Account Executive, SMB Install

Responsibilities

Drive revenue growth and market expansion by acquiring new customers and expanding existing accounts within the SMB segment. Manage the full sales cycle, from outbound prospecting to deal execution, while maintaining accurate CRM data and forecasting.

Requirements

Requires at least 1 year of experience in a full-cycle, quota-carrying sales role within the SaaS or technology industry. Candidates must be proficient in sales methodologies like MEDDPICC and possess strong communication skills to engage with C-suite buyers.

Skills

• Salesforce
• HubSpot
• Prospecting
• Sales Navigator
• Outreach
• SaaS Sales
• MEDDPICC
• SPIN Selling
• Account Expansion
• Lead Generation
• Contract Lifecycle Management
• Communication
• Negotiation
• Strategic Planning
• Data Analysis

Benefits

• Paid Time Off
• Paid Parental Leave
• Health Benefits Plans
• Retirement Plans
• Learning And Development
• Compassionate Care Leave

About this role

Company Overview

Docusign brings agreements to life. More than 1.8 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 the Docusign AI-native IAM platform, companies can create, commit, and manage agreements with solutions created by the #1 company in e-signature and contract lifecycle management (CLM).

What you'll do

As an SMB Account Executive at Docusign, you will drive revenue growth and market expansion across small and medium-sized businesses. This role requires a dynamic, adaptable sales professional who can seamlessly balance high-velocity transactional sales with strategic, multi-threaded platform deals. As Docusign expands into Intelligent Agreement Management (IAM) and AI-driven agreement solutions, you will translate complex capabilities into measurable business value for C-suite buyers.
This position is an individual contributor role reporting to the Regional Vice President, SMB Sales.
Responsibility
Meet and exceed quarterly quotas and target continuous double-digit growth through new customer acquisition and account expansion
Build a healthy pipeline proactively using outbound prospecting strategies, modern sales tools, and multi-channel outreach (phone, email, LinkedIn, WhatsApp)
Conduct deep discovery to understand customer pain points across HR, Legal Procurement, and Operations. Simplify complex IAM and AI features into clear ROI and business outcomes
Use structured sales methodologies (e.g., MEDDPICC) to manage deal velocity, navigate longer sales cycles, and maintain accurate forecasting
Maintain real-time CRM integrity in Salesforce, manage daily workflow efficiency, and keep high deal volumes moving predictably
Collaborate with Solutions Engineers, Customer Success, and Legal to ensure seamless deal execution and customer onboarding

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
Experience with Salesforce (or HubSpot) and prospecting tools (e.g., Sales Navigator, Outreach)
Preferred
1+ years of experience in a full-cycle, quota-carrying sales role within SaaS or technology
Experience with consistent quota achievement (100%+ attainment)
Experience balancing high-velocity transactional selling with broader platform deals
Formal training in recognized sales methodologies (e.g., MEDDPICC, SPIN Selling)
Exceptional communication skills with the ability to quickly establish trust with external business leaders
Adaptable, resilient, and eager to leverage new AI and agreement management tools
Knowledge of legal and regulatory frameworks surrounding digital agreements
Bachelor’s degree in a relevant field or equivalent practical experience

Wage Transparency

Pay for this position is based on a number of factors including geographic location and may vary depending on job-related knowledge, skills, and experience.
Based on applicable legislation, the below details pay ranges in the following locations:
Illinois: $26.30/hour - $36.20/hour
This role is also eligible for the following:
Bonus: Sales personnel are eligible for variable incentive pay dependent on their achievement of pre-established sales goals. Non-Sales roles are eligible for a company bonus plan, which is calculated as a percentage of eligible wages and dependent on company performance.
Global benefits provide options for the following:
Paid Time Off: earned time off, as well as paid company holidays based on region
Paid Parental Leave: take up to six months off with your child after birth, adoption or foster care placement
Full Health Benefits Plans: options for 100% employer paid and minimum employee contribution health plans from day one of employment
Retirement Plans: select retirement and pension programs with potential for employer contributions
Learning and Development: options for coaching, online courses and education reimbursements
Compassionate Care Leave: paid time off following the loss of a loved one and other life-changing events
Work Authorization Notice: Please note that we do not provide visa sponsorship or immigration support for this position. Applicants must already be authorized to work in the United States on a full-time, permanent basis without the need for current or future sponsorship.

Life at Docusign

Working here
Docusign is committed to building trust and making the world more agreeable for our employees, customers and the communities in which we live and work. You can count on us to listen, be honest, and try our best to do what’s right, every day. At Docusign, everything is equal.
We each have a responsibility to ensure every team member has an equal opportunity to succeed, to be heard, to exchange ideas openly, to build lasting relationships, and to do the work of their life. Best of all, you will be able to feel deep pride in the work you do, because your contribution helps us make the world better than we found it. And for that, you’ll be loved by us, our customers, and the world in which we live.
Accommodation
Docusign is committed to providing reasonable accommodations for qualified individuals with disabilities in our job application procedures. If you need such an accommodation, or a...

About Docusign

Software Development · 5,001-10,000 employees · headquartered in San Francisco, CA · founded 2003