Regional Vice President, Commercial Sales

About the role

The Regional Vice President manages, coaches, and motivates a team of Account Executives (AE) to achieve revenue growth by expanding current Docusign customer spend. This sales leader will measure, coach, and ensure AE accountability for pipeline generation, activity, and revenue growth within their book of business.

Responsibilities

• Manage a sales team to grow Docusign's baseline revenue within existing Accounts
• Assess pipeline generation, revenue-generating activities, pipeline health and quarterly sales forecasts to determine sales progress and areas for refinement or improvement
• Coach AEs through the development of key sales skills, including vertical market management, forecasting and sales planning, prospecting and pipeline generation within account base, complex deal negotiations, cross-functional support both internally and externally, as well as CRM and reporting accuracy
• Manage team performance, create a bench of qualified talent and grow the team headcount as needed
• Develop proven and new strategies with AEs to further penetrate accounts and reinforce process and steps designed to deliver value at enterprise scale to Docusign customers
• Maintain positive and proactive line of communication between the lines of business as well as senior leadership, including developing and delivering accurate forecast and attainment details during weekly forecast calls and quarterly business reviews
• Identify and support opportunities for training as well as career diversification and growth across the team
• Operate in a fast-paced, dynamic environment without requiring significant supervision
• Travel 20% or more as needed

Requirements

• Basic 5+ years prior experience selling software in a quota-carrying role
• Bachelor's Degree from an accredited college or university
• Prior leadership experience managing sales teams within software, ideally SaaS-based offerings
• 5+ years experience selling software in a quota-carrying role
• Demonstrated success of exceeding quota attainment targets by managing a process for growing an existing install base
• Prior experience developing and maintaining territory and accounts plans as well as negotiating and closing complex deals
• Track record of hiring, building, coaching and enabling a rapidly growing team
• Prior experience selling an eSignature or CLM solution
• Experience selling into a variety of industries and territories as well as experience cultivating larger, strategic relationships
• Capacity to work on cross-functional projects and teams as needed as well as leverage internal resources to problem-solve

Qualifications

• Preferred 4+ years of prior leadership experience managing sales teams within software, ideally SaaS-based offerings
• 5+ years experience selling software in a quota-carrying role
• Exceeded quota attainment targets by managing a process for growing an existing install base
• Developed and maintained territory and accounts plans as well as negotiated and closed complex deals
• Hired, built, coached and enabled a rapidly growing team
• Sold an eSignature or CLM solution
• Sold into a variety of industries and territories as well as cultivated larger, strategic relationships
• Worked on cross-functional projects and teams as needed as well as leveraged internal resources to problem-solve

Skills

• Ability to work in a fast-paced, dynamic environment without requiring significant supervision
• Strong communication and coaching skills
• Ability to develop and maintain territory and accounts plans
• Experience with CRM and reporting tools
• Ability to negotiate and close complex deals
• Experience working with cross-functional teams

Benefits

• Global benefits including paid time off, paid parental leave, full health benefits plans, retirement plans, learning and development opportunities, compassionate care leave, and stock options

Pay

• Based on a number of factors including geographic location and may vary depending on job-related knowledge, skills, and experience
• Pay ranges in the following locations: California: $135,100.00 - $201,450.00 base salary
• Illinois, Colorado, Massachusetts and Minnesota: $131,800.00 - $191,200.00 base salary
• Washington, Maryland, New Jersey and New York (including NYC metro area): $131,800.00 - $195,925.00 base salary

Schedule

• Hybrid: Employee divides their time between in-office and remote work. Access to an office location is required. (Frequency: Minimum 2 days per week; may vary by team but will be weekly in-office expectation)

Application Instructions

Please visit our careers page to apply for this position. No application instructions provided.