Regional Vice President, Majors

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).

The Regional Vice President manages, coaches, and motivates a team of Account Executives (AE) to achieve revenue growth by expanding current Docusign customer spend. This sales leader will measure, coach, and ensure AE accountability for pipeline generation, activity, and revenue growth within their book of business. The RVP is expected to deliver results by joining customer calls, assisting in health monitoring, and maintenance of Docusign's relationship with key stakeholders.

Outside of coaching on customer calls, the leader is expected to assist with proactive territory strategy, account planning, and providing feedback leveraging various tools such as Tableau, Salesforce, and conversational intelligence. This leader will mentor each AE individually while also building a strong cohesive, collaborative team. They will be responsible for delivering accurate monthly and quarterly forecasts and delivering on quota.

This position is a people manager role reporting to the Area Vice President, Commercial Sales.

Responsibility

• Manage a sales team to grow Docusign's baseline revenue within existing Accounts

• Assess pipeline generation, revenue-generating activities, pipeline health and quarterly sales forecasts to determine sales progress and areas for refinement or improvement

• Coach AEs through the development of key sales skills, including vertical market management, forecasting and sales planning, prospecting and pipeline generation within account base, complex deal negotiations, cross-functional support both internally and externally, as well as CRM and reporting accuracy

• Manage team performance, create a bench of qualified talent and grow the team headcount as needed

• Develop proven and new strategies with AEs to further penetrate accounts and reinforce process and steps designed to deliver value at enterprise scale to Docusign customers

• Maintain positive and proactive line of communication between the lines of business as well as senior leadership, including developing and delivering accurate forecast and attainment details during weekly forecast calls and quarterly business reviews

• Identify and support opportunities for training as well as career diversification and growth across the team

• Operate well in a fast-paced, dynamic environment without requiring significant supervision

• Travel 20% or more as needed

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

• 5+ years of experience selling software in a quota-carrying role

• BA/BS from an accredited college or university

Preferred

• 5+ years of leadership experience managing sales teams within software, ideally SaaS-based offerings

• 8+ years of experience selling software in a quota-carrying role

• Demonstrated success of exceeding quota attainment targets by managing a process for growing an existing install base

• Experience developing and maintaining territory and accounts plans as well as negotiating and closing complex deals

• Track record of hiring, building, coaching and enabling a rapidly growing team

• Experience selling an eSignature or CLM solution

• Experience selling into a variety of industries and territories as well as experience cultivating larger, strategic relationships

• Capacity to work on cross-functional projects and teams as needed as well as leverage internal resources to problem-solve

• Strong verbal and written communication skills including reporting and forecasting skills

• Strong attention to detail

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: $ - $ base salary

This role is also eligible for the following:

• Bonus:
  Sales personnel are eligible for variable…