Sr. Manager, Enterprise Sales

Location: Sao Paulo, Brazil

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 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 empowers companies to create, commit, and manage agreements innovatively. As Sr. Manager, Enterprise Sales in Sales & Partnerships, you will lead a team of Account Executives focused on developing new business (logos) and expanding the Docusign footprint (use cases) within Enterprise Verticals including Healthcare & Life Sciences, Financial Services, and Insurance. Reporting to the Regional Vice President, Enterprise Sales, you will coach individual contributors, exceed quarterly and annual quotas, ensure proactive deal management and forecast accuracy, and drive adoption in collaboration with internal teams and the DocuSign partner ecosystem. Thrive in our innovation-driven culture where bold ideas transform how the world agrees. This hybrid role (minimum 2 days/week in-office) demands a leader passionate about e-signature solutions and SaaS growth. You will mentor on vertical strategies, prospecting, negotiations, and more, while hiring aligned talent and upholding DocuSign core values. With strong communication, cross-functional agility, and a track record in complex deals, you will operate independently in our fast-paced environment, traveling 25%+ as needed to build strategic relationships and propel revenue.

Key Responsibilities

• Lead a team of Account Executives daily, conducting pipeline and deal reviews while providing coaching through the full sales cycle
• Drive Docusign revenue growth within Enterprise Verticals (Healthcare & Life Sciences, Financial Services, and Insurance) by developing new logos and expanding use cases in existing accounts
• Assess sales activities and forecasts, identifying progress and implementing required improvements to exceed quarterly and annual quotas
• Mentor team members to enhance sales skills in vertical market management, forecasting, account-based prospecting, negotiations, and deal closure while ensuring individual accountability
• Contribute to complex negotiations and closing new business, leveraging Senior Sales Executives and Corporate leaders as needed
• Ensure consistent use of sales tools, systems, and Rules of Engagement, including CRM for data management, upgrades, and renewals
• Communicate field insights on product and business needs to corporate departments and serve as an executive resource for the sales team
• Hire culturally aligned team members, foster DocuSign core values, and support training and professional development opportunities
• Collaborate with internal teams and the DocuSign partner ecosystem to drive customer adoption, usage, and Intelligent Agreement Management platform expansion
• Operate effectively in a fast-paced, dynamic environment with proactive deal management and forecast accuracy, requiring minimal supervision

Required Qualifications

• 8+ years of experience selling software and/or services
• 5+ years of people management experience within software sales (Enterprise, SMB, or Midmarket), leading teams that close net-new business
• BA/BS in a business or technical-related field from an accredited college or university
• Proven quota-attainment record of meeting and/or exceeding targets by identifying, qualifying, and closing new business as well as expanding existing install bases
• Experience developing and maintaining business, sales, and vertical market plans, including negotiating and closing complex deals
• Willingness to travel 25% or more as needed
• Advanced English proficiency (written and verbal)

Preferred Qualifications

• 8+ years of prior leadership experience managing sales teams within software, ideally SaaS-based offerings (both on-premise and Cloud)
• 10+ years of experience selling software in a quota-carrying role
• Track record of building, coaching, and enabling rapidly growing sales teams
• Experience selling eSignature, Agreement, or Document solutions
• Experience selling into a variety of industries and territories, cultivating large strategic relationships
• IT industry and multinational environment background

Required Skills

• Expertise in SaaS sales methodologies and quota attainment
• Strong leadership and people management capabilities
• Vertical market expertise in Healthcare, Financial Services, and Insurance
• Advanced forecasting, reporting, and pipeline management
• Complex deal negotiation and strategic relationship building
• Proficiency with CRM systems (e.g., Salesforce) and sales tools
• Cross-functional collaboration and problem-solving
• Excellent verbal and written communication skills
• Attention to detail in data management and compliance
• Customer-centric adoption and usage driving mindset
• eSignature and Intelligent Agreement Management platform knowledge
• Rapid team building and coaching in high-growth environments
• Multinational sales experience across industries and territories
• Proactive deal inspection and sales cycle acceleration
• Cultural alignment with innovation and core values
• Travel readiness and adaptability in dynamic settings

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 policy to support work-life balance
• Professional development stipend and access to learning platforms
• Hybrid work model with flexibility and in-office collaboration
• Stock purchase plan and employee stock purchase program
• Wellness programs including gym reimbursements and mental health support
• Parental leave and family-friendly benefits

DocuSign is an Equal Opportunity Employer.