Account Executive, Small to Medium Business

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 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.

• 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.

• 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)

• 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

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: $28.00/hour - $39.98/hour

• 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.

• Paid Time Off: earned time off, as well as paid company holidays based on region
• Paid Parental Leave: take up to…