Inside Sales 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 Inside Sales Executive is to sell our full line of e-Signature solutions and services within a named geographic territory. The Inside Sales Executive drives phone-based sales revenue thru consultative selling skills; building relationships with key players; penetrating the account at all levels; becoming a trusted advisor on e-Signature solutions to meet the needs of their accounts; and maintaining an on-going account strategy for selling DocuSign solutions. When appropriate, the Inside Sales Executive’s expert phone skills will be utilized for telemarketing-style lead generation, inbound lead management, and information gathering or sales/marketing campaigns. The Inside Sales Executive plays an instrumental part of the overall success of the sales team.
The Inside Sales Executive is responsible to fully understand the prospects’ document
process, their current challenges and ongoing product requirements;
and articulating the value of our e-Signature solutions through a customized
solution demonstration. This position requires heavy outbound
phone calls will be expected to manage a territorial pipeline, report
on sales activity and stay thoroughly informed on all DocuSign Solutions
and the e-Signature market in general.
Essential Job Functions:
- Meet or exceed monthly quota of qualified
opportunities and closed business through phone-based,
full-cycle, solution selling.
- Qualify prospects via phone, email and web conferencing, identifying
key decision makers, business pain, and existing complementary or competitive
software applications.
- Generate leads by cold-calling target companies, identifying
key decision makers, business pain, and existing complementary
or competitive software applications.
- Develops corporate contacts and cultivates relationships at all
levels that enhance DocuSign’s position, which leads to incremental
business.
- Identify new target companies and prospects through primary and
secondary research.
- Develop business and account plans as well as sales strategies.
- Provide qualified leads to Account Executives that fall within
specified guidelines.
- 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 accounts
- Uncover customer document process and needs in order to match
customer needs and requirements to DocuSign solutions
- 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
- 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 named accounts
- 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
- Maintains close working relationship with DocuSign product personnel
to know product futures and timing, as well as feedback
concerns and requests from named accounts
- 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:
- Must be a highly-motivated “self-starter” with excellent verbal communication skills.
- You must have a proven track record in the development and closing of new business opportunities and building long term relationships (consistently meeting and/or exceeding quota).
- 5+ years experience in a sales role with at least 2 years of phone-based sales
- Experience with new account development and an understanding of how to use internet and other resources for cold calling into new accounts.
- Superior customer service skills. Must have excellent listening skills and ability to turn customer's needs into technology solutions.
- Attention to detail, excellent organizational skills, superior time management skills and ability to work with minimal supervision are essential.
- Excellent and persuasive oral and written communication skills required (grammar, spelling, and professional presentation). Positive, upbeat and aggressive personality is required. Additional experience in marketing, lead generation, and lead management is valued.
- BA/BS degree or equivalent work experience
- Resilience and resourcefulness when solving complex problems
- Ability to present proposals persuasively
- Excellent team skills.
Interaction:
This position requires the ability to develop and maintain strong relationships
with prospects and customers. Ability to understand prospect/customer
requirements and our products and then combine and translate that information
into increased success is critical.
This position operates in a team-oriented environment.
As a result, the incumbent must build and maintain strong and effective
working relationships internally with the sales, account management
team, product management, customer support and product marketing.
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.
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: hr@docusign.com. Include position title in the email Subject line.
DocuSign will promptly review your submission. All applications are kept in strictest confidence.
