Account Executive, Commercial Sales - GEOS

Company Overview 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).

As an Account Executive (AE) focused on our Install Base, you will manage, expand, and deepen existing customer relationships within an assigned portfolio of accounts. You will use a consultative, value-based approach to understand customer priorities, connect those priorities to the Docusign IAM platform, and build business cases that create measurable customer outcomes through cross-sell and upsell opportunities. You will manage the full sales cycle within these existing accounts-from identifying new white space and discovery through negotiation, close, and adoption-while building trusted relationships across multiple customer stakeholders. This position is an individual contributor role reporting to the Regional Vice President, Sales.

Achieve quarterly individual sales quotas through disciplined full-cycle selling into existing accounts Build a balanced pipeline through self-generated prospecting within your install base, partner collaboration, and coordinated engagement with sales development teams Conduct structured discovery that identifies business priorities, impact, urgency, stakeholders, decision criteria, and next steps for account expansion Develop and communicate customer-specific value hypotheses, business cases, proposals, and presentations Build multi-threaded relationships across business, technical, legal, security, procurement, and executive stakeholders within your assigned accounts Position relevant IAM capabilities and Docusign solutions around customer outcomes, not only product features Manage complex sales cycles with clear close plans, mutual action plans, risk identification, objection handling, and closing discipline Deliver tailored demonstrations in collaboration with Solutions Consultants or Solutions Engineers Forecast activity and revenue accurately using current Salesforce data, documented customer evidence, and clear opportunity strategy Collaborate with Sales Development Representatives, Market Development Representatives, Solutions Consultants, Customer Success Account Managers, Partner Account Managers, Legal, Security, Professional Services, and Customer Support Drive continuous adoption, customer outcomes, and identify expansion opportunities across your assigned customer base Use approved AI-enabled tools responsibly for account research, preparation, outreach, and productivity while validating outputs and protecting confidential information Job Designation Hybrid: Employee divides their time between in-office and remote work. Access to an office location is required. (Frequency: Minimum 2 days per week; may vary by team but will be weekly in-office expectation) 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. What you bring Basic BS/BA degree or equivalent 3+ years of experience in an AE role or equivalent quota-carrying role Experience managing opportunities through a full sales cycle Experience using Salesforce or a comparable CRM to manage pipeline, activity, next steps, and forecasts Experience in