Enterprise Account Executive

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

What you’ll do

The Enterprise Account Executive is responsible for developing and managing strategic customer relationships within large enterprise accounts. This individual will own the full sales cycle, from prospecting and pipeline development through deal execution and long-term account growth. The role requires a proven track record of success in enterprise platform sales, strong executive engagement skills, and the ability to orchestrate cross-functional teams to deliver measurable business value to customers by driving adoption of the broader Docusign IAM Platform and its high-value services. This is a quota-carrying role focused on driving net-new opportunities and expanding existing relationships in complex enterprise environments.

This position is an individual contributor role reporting to RVP, Enterprise Sales.

• Identify, create, progress and close Enterprise sales opportunities with new and existing accounts, with a clear emphasis on self-generated pipeline and new-logo acquisition

• Own the full sales cycle from opportunity creation and qualification through discovery, value proposition, demonstration, business case, negotiation, contracting and close

• Expand and grow existing accounts through upsell and cross-sell, while maintaining a strong focus on net-new business development

• Build and execute structured, multi-year Enterprise plans for each account using a Land and Expand approach

• Build, qualify and manage a healthy pipeline across large enterprise accounts and strategic prospects in France

• Develop key relationships with clients at CxO level and with heads of function, heads of line of business, IT, Legal, Procurement, HR and Operations

• Engage, influence and persuade executive decision-makers and economic sponsors throughout complex, multi-stakeholder sales cycles

• Understand customers' strategic business and technology priorities and align value-based solutions with those objectives, including relevant Docusign solutions such as eSignature and IAM (Intelligent Agreement Management)

• Manage complex, high-value sales projects and program rollouts with customers

• Develop and deliver sales presentations, product demonstrations, commercial proposals and business cases that clearly communicate value, ROI and expected outcomes

• Use internal resources including Presales, Telesales, Alliances, Professional Services, Legal, Customer Success, Account Management, Marketing, Revenue Operations, Security and executive stakeholders in sales campaigns to ensure sales success

• Seek new Enterprise business opportunities by presenting, recommending and upselling new Docusign products, services and partner solutions

• Identify and activate relevant systems integrators, technology partners and distribution partners to accelerate pipeline and customer outcomes

• Forecast sales activity and revenue achievement through the proper use of sales tools, including maintaining accurate and up-to-date CRM information and forecast hygiene

• Anticipate risks, clarify decisions and maintain transparent communication with internal and external stakeholders

• Contribute to the improvement of collective sales practices by sharing learnings, winning approaches and market insights

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 weekly in-office expectation)

Positions at Docusign a