Sr. Account Executive, Commercial 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).

As a Senior Account Executive (AE) focused on our Install Base, you will manage, expand, and deepen existing customer relationships within an assigned portfolio of accounts. You will use a consultative, value-based approach to understand customer priorities, connect those priorities to the Docusign IAM platform, and build business cases that create measurable customer outcomes through cross-sell and upsell opportunities. You will manage the full sales cycle within existing accounts-from identifying white space and conducting discovery through negotiation, close, and adoption-while building trusted, multi-threaded relationships across customer stakeholders.

As a senior individual contributor, you will bring strong judgment to complex opportunities, model disciplined sales execution, and help elevate account and team performance through effective collaboration and knowledge sharing.

This position is an individual contributor role reporting to the Regional Vice President, Commercial Sales.

• Achieve quarterly individual sales quotas through disciplined, full-cycle selling into existing accounts
• Build and manage a balanced pipeline through self-generated prospecting within your install base, partner collaboration, and coordinated engagement with sales development teams
• Conduct structured discovery that identifies business priorities, impact, urgency, stakeholders, decision criteria, and next steps for account expansion
• Develop and communicate customer-specific value hypotheses, business cases, proposals, and presentations
• Build multi-threaded relationships across business, technical, legal, security, procurement, and executive stakeholders within assigned accounts
• Position relevant IAM capabilities and Docusign solutions around customer outcomes, not only product features
• Manage complex sales cycles with clear close plans, mutual action plans, risk identification, objection handling, and closing discipline
• Deliver tailored demonstrations in collaboration with Solutions Consultants or Solutions Engineers
• Forecast activity and revenue accurately using current Salesforce data, documented customer evidence, and clear opportunity strategy
• Collaborate with Sales Development Representatives, Market Development Representatives, Solutions Consultants, Customer Success Account Managers, Partner Account Managers, Legal, Security, Professional Services, and Customer Support
• Drive continuous adoption and customer outcomes while identifying and developing expansion opportunities across the assigned customer base
• Use approved AI-enabled tools responsibly for account research, preparation, outreach, and productivity while validating outputs and protecting confidential information
• Share effective account strategies, deal practices, and customer insights to support continuous improvement across the sales organization

Remote: Employee is not required to be in or near an office frequently and works from a designated remote work location for the majority of the time.

Positions at Docusign are assigned a job designation of either In…