Regional Vice President, SMB

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 Regional Vice President, Small to Medium Business will lead a team of Account Executives. This sales leader will enable, coach, and lead the team to achieve key performance metrics. This strategic leader collaborates with Account Executives to generate pipelines, run strong sales cycles, and close new business while mentoring and evangelizing the needs of the business. This position is a people-manager role reporting to the Area Vice President, SMB.

Responsibilities

• Manage a Small to Medium Business (SMB) sales team daily to grow overall revenue of the Docusign Intelligent Agreement Management offering through attainment of monthly quotas.
• Assess sales pipeline, activity, and forecasts to determine sales progress and areas for refinement and improvement.
• Coach Account Executives on key SMB-level sales skills, including vertical market management, MEDDPICC deal qualification methodology, forecasting, sales planning, prospecting, complex deal negotiations, cross-functional support, and CRM/reporting accuracy.
• Develop proven and new strategies with Account Executives to grow and expand SMB accounts, reinforcing processes designed to deliver value at enterprise scale.
• Maintain proactive communication with business partners and senior leadership, including delivering accurate forecasts and attainment details during weekly and quarterly business reviews.
• Identify and support opportunities for training, career diversification, and growth across the team.
• Operate effectively in a fast-paced, dynamic environment with minimal supervision, resolving conflicts and solving problems creatively and independently.

Requirements

• 2+ years of sales team management experience within software sales.
• 5+ years of prior experience selling software in a quota-carrying role.
• BA/BS from an accredited college or university or equivalent experience.

Preferred Qualifications

• 3+ years of prior leadership experience managing sales teams within software, ideally SaaS-based offerings (both on-premise and Cloud).
• Proven quota-attainment record of meeting or exceeding targets by managing processes for identifying, qualifying, and closing new business, as well as growing an existing install base.
• Experience developing and maintaining business, sales, and market plans, as well as negotiating and closing complex deals.
• Track record of building, coaching, and enabling a rapidly growing team.
• Experience selling eSignature, Agreement, or Document solutions.
• Experience selling into a variety of industries and territories, and cultivating larger, strategic relationships.
• Capacity to work on cross-functional projects and teams, leveraging internal resources to problem-solve.
• Strong verbal and written communication skills, including excellent reporting and forecasting abilities.
• Willingness to travel 20% or more as needed.

Schedule

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

Pay

Pay for this position is based on geographic location and may vary depending on job-related knowledge, skills, and experience. The following pay ranges apply in Illinois, Colorado, Massachusetts, and Minnesota: $131,800.00 - $191,200.00 base salary.

This role is also eligible for the following bonuses:

• Sales personnel: Variable incentive pay dependent on achievement of pre-established sales goals.
• Non-Sales roles: Company bonus plan, calculated as a percentage of eligible wages and dependent on company performance.

Stock: 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 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.