Principal Solution Consultant

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 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. Leveraging expertise in government business processes, cloud technologies, and Docusign's Intelligent Agreement Management (IAM) platform, the Principal Solution Consultant develops compelling solution strategies, delivers executive-level presentations, and demonstrates how Docusign can accelerate digital transformation, improve constituent experiences, and increase operational efficiency across federal agencies. This position is an individual contributor role reporting to the Director, Solution Consulting.

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
• Establish technical credibility through solution architecture discussions, security reviews, integration guidance, roadmap presentations, and technical workshops
• 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

• 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 Qualifications

• 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

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.

Pay

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 pay range in Washington DC is $172,500.00 - $250,200.00 base salary.

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, calculated as a percentage of eligible wages and dependent on company performance.

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

Benefits

• Paid 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
• 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

Applicants must already be authorized to work in the United States on a full-time, permanent basis without the need for current or future sponsorship.