Account Executive, Strategic Enterprise (Federal)

Company Overview

Find out exactly what skills, experience, and qualifications you will need to succeed in this role before applying below.

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 Federal Account Executive (AE) is a highly motivated self-starter who is responsible for developing and closing new business or expanding our footprint with current customers in assigned Federal agencies.

A successful Federal AE is determined to adapt quickly and is comfortable with some ambiguity. AEs are focused on acquiring new customers or selling additional use cases, products, and services into existing accounts.

The AE 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.

Responsibilities

• Drive success of the company's goals and objectives by achieving individual sales quotas.
• Build and manage a sales pipeline through prospecting efforts into named Federal accounts or within the core verticals.
• Develop and deliver customized sales presentations and product demonstrations in partnership with your Solution Consultant, via in-person meetings mostly in the Washington DC area and over Zoom.
• Develop, negotiate, and close project-level, program-level, and enterprise-level opportunities.
• Document sales activities and accurately forecast revenue, leveraging Salesforce CRM.
• Collaborate effectively and engage various pre- and post-sales resources including sales development representatives, market development representatives, solutions consultants, partner account managers, as well as legal, security, professional services, and customer support.
• Travel as necessary, typically 25%.

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

• BA / BS degree or equivalent work experience.
• 12+ years of direct software sales experience in an enterprise account executive or equivalent quota-carrying role.

Preferred

• 12+ years of SaaS sales experience selling into the public sector, ideally federal civilian agencies.
• Experience selling Cloud or SaaS products and 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 Salesforce and Google Workspace.
• Located in the DC metro area.

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 : $138,600.00 - $210,600.00 base salary.

Illinois and Colorado : $134,700.00 - $195,375.00 base salary.

Washington and New York (including NYC metro area) : $134,700.00 - $201,000.00 base salary.

Washington DC : $138,600.00 - $201,000.00 base salary.

This role is also eligible for bonus, equity, and benefits.

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.

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 [email protected].

If you experience any issues, concerns, or technical difficulties during the application process, please get in touch with our Talent organization at [email protected] for assistance.

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.

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