What you'll do The 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 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. This position is an individual contributor role reporting to the Manager, SMB. Responsibility 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 and 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 Travel as necessary, typically 10% 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 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 Preferred Experience managing and closing software sales‑cycles Demonstrated ability to over‑achieve quotas in past positions Proficient computer application skills, including Salesforce.com, Microsoft Word, PowerPoint and Excel IT industry and multinational environment background English – intermediate level and above #J-18808-Ljbffr