Sr. Account Executive, Commercial Sales

Senior Account Executive

As a Senior Account Executive (AE) focused on our Install Base, you will manage, expand, and deepen existing customer relationships within an assigned portfolio of accounts. You will use a consultative, value-based approach to understand customer priorities, connect those priorities to the Docusign IAM platform, and build business cases that create measurable customer outcomes through cross-sell and upsell opportunities. You will manage the full sales cycle within existing accountsfrom identifying white space and conducting discovery through negotiation, close, and adoptionwhile building trusted, multi-threaded relationships across customer stakeholders. As a senior individual contributor, you will bring strong judgment to complex opportunities, model disciplined sales execution, and help elevate account and team performance through effective collaboration and knowledge sharing.

This position is an individual contributor role reporting to the Regional Vice President, Commercial Sales.

Responsibilities:

• Achieve quarterly individual sales quotas through disciplined, full-cycle selling into existing accounts
• Build and manage a balanced pipeline through self-generated prospecting within your install base, partner collaboration, and coordinated engagement with sales development teams
• Conduct structured discovery that identifies business priorities, impact, urgency, stakeholders, decision criteria, and next steps for account expansion
• Develop and communicate customer-specific value hypotheses, business cases, proposals, and presentations
• Build multi-threaded relationships across business, technical, legal, security, procurement, and executive stakeholders within assigned accounts
• Position relevant IAM capabilities and Docusign solutions around customer outcomes, not only product features
• Manage complex sales cycles with clear close plans, mutual action plans, risk identification, objection handling, and closing discipline
• Deliver tailored demonstrations in collaboration with Solutions Consultants or Solutions Engineers
• Forecast activity and revenue accurately using current Salesforce data, documented customer evidence, and clear opportunity strategy
• Collaborate with Sales Development Representatives, Market Development Representatives, Solutions Consultants, Customer Success Account Managers, Partner Account Managers, Legal, Security, Professional Services, and Customer Support
• Drive continuous adoption and customer outcomes while identifying and developing expansion opportunities across the assigned customer base
• Use approved AI-enabled tools responsibly for account research, preparation, outreach, and productivity while validating outputs and protecting confidential information
• Share effective account strategies, deal practices, and customer insights to support continuous improvement across the sales organization

Basic 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 Requirements:

• 7+ years of SaaS sales experience, including experience in a quota-carrying role
• Experience selling a platform, workflow, business-process, security, finance, HR, procurement, CRM, or adjacent solution
• Experience developing business cases or quantifying customer value
• Experience managing and growing an existing book of business or install base and driving multi-threaded expansion opportunities
• Experience managing and closing complex sales cycles with multiple stakeholders and competing priorities
• Demonstrated ability to over-achieve quota, including performance in the top 1020% of a sales organization
• Proven track record of selling additional use cases, products, or services into existing customers through cross-sell and upsell motions
• Experience working effectively with partners and cross-functional internal teams
• Demonstrated ability to navigate ambiguity, adapt quickly, and contribute as a senior member of the team
• Willingness to travel as necessary, typically 10%

Wage Transparency:

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 below details pay ranges in the following locations:

California: $50.20/hour - $72.23/hour

Illinois, Colorado, Massachusetts and Minnesota: $48.50/hour - $66.65/hour

Washington, Maryland, New Jersey and New York (including NYC metro area): $48.50/hour - $69.03/hour

Washington DC: $50.20/hour - $69.03/hour

Ohio: $46.10/hour - $63.35/hour

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

Global benefits provide options for the following:

• Paid Time Off: earned 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

Work Authorization Notice: Please note that we do not provide visa sponsorship or immigration support for this position. 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.

Life at DocuSign

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 View email address on click.appcast.io.

If you experience any issues, concerns, or technical difficulties during the application process please get in touch with our Talent organization at View email address on click.appcast.io for assistance.

Applicant and Candidate Privacy Notice

States Not Eligible for Employment

This position is not eligible for employment in the following states: Alaska, Hawaii, Maine, Mississippi, North Dakota, South Dakota, Vermont, West Virginia and Wyoming.

EEO Statement

It's important to us that we build a talented team that is as diverse as our customers and where all employees feel a deep sense of belonging and thrive. We encourage great talent who bring a range of perspectives to apply for our open positions. Docusign is an Equal Opportunity Employer and makes hiring decisions based on experience, skill, aptitude and a can-do approach. We will not discriminate based on race, ethnicity, color, age, sex, religion, national origin, ancestry, pregnancy, sexual orientation, gender identity, gender expression, genetic information, physical or mental disability, registered domestic partner status, caregiver status, marital status, veteran or military status, or any other legally protected category.

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