Senior Account Executive, Commercial Sales

🔥 0 minutes ago

🇺🇸 United States – Remote

💵 $46 - $72 / hour

⏰ Full Time

🟠 Senior

🧑‍💼 Account Executive

🦅 H1B Visa Sponsor

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Docusign

WebsiteLinkedInAll Job Openings

5001 - 10000 employees

Founded 2003

⚖️ Legal

📦 Logistics

💼 Consulting

Legal • Logistics • Consulting

Docusign is a leading provider of electronic signature technology and Intelligent Agreement Management (IAM), enabling organizations to create, manage, and secure agreements digitally. It simplifies contract lifecycle management, automates document processes, and facilitates customer experiences by transforming agreement data into actionable insights. With a trusted platform used by millions worldwide, Docusign helps businesses reduce risk, save time, and improve efficiency in various sectors, including financial services, insurance, real estate, and government.

📋 Description

• Manage, expand, and deepen existing customer relationships within an assigned portfolio of accounts • Use a consultative, value-based approach to understand customer priorities and connect them to the Docusign IAM platform • Build business cases that create measurable customer outcomes through cross-sell and upsell opportunities • Manage the full sales cycle within existing accounts, from identifying white space and discovery through negotiation, close, and adoption • Build trusted, multi-threaded relationships across customer stakeholders • Achieve quarterly individual sales quotas through disciplined, full-cycle selling into existing accounts • Build and manage pipeline through self-generated prospecting, partner collaboration, and coordinated sales development engagement • Conduct structured discovery and identify priorities, impact, urgency, stakeholders, decision criteria, and next steps • Develop and communicate customer-specific value hypotheses, business cases, proposals, and presentations • Position IAM capabilities and Docusign solutions around customer outcomes • Manage complex sales cycles with close plans, mutual action plans, risk identification, objection handling, and closing discipline • Deliver tailored demonstrations with Solutions Consultants or Solutions Engineers • Forecast activity and revenue accurately using Salesforce data, customer evidence, and opportunity strategy • Collaborate with sales development, solutions, customer success, partner, legal, security, professional services, and customer support teams • Drive adoption and customer outcomes while identifying expansion opportunities • Use approved AI-enabled tools responsibly for account research, preparation, outreach, and productivity • Share account strategies, deal practices, and customer insights to improve sales performance • Report to the Regional Vice President, Commercial Sales

🎯 Requirements

• Bachelor’s degree or equivalent experience • 5+ years of experience in an AE role or equivalent quota-carrying sales role • Experience managing opportunities through a full sales cycle, including complex account expansion opportunities • Experience using Salesforce or a comparable CRM to manage pipeline, activity, next steps, and forecasts • Experience with consultative discovery, stakeholder engagement, customer-focused problem solving, and value-based selling • Experience using AI-enabled tools or applying them responsibly • Experience communicating clearly and credibly with business, technical, and executive audiences • Preferred: 7+ years of SaaS sales experience, including experience in a quota-carrying role • Preferred: Experience selling a platform, workflow, business-process, security, finance, HR, procurement, CRM, or adjacent solution • Preferred: Experience developing business cases or quantifying customer value • Preferred: Experience managing and growing an existing book of business or install base and driving multi-threaded expansion opportunities • Preferred: Experience managing and closing complex sales cycles with multiple stakeholders and competing priorities • Preferred: Demonstrated ability to over-achieve quota, including performance in the top 10–20% of a sales organization • Preferred: Proven track record of selling additional use cases, products, or services into existing customers through cross-sell and upsell motions • Preferred: Experience working effectively with partners and cross-functional internal teams • Preferred: Demonstrated ability to navigate ambiguity, adapt quickly, and contribute as a senior member of the team • Willingness to travel as necessary, typically 10% • Must already be authorized to work in the United States on a full-time, permanent basis without current or future sponsorship

🏖️ Benefits

• Variable incentive pay dependent on achievement of pre-established sales goals • Paid time off and paid company holidays based on region • Up to six months of paid parental leave after birth, adoption, or foster care placement • Full health benefits plans, including options that are 100% employer paid and minimum employee contribution plans from day one of employment • Retirement and pension programs with potential for employer contributions • Coaching, online courses, and education reimbursements • Paid compassionate care leave following the loss of a loved one and other life-changing events • Remote work designation; employee works from a designated remote location for the majority of the time • Reasonable accommodations for qualified individuals with disabilities or religious accommodations during the application process

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