Account Executive, Commercial/Mid Market

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. Until now, these were disconnected from business systems of record, costing businesses time, money, and opportunity. Using Docusign’s Intelligent Agreement Management platform, companies can create, commit, and manage agreements with solutions created by the #1 company in e-signature and contract lifecycle management (CLM).

The Field Sales Account Executive is responsible for acquiring new customers , expand an existing Book of Business, control customer retention and delivering revenue growth within an assigned territory. The role manages the full sales cycle, from prospecting and discovery through negotiation, close, and handoff to post-sale partners.This position builds trusted relationships with business and executive stakeholders, understands customer priorities, and positions solutions that improve how organizations prepare, sign, manage, and optimize agreements.

This position is an individual contributor role reporting to the RVP Asia Commercial.

Responsibility

• Develop and execute a territory plan focused on new-logo acquisition and sustainable pipeline generation

• Identify, qualify, and prioritize target accounts using research, prospecting, referrals, partners, events, and other appropriate channels

• Lead consultative discovery with business, operational, legal, procurement, security, and executive stakeholders

• Connect customer challenges to relevant business outcomes and present a compelling value proposition

• Manage opportunities through the complete sales process, including qualification, discovery, solution alignment, business case development, negotiation, and close

• Build and maintain accurate pipeline, opportunity plans, close dates, next steps, and account information in the company’s CRM

• Deliver reliable forecasts and communicate risks, dependencies, and actions required to achieve targets

• Collaborate effectively with Solutions Consulting, Business Development, Customer Success, Professional Services, Legal, Finance, Partners, and other cross-functional teams

• Develop multi-threaded relationships and executive alignment within prospective customer organizations

• Navigate complex buying processes and help customers reach decisions within agreed timelines

• Negotiate commercial terms within approved guidelines and ensure a smooth transition after signature

• Maintain strong knowledge of the company’s solutions, competitive landscape, market trends, and relevant customer use cases

• Represent the company professionally in customer meetings, industry events, and partner activities

• Operate with high standards of integrity, customer focus, accountability, and collaboration

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)

Positions at Docusign are assigned a job designation of either In Office, Hybrid or Remote and are specific to the role/job. Preferred job designations are not guaranteed when changing positions within Docusign. Docusign reserves the right to change a position's job designation depending on business needs and as permitted by local law.

Basic

• Experience in a quota-carrying B2B sales role with responsibility for new business acquisition

• Demonstrated ability to prospect, create pipeline, and close new-logo opportunities

• Experience managing a structured, multi-stage sales process and maintaining accurate CRM records

Preferred

• Experience selling SaaS, cloud, business applications, agreement technology, or another enterprise technology solution

• Experience selling into mid-market or enterprise accounts with multiple stakeholders

• Familiarity with value-based selling, MEDDPICC, Challenger, or another structured sales methodology

• Experience working with channel, alliance, or technology partners

• Experience selling across the relevant regional market and understanding local business practices

• Strong consultative selling, discovery, presentation, negotiation, and commercial communication skills

• Ability to engage credibly with both business stakeholders and senior decision-makers

• Strong business acumen and ability to translate customer needs into measurable outcomes

• Ability to work independently while collaborating across a matrixed organization

• Strong written, verbal, organizational, and time-management skills

• Willingness to travel for customer meetings and business requirements as needed

Working here

Docusign is committed to building trust and making the world more agreeable for our employees, customers and the communities in which we live and work. You can count on us to listen, be honest, and try our best to do what’s right, every day. At Docusign, everything is equal.

We each have a responsibility to ensure every team member has an equal opportunity to succeed, to be heard, to exchange ideas openly, to build lasting relationships, and to do the work of their life. Best of all, you will be able to feel deep pride in the work you do, because your contribution helps us make the world better than we found it. And for that, you’ll be loved by us, our customers, and the world in which we live.

Accommodation

Docusign is committed to providing reasonable accommodations for qualified individuals with disabilities in our job application procedures. If you need such an accommodation, or a religious accommodation, during the application process, please contact us at accommodations@docusign.com.

If you experience any issues, concerns, or technical difficulties during the application process please get in touch with our Talent organization at taops@docusign.com for assistance.

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