Account Executive, Platform Specialist - Public Sector

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, connecting it to business systems of record to save time, money, and opportunity.

About the role

The Enterprise Platform Specialist is responsible for building Enterprise-level relationships and selling the full Docusign platform, including the Contract Lifecycle Management (CLM) solution. This hybrid role focuses on acquiring net-new customers and driving expansion within existing strategic accounts. The ideal candidate will be curious, strategic, and possess strong relationship-building skills. This is an individual contributor role reporting to the Regional Vice President, Enterprise, Global Specialist Organization for Public Sector.

Responsibilities

• Drive success of the company’s Platform product goals and objectives through achieving individual sales quota.
• Cultivate relationships with ecosystem partners such as SAP, Salesforce, and various Global and Regional System Integrators to drive pipeline generation.
• Qualify sales opportunities based on Docusign’s sales methodology and metrics, including customer fit and success criteria.
• Identify, cultivate, and close net-new Platform business, as well as upsell and cross-sell opportunities within assigned accounts across multiple lines of business (e.g., IT, Procurement, and Senior Management).
• Leverage internal resources (e.g., Senior Executives, Presales, Professional Services, Legal) in sales campaigns.
• Work effectively with key Docusign partners to deliver joint value propositions.
• Forecast sales activity and revenue achievements accurately through proper use of sales tools.
• Collaborate with pre- and post-sales resources, including sales development representatives, market development representatives, solutions engineers, account managers, partner account managers, legal, security, professional services, and customer support.
• Travel as necessary, typically 25%.

Requirements

• 8+ years of Enterprise-level SaaS sales experience within cloud-based technology.
• Experience managing and closing complex multi-solution specialty sales cycles, including prior success in closing $1M+ deals and managing multiple large accounts.

Preferred Qualifications

• Strong portfolio of C-Level contacts within Enterprise Accounts across a variety of industries.
• Experience selling Contract Lifecycle Management or adjacent software.
• Familiarity with Google Suite.

Pay

Pay for this position is based on geographic location and may vary depending on job-related knowledge, skills, and experience. Based on applicable legislation, the pay range in California is $119,600.00 - $179,800.00 base salary.

This role is also eligible for the following bonus:

• Sales personnel: variable incentive pay dependent on achievement of pre-established sales goals.
• Non-Sales roles: company bonus plan, calculated as a percentage of eligible wages and dependent on company performance.

Stock: This role is eligible to receive Restricted Stock Units (RSUs).

Benefits

• Paid Time Off: earned time off and paid company holidays based on region.
• Paid Parental Leave: up to six months off with your child after birth, adoption, or foster care placement.
• Full Health Benefits Plans: options for 100% employer-paid and minimum employee-contribution health plans from day one of employment.
• Retirement Plans: select retirement and pension programs with potential for employer contributions.
• Learning and Development: options for coaching, online courses, and education reimbursements.
• Compassionate Care Leave: paid time off following the loss of a loved one and other life-changing events.

Schedule

Hybrid: Employee divides their time between in-office and remote work. Access to an office location is required (minimum 2 days per week; may vary by team but will include a weekly in-office expectation).