Account Executive, Small to Medium Business

What you'll do The Account Executive (AE) for Small-to-Medium Business (Install - Geo) is a highly motivated self‑starter who is responsible for developing and closing new business or expanding our footprint with current customers within the SMB business segment. A successful AE is eager to learn, determined to adapt quickly, and comfortable with some ambiguity. AEs are focused on acquiring new customers or selling additional use cases, products and services into existing accounts. This person is accountable for exceeding monthly and quarterly quotas, proactive deal management, forecast accuracy, and driving adoption and usage with customers and prospects in collaboration with internal teams and the broader DocuSign partner ecosystem. Responsibilities Drive success of the company’s goals and objectives through achieving individual sales quotas Build and manage a sales pipeline through prospecting efforts in the assigned territory within the SMB or Mid‑Market segment Develop and deliver customized sales presentations and product demonstrations, by phone and via online demo Craft and negotiate enterprise level proposals and contracts Forecast sales activity and revenue achievements accurately through proper use of sales tools Collaborate effectively and engage various pre/post sales resources including Sales Development Representatives, Market Development Representatives, Solutions Engineers, Account Managers, Partner Account Managers, as well as Legal, Security, Professional Services and Customer Support Seek out coaching and collaborate with team members for deal execution Manage pipeline effectively using our customer‑first sales process Travel as necessary, typically 10% Basic Qualifications BA/BS degree or equivalent work experience Preferred Qualifications 1+ years of direct sales experience in a quota‑carrying role Experience managing and closing software sales‑cycles Demonstrated ability to over‑achieve quotas in past positions Proficient computer application skills, including Salesforce.com, Google Suite IT industry and software sales background Job Designation 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 a weekly in‑office expectation) Compensation and Benefits 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 pay ranges are: Illinois: $26.30/hour - $36.20/hour This role is also eligible for variable incentive pay depending on achievement of pre‑established sales goals. Non‑Sales roles are eligible for a company bonus plan calculated as a percentage of eligible wages and dependent on company performance. 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. Employment Eligibility This position is not eligible for employment in the following states: Alaska, Hawaii, Maine, Mississippi, North Dakota, South Dakota, Vermont, West Virginia and Wyoming. Equal Opportunity Employer 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. EEO Know Your Rights poster #J-18808-Ljbffr Docusign