Regional Vice President, Majors

Location: United States; California, United States; Illinois, United States; Washington, United States

Department: Sales & Partnerships

Work Mode: Remote

About the Role

DocuSign brings agreements to life, empowering over 1.5 million customers and a billion people across 180 countries to accelerate business with intelligent agreement management. As the #1 company in e-signature and contract lifecycle management (CLM), DocuSign unleashes trapped data from documents, connecting it to systems of record to save time, money, and unlock opportunities. Join our innovative culture where trust, equality, and bold ideas drive us to make the world more agreeable. As Regional Vice President, Majors, you will lead a team of Account Executives targeting Mid-Market prospects, motivating them to smash sales quotas for DocuSign's transformative e-signature and CLM solutions. Reporting to the Area Vice President, Majors, this remote people manager role demands hands-on leadership: measure activities, monitor forecasts, hold teams accountable, and lead by example through joint calls, Zoom demos, and account health checks. Mentor individuals while building a collaborative team, execute upgrade/renewal strategies via Salesforce.com, and drive vertical-wide plans to exceed revenue goals in a high-growth SaaS environment. Success requires coaching AEs on prospecting, negotiations, and market mastery, providing value in complex deals with executive support, and innovating to boost adoption of DocuSign's suite. Thrive in our remote-first culture committed to diversity, belonging, and professional growth, with competitive pay, RSUs, comprehensive benefits, and a mission to simplify lives through cutting-edge agreement technology.

Key Responsibilities

• Manage and motivate a team of Account Executives (AEs) targeting Mid-Market prospects to achieve individual and team sales quotas for DocuSign's Intelligent Agreement Management platform
• Measure, monitor, and hold AEs accountable for activities, results, and forecasting while leading by example through joint account calls and demos via Zoom
• Assist in account health monitoring, maintain DocuSign's value proposition in e-signature and CLM solutions, and coach AEs on effective sales demos
• Mentor AEs individually and foster a cohesive, collaborative team culture aligned with DocuSign's innovation-driven values
• Develop and execute upgrade/renewal processes and strategies, ensuring compliance with internal data management and Salesforce.com reporting
• Assess sales activities and forecasts to identify progress and recommend improvements for achieving sales goals
• Coach AEs on core sales skills including market management, prospecting, forecasting, negotiations, and closing complex deals
• Provide strategic support in complex negotiations, leveraging senior executives to maximize new business wins
• Collaborate with each AE to create and implement vertical-wide business and sales plans to exceed quotas
• Identify and support training and professional development opportunities to build high-performing sales talent
• Drive innovative approaches to accelerate adoption of DocuSign's e-signature and agreement management solutions in Mid-Market accounts

Required Qualifications

• BS/BA degree from an accredited college or university
• 8+ years of management experience in software sales, with proven track record of leading high-performing sales teams
• Demonstrated ability to consistently generate revenue, exceed quota through identifying, qualifying, and closing new business, and expanding existing customer install bases
• Experience managing sales processes in the Mid-Market vertical targeting prospects for intelligent agreement management and e-signature solutions
• Proven success in developing and executing business, sales, and vertical market plans to drive adoption of SaaS platforms
• Track record of successfully negotiating and closing complex contracts in a competitive software sales environment
• Excellent verbal, written communication, and presentation skills for engaging enterprise stakeholders
• Ability to monitor forecasting, ensure Salesforce.com compliance, and deliver on team quotas as a people manager reporting to Area VP, Majors

Preferred Qualifications

• BA/BS degree in business, marketing, or technical field from an accredited university
• Direct experience selling e-signature, contract lifecycle management (CLM), or intelligent agreement management solutions
• History of leading remote sales teams in a high-growth SaaS environment like DocuSign
• Demonstrated innovation in identifying creative strategies to drive customer adoption of diverse SaaS solution suites
• Experience with Zoom-based sales demos, account health monitoring, and executive-level negotiations
• Prior success in upgrade/renewal strategies for Mid-Market accounts

Required Skills

• Sales leadership and team management
• Revenue generation and quota overachievement
• Forecasting and pipeline management using Salesforce.com
• Account-based prospecting and qualification
• Complex contract negotiation and closing
• Sales coaching and mentoring
• Zoom demo delivery and presentation skills
• Account health monitoring and expansion strategies
• Vertical market planning for Mid-Market
• Business development and strategic planning
• Excellent verbal and written communication
• Creative problem-solving for SaaS adoption
• Stakeholder engagement and executive influence
• Data-driven sales analysis and reporting
• Remote team motivation and collaboration
• E-signature and CLM solution knowledge
• Innovation in sales processes
• Customer value proposition articulation

Benefits

• Competitive base salary with variable incentive pay based on sales goal achievement
• Restricted Stock Units (RSUs) eligibility
• 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 Plans with 100% employer-paid options from day one
• Retirement Plans with potential employer contributions
• Learning and Development programs including coaching, online courses, and education reimbursements
• Compassionate Care Leave for life-changing events
• Remote work designation supporting work-life balance in DocuSign's inclusive culture

DocuSign is an Equal Opportunity Employer.