Q: What do you do at DocuSign?

I run our core verticals in Commercial Sales for North America: Financial Services, Insurance, Healthcare, Life Sciences and Higher Education. I focus on growing our business in a healthy way. Right now I am focused on industry vertical efforts as we head into the second half of the year.  Getting to interact with customers and win big deals is a fun part of the job. I spend a lot of time working with vertical partners. I do a lot of hiring and interviewing, and we’ve got a lot of people coming on in August that I’m excited about. Right now our team has 55 people, and is probably going to hit 70 by the end of the year. We have such great customers and such a compelling product, which means we get to have a lot of meaningful conversations around value with our customers.

Q: What do your friends and family think you do?

People know that I am in sales, technology sales.

Q: What is the best thing about working at DocuSign?

It goes back to the magnitude of the business problems we get to solve, and the product we’ve built to deliver on the opportunity. I also have a good deal of autonomy in running the business. Commercial Sales is a fast-moving and high-growth part of DocuSign, which I love. We have so many opportunities still untapped in our core industry verticals. If this were a football game, our team is just midway through the first quarter. 

I’ve been here for seven years. Over time I’ve seen the company evolve. Yet, we’re still at the early stages of fulfilling the promise we can deliver on. The journey we take our customers on is really the best thing: knowing we have customers for life and knowing we deliver.

Q: How is that team different than other teams at DocuSign? Is there anything special about your team’s dynamic?

The obvious answer would be that we are vertically-oriented. You get to learn a really deep set of subject matter expertise within a respective vertical. You learn all the companies and support organizations that are part of the industry, and what their various functions are. You learn about the different partners that help build technology solutions for that industry. You get out in the field to see a lot of people and partners.

Q: What is the best advice you can give to somebody starting a new job in your department at DocuSign?

You’ve got to be optimistic and a big thinker. Be willing to take some big risks, because that’s obviously where the big reward comes from. You never know when something good will happen, but it will. For example, in sales we’re really about painting pictures — telling and retelling stories. If you think big and are credible throughout the storyline, you’ll win relationships, and ultimately, put yourself in a position to win meaningful deals.

Q: What traits do you most admire in your colleagues at DocuSign?

People really want to be here. I admire their engagement. They want to come to work and help us succeed. They know we can solve unique business problems and deliver a lot of value. The people that have chosen to be here are masters of their own destiny. They’re at the tops of their field. Working at DocuSign is a strong brand on your resume. The people here can choose where they want to work, but they want to be here because they understand we’re on a journey and that there’s a lot of wealth and value to be created.

Q: What traits do you think your DocuSign colleagues most admire in you?

I’m optimistic. I’m a big picture thinker. I’m also approachable and like to engage at all levels of business. Also, I know people and I’m known by people because I spent a significant amount of time with everyone on the team. I do a good job of recognizing accomplishments and cheering people on. That’s where I have a lot of passion: seeing those on the team succeed.

Q: What is something most of your colleagues at DocuSign don’t know about you?

Before moving to Seattle I grew up in New Mexico. I went to grad school in Stockholm, Sweden. I like to travel to places that are off the beaten path.

Q: What is your favorite snack from the DocuSign kitchen?

Coffee, coconut water and a lot of Nuun. We also have 6 beer taps. There’s certainly and time and place for that.

Q: Where is your favorite place to work or have a meeting at DocuSign and why?

I’d say the most fun I have is when I am in a customer’s office trying to get a big deal done. Or in the office in a team or vertical meeting. I like getting outside of my office with the team and with customers.

Q: What is the best project you ever worked on at DocuSign and why?

Building out the industry verticals. It started with Financial Services, but the playbook has been used and refined to continue the vertical path. I’m very passionate about the industry vertical strategy. It continues to evolve each year. It’s rewarding to see the success of the verticals and to see a positive growth associated with those verticals. That’s ultimately what my job is: to grow the business in a healthy way.

Q: If you were not working at DocuSign and could do anything in the world, what would you be doing/do next?

I’d probably be working for another disruptive startup technology company. Ultimately, that’s why I joined — because I saw a big opportunity to fill a space. I love the innovation environments in Seattle and San Francisco, but who knows — I might like to try startups in other countries someday. I went to grad school in Sweden and that was a very fun and innovative culture to work in — so it could be interesting to tackle my work in another part of the world.

Q: What is the secret for you to happiness?

Balance and health. I try to provide an environment where people can find balance. My team gets to invest in a family and feel like they’re giving 100 percent to that part of their life. At the same time, they get to build a career and run a business with DocuSign, and that’s positive and meaningful to them. Those two things in conjunction start to form part of the balance.  I think finding those things is pretty tough, and DocuSign has provided a good platform for us to do that.