Principal Solution Consultant

About the role

The Principal Solution Consultant, Federal serves as a trusted advisor to federal agencies, partnering closely with Account Executives, Solution Consulting peers, and cross-functional teams to understand mission objectives, operational challenges, and complex technology environments. This role helps federal customers modernize agreement, form, and workflow processes while ensuring compliance with federal security and regulatory requirements.

Responsibilities

• Partner with Federal Account Executives and Solution Consulting teams to drive new business and expansion opportunities across civilian, defense, intelligence, and federal healthcare agencies

• Engage with executive leadership, program managers, contracting officers, acquisition teams, security stakeholders, and technical architects to understand mission requirements and modernization initiatives

• Discover, document, and analyze complex government workflows, approval processes, legacy system dependencies, and enterprise architectures

• Lead business and technical discovery sessions focused on agency priorities, compliance requirements, and measurable mission outcomes

• Develop and deliver compelling demonstrations showcasing Docusign IAM, eSignature, CLM, Workspaces, AI-powered capabilities, and integrations within federal environments

• Articulate the value of Docusign solutions in the context of federal mandates, digital transformation initiatives, customer experience objectives, workforce modernization, grants management, procurement, HR onboarding, and case management processes

• Support responses to RFIs, RFPs, technical evaluations, proof-of-concepts, and competitive assessments

• Collaborate with Product, Engineering, Customer Success, Professional Services, and Security teams to address customer requirements and ensure successful solution alignment

• Understand and communicate Docusign's FedRAMP, IL4, CAC/PIV, identity verification, and security capabilities relevant to government customers

• Apply value-selling methodologies to connect Docusign capabilities with agency mission outcomes, cost savings, risk reduction, and operational efficiencies

• Serve as a subject matter expert on federal digital modernization trends, compliance requirements, and industry best practices

Requirements

Basic 12+ years of experience in Pre-sales, solution consulting, sales engineering, or technical advisory roles supporting U.S. Federal Government customers

Bachelor's degree or equivalent professional experience

Experience supporting federal procurement processes, including RFIs, RFPs, technical evaluations, and proposal responses

Experience developing technical documentation, workflow diagrams, solution architectures, statements of work (SOWs), and executive presentations

Experience engaging both technical and non-technical stakeholders across multiple levels of government organizations

Preferred

15+ years of experience supporting Federal SaaS, cloud, cybersecurity, identity, workflow, or enterprise software solutions

Deep understanding of federal agency operations, acquisition processes, and digital modernization initiatives

Experience with FedRAMP-authorized cloud solutions and government security requirements

Familiarity with federal identity and access management concepts, including PIV/CAC, derived credentials, identity proofing, and authentication standards

Experience integrating enterprise platforms such as Salesforce, ServiceNow, SAP, Oracle, Workday, Microsoft Dynamics, and content management systems

Knowledge of workflow automation, contract lifecycle management, electronic signatures, and records management

Experience conducting executive briefings and presenting to senior federal leadership, including SES, program executives, and technical decision-makers

Familiarity with APIs, integrations, XML, JSON, and enterprise architecture concepts

Proven ability to align technology investments with mission outcomes, operational efficiencies, and constituent experience improvements

Skills

Knowledge of workflow automation, contract lifecycle management, electronic signatures, and records management

Experience conducting executive briefings and presenting to senior federal leadership, including SES, program executives, and technical decision-makers

Familiarity with APIs, integrations, XML, JSON, and enterprise architecture concepts

Proven ability to align technology investments with mission outcomes, operational efficiencies, and constituent experience improvements

Benefits

Global benefits provide options for the following:

• Paid Time Off: earned time off, as well as paid company holidays based on region
• Paid Parental Leave: take 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
• Retailer 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

Pay

Wage Transparency Pay for this position is based on a number of factors including geographic location and may vary depending on job-related knowledge, skills, and experience.

Based on applicable legislation, the below details pay ranges in the following locations:

• Washington DC: $172,500.00 - $250,200.00

This Role Is Also Eligible For The Following Bonus:

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

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

Schedule

Remote: Employee is not required to be in or near an office frequently and works from a designated remote work location for the majority of the time.

Equal Opportunity Employer

Docusign is an Equal Opportunity Employer and makes hiring decisions based on experience, skill, aptitude and a can-do approach. We will not discriminate based on race, ethnicity, color, age, sex, religion, national origin, ancestry, pregnancy, sexual orientation, gender identity, gender expression, genetic information, physical or mental disability, registered domestic partner status, caregiver status, marital status, veteran or military status, or any other legally protected category.