Enterprise Account Executive

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).

Job Overview

The Enterprise Account Executive is responsible for developing and managing strategic customer relationships within large enterprise accounts. This individual will own the full sales cycle, from prospecting and pipeline development through deal execution and long-term account growth. The role requires a proven track record of success in enterprise platform sales, strong executive engagement skills, and the ability to orchestrate cross-functional teams to deliver measurable business value to customers by driving adoption of the broader Docusign IAM Platform and its high-value services. This is a quota‑carrying role focused on driving net‑new opportunities and expanding existing relationships in complex enterprise environments. This position is an individual contributor role reporting to the Regional Vice President, Enterprise and Majors.

Responsibilities

• Lead and direct cross-functional account teams to ensure alignment, accountability, and successful execution of customer strategies
• Develop and manage trusted, multi-level relationships across customer organizations, from mid-level management to senior executives
• Position Docusign IAM platform through value-based selling, aligning business outcomes and ROI with customer priorities
• Identify and close new business opportunities within assigned enterprise accounts, emphasizing platform expansion and adoption across multiple business units
• Manage large, complex enterprise deals with discipline, persistence, and a structured approach to platform solution selling
• Navigate complex customer organizations and processes to accelerate adoption and long-term success of the Docusign platform
• Communicate, present, and demonstrate the Docusign platform and its specific use cases to senior decision-makers
• Collaborate across internal functions, including product, marketing, sales engineering, and customer success, to deliver optimal customer outcomes
• Maintain a disciplined approach to pipeline management, forecasting, and use of sales methodology
• Uphold Docusign Principle of Customer First in all engagements

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.

Qualifications

Basic

• 8+ years related experience
• Enterprise SaaS sales experience, with consistent quota achievement
• Experience managing large accounts with long and complex sales cycles, particularly in a platform-selling or multi-product sales environment
• Experience building and maintaining trusted, multi-level customer relationships
• Experience generating new business opportunities with prospecting skills

Preferred

• Executive presence with ability to confidently engage and influence senior decision-makers
• Organizational, prioritization, and time management skills
• Background in large-scale solution selling with complex SaaS platforms
• Technical solution acumen with ability to translate business needs into strategic, SaaS-based outcomes
• Experience collaborating with cross-functional internal teams to drive customer value
• Demonstrated resilience, persistence, and ability to operate effectively in complex, high-pressure situations
• Growth mindset with strong discovery skills, intellectual curiosity, and market expertise
• Proven success in both new business acquisition and long-term account expansion through platform land-and-expand strategies
• Team-oriented mindset with a high degree of ownership and accountability
• Familiarity with sales methodologies, objection handling, and structured deal execution

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