Federal Account Executive, Strategic Enterprise

Company Overview

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 company in e-signature and contract lifecycle management (CLM).

What you'll do

The Enterprise Account Executive (AE) is a highly motivated self-starter who is responsible for developing and closing new business or expanding our footprint in current customers in an assigned geographic territory. 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. This position is an individual contributor role reporting to the Regional Vice President, Enterprise Sales.

Responsibility

• Drive success of the company's goals and objectives through achieving individual sales quotas
• Build and manage a sales pipeline through prospecting efforts into assigned accounts in the Federal Civilian territory
• Develop and deliver customized sales presentations and products demonstrations, by phone and via online demo
• Develop 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, Solution Engineers, Account Managers, Partner Account Managers, as well as Legal, Security, Professional Services and Customer Support

Job Designation

Remote: Employee is not required to be in or near an office frequently and works from a designated remote work location for the majority of the time.

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.

What you bring

Basic

• 12+ years of direct sales experience in an enterprise level Account Executive role or equivalent quota-carrying role
• BA/BS degree or equivalent work experience

Preferred

• 12+ years SaaS sales experience selling enterprise level accounts
• Experience selling web-based products/services
• Experience managing and closing complex sales cycles
• Demonstrated ability to over-achieve quotas (top 10-20% of company) in past positions
• Proficient computer application skills, including Microsoft Word, PowerPoint and Excel
• Willingness to travel 30%+ as needed
• IT industry and multinational environment background

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: $146,000.00 - $221,675.00 base salary

Illinois, Colorado, Massachusetts and Minnesota: $143,700.00 - $208,350.00 base salary

Washington, Maryland, New Jersey and New York (including NYC metro area): $143,700.00 - $211,700.00 base salary

Washington DC: $146,000.00 - $211,700.00 base salary

Ohio: $134,700.00 - $195,300.00 base salary

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.
• Stock: This role is eligible to receive Restricted Stock Units (RSUs).

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.

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.

Equal Opportunity Employer

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.