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 ISV Account Executive (AE) is a highly motivated self-starter who is responsible for developing and closing new business or expanding our ISV footprint with new and current customers in an assigned geographic territory. A successful AE is eager to learn, determined to adapt quickly and comfortable with some ambiguity. AEs are focused on selling ISV use cases, products and services. The AE is accountable for exceeding monthly and quarterly quotas, proactive deal management, forecast accuracy and driving adoption and usage with customers and prospects in collaboration with internal teams and the broader Docusign partner ecosystem.

This position is an individual contributor role reporting to the Area Vice President, ISV Sales.

Responsibility

• Drive success of the company's goals and objectives by achieving individual ISV sales quotas
• Build and manage a sales pipeline through prospecting efforts into a geographic territory or within the core verticals
• Develop and deliver customized sales presentations and product demonstrations, by phone and via online demo
• Develop and negotiate enterprise-level proposals and contracts
• Forecast sales activity and revenue achievements accurately through proper use of sales tools
• Collaborate effectively and engage various pre- and post-sales resources including Sales Development Representatives, Market Development Representatives, Solutions Engineers, Account Managers, Partner Account Managers, as well as Legal, Security, Professional Services and Customer Support Cross-functional collaboration with Field AE's, Product, Industry and Sales leaders to educate and drive ISV awareness
• Travel as necessary, typically 25%

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 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

• BA/BS degree or equivalent work experience
• 5 years of direct software sales experience in an enterprise account executive or equivalent quota-carrying role

Preferred

• 8 years of SaaS sales experience
• Successful track record in providing a point of view and thought leadership in ISV space
• Prior success building strong relationships with decision makers and C-level Executives, in large complex organizations
• Demonstrated ability to identify key partner prospects and convert into new partner revenue streams
• Experience managing and closing complex sales cycles
• Demonstrated ability to over-achieve quotas (top 10-20% of company) in past positions
• Technically savvy (architecture design experience) and ability to advise on SaaS architectures

Based on applicable legislation, the below details pay ranges in the following locations:

California: $48.46/hour - $69.20/hour

Illinois and Colorado: $45.48/hour - $65.96/hour

Washington and New York (including NYC metro area): $45.48/hour - $66.63/hour

This role is also eligible for bonus, equity and .

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

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 world in which we live.

Accommodation

Docusign provides reasonable accommodations for qualified individuals with disabilities in job application procedures. If you need such an accommodation, including an accommodation to properly use our online system, you may contact us at .

If you experience any technical difficulties or issues during the application process, or with our interview tools, please get in touch with us at for assistance.

This position is not eligible for employment in the following states: Alaska, Hawaii, Maine, Mississippi, North Dakota, South Dakota, Vermont, West Virginia and Wyoming.

It's important to us that we build a talented team that is as diverse as our customers and where all employees feel a deep sense of belonging and thrive. We encourage great talent who bring a range of perspectives to apply for our open positions. Docusign is an Equal Opportunity Employer and makes hiring decisions based on experience, skill, aptitude and a can-do approach. We will not discriminate based on race, ethnicity, color, age, sex, religion, national origin, ancestry, pregnancy, sexual orientation, gender identity, gender expression, genetic information, physical or mental disability, registered domestic partner status, caregiver status, marital status, veteran or military status, or any other legally protected category.

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