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. You will develop and close new business or expand DocuSign’s footprint within select Defense customers, driving adoption and usage in collaboration with internal teams and the broader DocuSign partner ecosystem.

This is a remote, individual contributor role reporting to the Regional Vice President, Enterprise Sales.

Responsibilities

• Drive success of the company’s goals and objectives through 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, 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).
• 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, knowledge, skills, and experience. Below are the base salary ranges for 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.
• Stock: 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.
• Retirement Plans: Select retirement and pension programs with potential 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.