Account Executive

Location: Seattle, WA

Our sales organization delivers a unique customer experience. We think of the business as a whole. We work together to sell strategic solutions.

DocuSign is the leader in e-Signature solutions. The goal of the DocuSign Account Executive is to sell our full line of e-Signature solutions and services within a geographic area. The Account Executive drives sales revenue by building relationships with key players in their accounts; penetrating the account at all levels and all subsidiaries; becoming a trusted advisor on e-Signature solutions to meet the needs of their accounts; and developing an overall account strategy for selling DocuSign solutions. The Account Executive plays an instrumental part of the overall success of the sales team.

The Account Executive is responsible to fully understand the account's document process, their current challenges and ongoing product requirements; and articulating the value of our e-Signature solutions through a customized solution demonstration. The Account Executive should be an asset to their accounts by helping to streamline their document signing processes. The position requires significant time in our corporate headquarters, as well as time in face-to-face client and prospect calls.


Essential Job Functions:
  • Be a driving force in the success of the company’s goals and objectives
  • Achieves quota
  • Develops corporate contacts and cultivates relationships at all levels within accounts that enhance DocuSign’s position
  • Maintains regular contact with account base, and increases revenue from positioning and demonstrating new and existing products, preparing appropriate ROIs, and closing the sale
  • Compiles account information on organizational structure (parent and subsidiaries), buying process, document process, existing products/tools to produce a prospective business report identifying potential business activities necessary to expand our presence within assigned named accounts
  • Uncover customer document process and needs in order to match customer needs and requirements to DocuSign solutions
  • Collaborate with inside sales on sales scripts, emails, lead follow-up, and training.
  • Develop and deliver customized demonstrations, by phone and face-to-face
  • Managing complex sales-cycles and presenting to C-level executives the value of our suite of applications
  • Forecast sales activity and revenue achievement in Salesforce.com, while creating satisfied and referenceable customers
  • Prepares account plans for each account based on short, mid and long-range plans
  • Generates, develops, manages, and communicates expectations within assigned accounts as well as increases scope of penetration within each account.
  • Qualifies new opportunities and prospects, dimensions the size of opportunities and articulates probabilities of closure
  • Fully understand and clearly articulate the benefits of DocuSign to all levels within assigned geography
  • Manage time, including learning product functionality, qualifying prospects, customizing and giving demos, completing follow-up work, and writing and coordinating proposals.
  • You will be expected to display initiative, self motivation and deliver high quality work while at the same time, meeting all deadlines for both internal and external customers
  • Maintains broad knowledge of DocuSign products and their capabilities versus the strengths/weaknesses of competitive products
  • Willing and able to travel occasionally
  • Excellent verbal and written communication skills.
  • Other duties as assigned.
  • Be aware of, and comply with, all corporate policies.

Candidate Qualifications:

Education, Experience & Training required:

  • You must have a proven track record in the development and delivery of differentiated custom solutions and presentations to the F500, including technical concepts, to key decision makers to address their business issues and needs
  • 3-5 years e-Signature or at least 8+ years experience in a Account Executive or Account Manager sales role
  • Proven track record of meeting quarterly and annual sales and profitability objectives for the previous 5 years
  • BA/BS degree or equivalent work experience
  • Strong customer references
  • Strong presentation skills and credibility with C-level executives
  • Excellent customer and communication and presentation skills
  • Excellent Customer facing skills
  • Resilience and resourcefulness when solving complex problems
  • Ability to present proposals persuasively
  • Excellent team skills.

Supervision:

This is an individual contributor position.

Scope:
The incumbent will have a direct impact on customer success thereby influencing revenue, customer loyalty and the ability to attract other customers within that vertical market space.

The incumbent works on problems of diverse scope requiring analysis of a situation and determining the best method to resolve the situation. Exercises discretion and judgment within generally defined practices and policies in selecting methods and techniques for obtaining solutions.

EEO:
Equal Opportunity Employer, M/F/D/V.

 

This job description is not intended to be all-inclusive. Employee may perform other related duties as negotiated to meet the ongoing needs of the organization.

Company Overview:

DocuSign is the world's most trusted web based on-demand electronic signature service. DocuSign is faster, easier to use, and more easily integrated into corporate applications and workflow processes than any other product on the market. DocuSign’s advanced electronic signature solution ensures a legally-binding, non-repudiable signing process regardless of industry, application, workflow process or transaction volume.


To Apply:

Send Word or PDF copy of resume to: sales-ae@docusign.com. Include position title in the email Subject line.

DocuSign will promptly review your submission. All applications are kept in strictest confidence.


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