Q: What do you do at DocuSign?
I lead the global commercial sales organization. I’m responsible for the acquisition and management of prospects and customers across several segments and multiple different industries across the globe.
Q: What do your friends and family think you do?
They think that I work for a very innovative, high-tech organization. I have a lot of pride in what I do because so many of my family and friends have interacted with our technology. It’s very rare for me to have to explain to people the company I work for. Usually when I say I work for DocuSign, I’m met with an excited reaction before I even get to explain what I do here.
Q: What is the best thing about working at DocuSign?
For me it’s the people. That may sound a little cliche — but as a father of young children you realize that every moment spent away from your children you want to be with people you enjoy working with, partnering with and solving problems with. I’m proud to say that after eight years in this company, I’m still fueled every single day by the level of talent and commitment the people I work with everyday possess.
It’s really important to me to be at a company where the work you do has purpose. We’re not just selling a really incredible technology that solves real business problems – we’re changing the way companies run their business. For me, that’s work with purpose.
Q: How is that team different than other teams at DocuSign? Is there anything special about your team’s dynamic?
Grit. My team has grit. They are relentless in their pursuit of solutions. They take pride every day in their work product. They take pride in outworking, outthinking and outexecuting the competition. They have no shame in celebrating their success. When you work for a company that is as fast-moving as our company — when the same playbook that worked last week may not work this week — where today’s solution may not be tomorrow’s solutions, and you’re constantly having to change — you have to think on your feet. You have to have grit. That takes a different level of intellectual horsepower and my team is overflowing with that.
Q: What is the best advice you can give to somebody starting a new job in your department at DocuSign?
Come in and identify people that have been incredibly successful in a role similar to yours. Then learn from them: Take what you will from these people — but also don’t be afraid to bring your own flair and entrepreneurial spirit to the role.
You’re only a new employee for a few months. After that, it becomes, “Oh, that’s how we do things around here” and the only way to get outside of that mentality is to bring your own unique perspective to your role. We do a lot of things right — but there’s a lot we could improve on. For new employees, I recommend coming in and anything you see that doesn’t seem to be working as well as it could or should? Write it down. Because if you don’t, in two short months, it’ll become the norm. The most effective way to improve is to bring new, innovative thinking to the table.
Q: What traits do you most admire in your colleagues at DocuSign?
Honesty. Integrity. Work ethic. Smarts. Passion. And a commitment to the cause. It’s those same traits that attract some of the best people in the marketplace that want to be part of our company. It’s one of the reasons we have 50 percent lower employee attrition rates than our peers in technology.
Q: What traits do you think your DocuSign colleagues most admire in you?
Well, I’m very fair. I’m very honest. I never ask anyone to do anything I wouldn’t do myself. And I’m incredibly loyal. Sometimes to a fault. That comes from not only a passion for our company and our mission, but a passion for the people that have helped us get here. This is a people business. You take the people piece out, and we don’t have a business. It’s amazing what happens when you do right by your people.
Historically, we’ve all heard that as a business we’re supposed to put customers first. Then our employees. And then your product. I think a bit differently. I put our people first, because it’s our people that take care of our customers. If you don’t have your people — you won’t have customers. When you have great, happy, motivated, passionate people you’ll see similar attributes in your customer base.
Q: What is something most of your colleagues at DocuSign don’t know about you?
That I’m a music fanatic. In college, I did an internship in Los Angeles with a bunch of local LA hip hop artists – Jurassic 5, Common, Dilated Peoples, etc. I ended up moving from a guy asking for an internship after a performance to helping the band members design their website, manage their tours and enjoying all the perks that came with the industry. It turned into a side job during two years of college.
Q: What is your favorite snack from the DocuSign kitchen?
Oh – that’s easy. Chocolate covered almonds.
Q: Where is your favorite place to work or have a meeting at DocuSign and why?
I would say the bar at the Four Seasons. Nice views. Nice wines.
Q: What is the best project you ever worked on at DocuSign and why?
DocuSign’s business model is one of the most complex you’ll find in any technology out there. That’s primarily due to the fact that we serve customers from a Fortune 1 all the way down to an end user consumer.
The question we’ve been asking ourselves from day one — all the way through today, is “How do you support, develop, and grow multiple different routes to market in multiple different geographies and countries in a way that allows every one of them to grow as quickly as possible and minimizes channel conflict?” That’s a challenge that very few companies have to face – often they’re just focusing on a single route to market. We sell to everyone. We build content and collateral and a website that talks to everyone from the CEO of Walmart to the parent getting a waiver signed so their child can play soccer. That type of business model is an intellectual workout. And it’s the most challenging and rewarding thing that I’ve worked on.
Q: If you were not working at DocuSign and could do anything in the world, what would you be doing/do next?
I’d be fly fishing in Montana.
Q: What is the secret for you to happiness?
To be successful in life. That doesn’t necessarily mean having a good job or making money. It means being successful in a career you’re passionate about. Successful in the relationships you have with friends and family. To me, happiness is finding a healthy balance in your life. Balancing family, work, friends, hobbies, passions and doing all of that in a way that enriches your life and those around you. Those I know that are able to do that really really well tend to be incredibly happy people.