Account Executive, Strategic Enterprise - US Federal DoW

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

About the role

As an Enterprise Account Executive for DocuSign, you will help shape and deliver a Department of War (DoW) strategy to build mindshare and broad adoption of DocuSign’s secure e-signature and agreement cloud services. This role focuses on modernizing and transforming enterprise and mission systems with strategic partners to provide secure, automated workflow capabilities for the DoW. DocuSign is investing heavily in the U.S. Federal and Defense space and seeks a self-starter to join the DoW team.

This is an individual contributor role reporting to the Regional Vice President, Enterprise Sales. The Enterprise Account Executive (AE) is responsible for developing and closing new business or expanding DocuSign’s footprint within select Defense customers. A successful AE is eager to learn, adapts quickly, and thrives in ambiguity, focusing on acquiring new customers or selling additional use cases, products, and services into existing accounts. You will be accountable for exceeding monthly and quarterly quotas, proactive deal management, forecast accuracy, and driving adoption and usage in collaboration with internal teams and the broader DocuSign partner ecosystem.

This position is designated as Remote: you are not required to work in or near an office frequently and will work from a designated remote location most of the time. Job designations (In Office, Hybrid, or Remote) are role-specific and may change based on business needs.

Responsibilities

• Drive the company’s goals and objectives by achieving individual sales quotas.
• Build and manage a sales pipeline through prospecting efforts into assigned Federal DoW accounts.
• Develop and deliver customized sales presentations and product demonstrations via phone and online.
• Develop 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, Market Development Representatives, Solution Engineers, Account Managers, Partner Account Managers, Legal, Security, Professional Services, and Customer Support.

Requirements

• 12+ years of direct sales experience in an enterprise-level Account Executive or equivalent quota-carrying role.
• BA/BS degree or equivalent work experience.

Preferred Qualifications

• 12+ years of SaaS sales experience selling to enterprise-level accounts.
• Experience selling web-based products/services.
• Experience managing and closing complex sales cycles.
• Demonstrated ability to over-achieve quotas (top 10-20% of company) in past positions.
• Proficient in Salesforce.com, Microsoft Word, PowerPoint, and Excel.
• Willingness to travel 30%+ as needed.
• Background in the IT industry and multinational environments.

Pay

Pay for this position varies based on geographic location, job-related knowledge, skills, and experience. The following base salary ranges apply in specific locations:

• California: $152,700.00 - $231,625.00
• Illinois, Colorado, Massachusetts, Minnesota: $148,300.00 - $215,050.00
• Washington, Maryland, New Jersey, New York (including NYC metro area): $148,300.00 - $221,400.00
• Washington DC: $152,700.00 - $221,400.00
• Ohio: $141,000.00 - $204,450.00

This role is also 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.

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 or minimum employee-contribution health plans from day one.
• Retirement Plans: Select retirement and pension programs with potential employer contributions.
• Learning and Development: Coaching, online courses, and education reimbursements.
• Compassionate Care Leave: Paid time off following the loss of a loved one or other life-changing events.

Note: This position is not eligible for employment in Alaska, Hawaii, Maine, Mississippi, North Dakota, South Dakota, Vermont, West Virginia, or Wyoming. Applicants must already be authorized to work in the United States on a full-time, permanent basis without sponsorship.