Account Executive, SMB Elevate

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 Account Executive (AE) for Small-to-Medium Business is a highly motivated self-starter responsible for developing and closing new business or expanding Docusign’s footprint with current customers within the SMB segment. A successful AE is eager to learn, adaptable, and comfortable with ambiguity. This individual contributor role focuses on acquiring new customers or selling additional use cases, products, and services into existing accounts, exceeding monthly and quarterly quotas, and driving adoption and usage in collaboration with internal teams and the broader Docusign partner ecosystem.

Responsibilities

• Drive success of company goals and objectives through achieving individual sales quotas
• Build and manage a sales pipeline through prospecting efforts in the assigned SMB or Mid-Market territory
• Develop and deliver customized sales presentations and product demonstrations via phone and online
• Craft and negotiate enterprise-level proposals and contracts
• Forecast sales activity and revenue achievements accurately using sales tools
• Collaborate with pre/post-sales resources, including Sales Development Representatives, Solutions Engineers, Account Managers, and cross-functional teams (Legal, Security, Professional Services, Customer Support)
• Travel as necessary, typically 10%

Requirements

• BA/BS degree or equivalent work experience
• 1+ years of direct sales experience in a quota-carrying role
• Experience managing and closing software sales cycles
• Demonstrated ability to over-achieve quotas
• Proficient in Salesforce.com, Microsoft Word, PowerPoint, and Excel
• IT industry and multinational environment background

Schedule

Hybrid: Employee divides time between in-office and remote work, with a minimum of 2 days per week in-office (frequency may vary by team). Access to an office location is required.

Pay

Pay for this position varies based on geographic location, job-related knowledge, skills, and experience. The following pay ranges apply in Illinois, Colorado, Massachusetts, and Minnesota: $26.30/hour - $36.20/hour.

This role is eligible for the following bonuses:

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

Benefits

• Paid time off, including earned time off and paid company holidays (region-specific)
• Paid parental leave: Up to six months off after birth, adoption, or foster care placement
• Full health benefits plans: Options for 100% employer-paid or minimum employee-contribution plans from day one
• Retirement plans: Select programs with potential employer contributions
• Learning and development: Coaching, online courses, and education reimbursements
• Compassionate care leave: Paid time off for life-changing events, including loss of a loved one