, PowerPoint, and Excel
• Experience using Google Suite

Preferred Qualifications

• Proven experience managing and closing complex sales cycles
• Demonstrated track record of over-achieving sales quotas in previous roles
• Excellent written and verbal communication skills in both Japanese and English

Required Skills

• Quota-carrying sales expertise
• Complex deal negotiation
• Salesforce CRM proficiency
• Microsoft Office Suite (Word, PowerPoint, Excel)
• Google Suite mastery
• Native Japanese communication
• Intermediate English reading/writing
• consultative selling
• Pipeline and forecast management
• Customer relationship building
• Cross-functional collaboration
• Product demonstration skills
• Territory management
• Adaptability to ambiguity
• High motivation and self-starter mindset
• E-signature and CLM solution knowledge

Benefits

• Competitive base salary plus uncapped commission and performance bonuses
• Comprehensive health, dental, and vision insurance coverage
• 401(k) retirement savings plan with company match
• Flexible hybrid work model with minimum 2 days in-office per week
• Generous paid time off, including vacation, sick leave, and holidays
• Professional development stipend for sales training and certifications
• Stock purchase plan and employee stock purchase program
• Wellness programs, mental health support, and fitness reimbursements
• Volunteer time off and community impact initiatives

DocuSign is an Equal Opportunity Employer.