Regional Vice President, Enterprise Sales

Docusign brings agreements to life. More than 1.8 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 the Docusign AI-native IAM platform, companies can create, commit, and manage agreements with solutions created by the #1 company in e-signature and contract lifecycle management (CLM).

The Public Sector Regional Vice President, State and Local Government (SLG) West will lead a team of Account Executives towards attainment of individual sales quotas. We are looking for an experienced, enterprise software sales leader for this strategic SLG region. The ideal leader combines deep Public Sector go-to-market experience with a strong track record of leading high-performing software sales teams. Experience selling into State & Local Government, and managing sellers who understand government procurement, security, and compliance requirements, is highly desired.

Knowledge of and relationships with Government System Integrators, Resellers, ISVs and Hyperscalers are also highly valuable in this role. This sales leader must be able to empower, measure and motivate effectively, leading by example. They are required to participate in deal strategy sessions with AEs, support account health monitoring, and maintain Docusign's eSignature, IAM and CLM value within accounts. This leader should mentor each AE individually while also building a strong, cohesive, collaborative team with a high-performance, customer-centric culture.

They are a true evangelist for the needs of the business and an advocate for Public Sector requirements across Docusign.

This position is a people manager role reporting to the Area Vice President, State & Local and Higher Education Sales.

Responsibility

• Manage a team of Public Sector Account Executives where your team is responsible for maintaining and growing the book of business in the set of accounts assigned to your region. This includes net new growth as well as maintaining existing renewals along with your customer success team, minimizing renewal churn and maximizing the overall annually recurring revenue in those accounts
• Drive a consistent, repeatable sales approach across the SLG Enterprise segment, including forecasting, pipeline management, prospecting within account bases, complex negotiations, and other necessary Enterprise selling skills
• Coach reps to move beyond transactional deals by helping customers see the value of Docusign's full platform. Reinforce strategic discovery, value-based conversations, and expanding deal scope to align with broader business outcomes. Understand and utilize the MEDDPICC framework for all opportunities
• Develop strong partnerships with Talent Acquisition and Human Resources to create and maintain a bench of qualified Public Sector-savvy talent, and hire culturally aligned team members with experience in SLG sales
• Monitor leading indicators weekly, monthly and quarterly including AE activity levels, pipeline generation, conversion and progression
• Utilize , Outreach, Gong, Gemini, Ask Athena, Chat GPT, Glean, Claude and Notebook LM tools to maximize AE and team velocity and performance. You will be expected to develop expertise with these tools and coach your team to utilize them for maximum performance
• Train your team to leverage cooperative purchasing vehicles (e.g., NASPO, Sourcewell, GSA, State Contracts) to accelerate sales and shorten cycles. Understand and utilize Docusign's procurement and RFP response teams to increase win rates and competitive differentiation
• Have a "partner first" mentality utilizing distributors, resellers, ISVs and System Integration partners to accelerate and solidify Docusign's presence and success in your region and customer base. Ensure your team adopts and executes this partner first model
• Develop a set of sales plays that directly address the needs of State and Local governments along with marketing assets, scripts, Outreach sequences, and battle cards working with product marketing. Train your AE team and the MDRs on effective execution of the plays
• Conduct frequent call reviews and feedback utilizing Gong recordings and AI insights. Coach your team to higher…