Account Executive, Small to Medium Business

SMB Account Executive

As an SMB Account Executive at Docusign, you will drive revenue growth and market expansion across small and medium-sized businesses. This role requires a dynamic, adaptable sales professional who can seamlessly balance high-velocity transactional sales with strategic, multi-threaded platform deals. As Docusign expands into Intelligent Agreement Management (IAM) and AI-driven agreement solutions, you will translate complex capabilities into measurable business value for C-suite buyers.

This role is an individual contributor reporting to the RVP, SMB Sales.

Responsibilities:

• Exceed quarterly quotas and target continuous double-digit growth through new customer acquisition and account expansion
• Build a healthy pipeline proactively using outbound prospecting strategies, modern sales tools, and multi-channel outreach (phone, email, Linked In, Whats App)
• Conduct deep discovery to understand customer pain points across HR, Legal Procurement, and Operations
• Simplify complex IAM and AI features into clear ROI and business outcomes
• Use structured sales methodologies (e.g., MEDDPICC) to manage deal velocity, navigate longer sales cycles, and maintain accurate forecasting
• Maintain real-time CRM integrity in Salesforce, manage daily workflow efficiency, and keep high deal volumes moving predictably
• Collaborate with Solutions Engineers, Customer Success, and Legal to ensure seamless deal execution and customer onboarding

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.

Basic:

• 1+ years in a full-cycle, quota-carrying sales role within SaaS or technology
• Demonstrated history of consistent quota achievement (100%+ attainment)
• Proficiency with Salesforce (or Hub Spot) and prospecting tools (e.g., Sales Navigator, Outreach)

Preferred:

• Experience balancing high-velocity transactional selling with broader platform deals
• Formal training in recognized sales methodologies (e.g., MEDDPICC, SPIN Selling)
• Exceptional communication skills with the ability to quickly establish trust with business leaders
• Adaptable, resilient, and eager to leverage new AI and agreement management tools
• Knowledge of legal and regulatory frameworks surrounding digital agreements
• Bachelor's degree in a relevant field or equivalent practical experience

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:

Illinois: $26.30/hour - $36.20/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 already be authorized to work in the United States on a full-time, permanent basis without the need for current or future sponsorship.

Working here:

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…