Regional Vice President, Majors

Location: Ontario, Canada

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 opportunity. As the #1 company in e-signature and contract lifecycle management (CLM), Docusign empowers companies to create, commit, and manage agreements innovatively. As Regional Vice President, Majors, you will lead a high-performing team of Account Executives targeting existing Majors customers, driving upgrades, renewals, and expansions of Docusign's e-signature and CLM solutions. Reporting to the Area Vice President, Commercial Sales, you will motivate your team to exceed quotas by measuring activities, holding AEs accountable, and leading by example through joint calls and coaching. You will monitor forecasts, ensure Salesforce.com compliance, and foster a collaborative culture where innovation thrives, helping customers maximize value from our platform. Key to success will be developing vertical-wide sales plans, coaching on prospecting, negotiations, and market management, and providing hands-on support in complex deals. You will identify training opportunities, recommend process improvements, and leverage executives to close business, all while maintaining DocuSign's innovative edge in intelligent agreement management. This remote role offers the flexibility to drive results from anywhere, embodying our commitment to trust, equality, and making the world more agreeable. Docusign is committed to building trust and making the world more agreeable for employees, customers, and communities. We ensure equal opportunities, open idea exchange, and lasting relationships in an innovation-driven culture. Join us to feel pride in work that transforms how businesses operate with agreements.

Key Responsibilities

• Manage and motivate a team of Account Executives (AEs) to achieve individual sales quotas targeting existing Majors customers
• Measure, monitor, and hold AEs accountable for activities and results while leading by example through joint account calls
• Assist in account health monitoring, maintain DocuSign's value proposition, and coach sales engagements
• Mentor AEs individually and build a cohesive, collaborative team culture
• Monitor forecasting efforts and deliver on regional quota commitments
• Develop and execute upgrade/renewal processes and strategies, ensuring compliance with internal data management and Salesforce.com reporting
• Assess sales activities and forecasts to determine progress and recommend improvements to achieve sales goals
• Coach AEs on sales skills including market management, forecasting, prospecting within account base, and negotiations while maintaining accountability
• Provide value in complex negotiations and closing new business, leveraging senior executives as needed
• Work with each AE to develop and implement vertical-wide business and sales plans to achieve quotas
• Identify and support training and professional development opportunities for team personnel
• Drive adoption of DocuSign's Intelligent Agreement Management platform to unlock business-critical data from agreements

Required Qualifications

• BS/BA degree from an accredited college or university
• 8+ years of management experience with specific experience in selling software solutions
• Demonstrated ability to consistently generate revenue and exceed quota by managing processes for identifying, qualifying, and closing new business as well as growing an existing install base
• Proven track record of developing and maintaining effective business, sales, and vertical market plans
• Demonstrated ability to successfully negotiate and close complex contracts
• Excellent verbal and written communication and presentation skills
• Experience managing sales teams targeting Majors accounts in a SaaS environment

Preferred Qualifications

• BA/BS degree in a business or technical related field of study from an accredited college or university
• Prior experience selling e-signature, contract lifecycle management (CLM), or intelligent agreement management solutions
• Demonstrated success in upgrade/renewal strategies within enterprise accounts
• Experience using Salesforce.com for sales forecasting, reporting, and data management
• Proven leadership in remote sales teams driving innovation in sales processes

Required Skills

• Sales leadership and team management
• Revenue generation and quota attainment
• Account-based selling and expansion strategies
• Salesforce.com proficiency for CRM and forecasting
• Complex contract negotiation
• Forecasting and pipeline management
• Coaching and mentoring sales professionals
• Vertical market planning (Majors/Enterprise)
• Excellent verbal and written communication
• Presentation and executive stakeholder engagement
• Prospecting and opportunity identification
• Upgrade and renewal process expertise
• Data-driven decision making
• Remote team collaboration tools (e.g., Slack, Zoom)
• Customer success and account health monitoring
• Innovative problem-solving for SaaS adoption

Benefits

• Competitive base salary, uncapped commissions, and performance-based incentives
• Comprehensive health, dental, and vision insurance with multiple plan options
• 401(k) retirement savings plan with generous company match
• Unlimited PTO and flexible remote work policy
• Professional development stipend and access to learning platforms
• Stock purchase plan and employee stock purchase program
• Wellness programs including mental health support and fitness reimbursements
• Parental leave and family planning benefits
• Volunteer time off and community impact programs

DocuSign is an Equal Opportunity Employer.