Account Executive, Public Sector - Medium Government

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).

As an Account Executive (AE), you are a highly motivated self-starter responsible for driving revenue growth through both new customer acquisition and expansion of existing Docusign customers. You excel at prospecting and building pipelines independently while also collaborating closely with Market Development Representatives (MDRs) to identify and engage the right opportunities. You thrive in ambiguous environments, enjoy creating new approaches, and are excited to help define and grow a new market.

You are accountable for exceeding quarterly quotas, managing deals proactively, maintaining forecast accuracy, and driving adoption and usage in partnership with internal teams and the broader Docusign ecosystem.

This is an individual contributor role reporting to the Regional Vice President, Public Sector, Small and Medium Government.

Responsibility

• Achieve and exceed individual sales quotas to drive company goals and objectives
• Build and manage a robust sales pipeline through both self-generated prospecting and collaboration with MDRs
• Develop and deliver tailored sales presentations and proposals via phone, online demos, and in-person meetings
• Negotiate and close complex enterprise-level contracts
• Maintain accurate forecasts of sales activity and revenue through effective use of sales tools
• Collaborate with pre- and post-sales teams, including Solutions Engineers, Account Managers, Partner Account Managers, Legal, Security, Professional Services, and Customer Support

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.

Basic

• BS/BA degree or equivalent experience
• 2+ years of experience in an AE role or equivalent quota-carrying role

Preferred

• Proven success in self-generating pipeline while partnering effectively with MDRs or SDRs
• Experience managing and closing complex sales cycles
• Strong skills applying MEDDPICC or similar methodologies to improve deal quality, forecast accuracy, and sales execution
• Experience selling into the Public Sector and cultivating strategic relationships
• Experience running in-person customer meetings
• Demonstrated ability to consistently meet and over-achieve quotas
• Proficiency with , Google Workspace, Gong, Linked In, and similar sales tools

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: $37.74/hour - $57.12/hour

Illinois, Colorado, Massachusetts and Minnesota: $36.44/hour - $50.11/hour

Washington, Maryland, New Jersey and New York (including NYC metro area): $36.44/hour - $51.88/hour

Washington DC: $37.74/hour - $51.88/hour

Ohio: $34.13/hour - $46.93/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…