Account Executive, Commercial Sales - GEOS

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 that is trapped inside of documents. Until now, these were disconnected from business systems of record, costing businesses time, money, and opportunity. 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 an Account Executive (AE) focused on our Install Base, you will manage, expand, and deepen existing customer relationships within an assigned portfolio of accounts. You will use a consultative, value-based approach to understand customer priorities, connect those priorities to the Docusign IAM platform, and build business cases that create measurable customer outcomes through cross-sell and upsell opportunities. You will manage the full sales cycle within these existing accounts-from identifying new white space and discovery through negotiation, close, and adoption-while building trusted relationships across multiple customer stakeholders. This position is an individual contributor role reporting to the Regional Vice President, Sales.

Responsibilities

• Achieve quarterly individual sales quotas through disciplined full-cycle selling into existing accounts
• Build a balanced pipeline through self-generated prospecting within your install base, partner collaboration, and coordinated engagement with sales development teams
• Conduct structured discovery that identifies business priorities, impact, urgency, stakeholders, decision criteria, and next steps for account expansion
• Develop and communicate customer-specific value hypotheses, business cases, proposals, and presentations
• Build multi-threaded relationships across business, technical, legal, security, procurement, and executive stakeholders within your assigned accounts