Sr. Account Executive, Commercial Sales

Responsibilities

Manage and grow an assigned portfolio of existing commercial accounts, achieving sales quotas through discovery, prospecting, cross-selling, and upselling Docusign solutions. Lead complex sales cycles from opportunity identification through negotiation, close, and adoption, while maintaining accurate forecasts and collaborating with internal teams and partners.

Requirements

Requires a bachelor’s degree or equivalent experience, at least five years in an account executive or comparable quota-carrying sales role, and experience managing full sales cycles, CRM pipelines, consultative discovery, and value-based selling. Preferred qualifications include seven or more years of SaaS sales, a record of exceeding quota and expanding existing accounts, and experience with complex multi-stakeholder deals; travel is typically around 10%.

Skills

• Full-Cycle Sales
• Account Expansion
• Consultative Selling
• Value-Based Selling
• Pipeline Management
• Prospecting
• Customer Discovery
• Business Case Development
• Stakeholder Engagement
• Cross-Selling
• Upselling
• Salesforce
• Revenue Forecasting
• Negotiation
• Account Planning
• AI Tool Use

Benefits

• Paid Time Off
• Paid Company Holidays
• Paid Parental Leave
• Health Benefits
• Retirement Plans
• Employer Retirement Contributions
• Learning And Development
• Education Reimbursement
• Compassionate Care Leave
• Sales Incentive Pay

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 a Senior 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 existing accounts—from identifying white space and conducting discovery through negotiation, close, and adoption—while building trusted, multi-threaded relationships across customer stakeholders. As a senior individual contributor, you will bring strong judgment to complex opportunities, model disciplined sales execution, and help elevate account and team performance through effective collaboration and knowledge sharing.
This position is an individual contributor role reporting to the Regional Vice President, Commercial Sales.
Responsibility
Achieve quarterly individual sales quotas through disciplined, full-cycle selling into existing accounts
Build and manage 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 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 and customer outcomes while identifying and developing expansion opportunities across the assigned customer base
Use approved AI-enabled tools responsibly for account research, preparation, outreach, and productivity while validating outputs and protecting confidential information
Share effective account strategies, deal practices, and customer insights to support continuous improvement across the sales organization

Job Designation

Remote: Employee is not required to be in or near an office frequently and works from a designated remote work location for the majority of the time.
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
Bachelor’s degree or equivalent experience
5+ years of experience in an AE role or equivalent quota-carrying sales role
Experience managing opportunities through a full sales cycle, including complex account expansion opportunities
Experience using Salesforce or a comparable CRM to manage pipeline, activity, next steps, and forecasts
Experience with consultative discovery, stakeholder engagement, customer-focused problem solving, and value-based selling
Experience using AI-enabled tools or applying them responsibly
Experience communicating clearly and credibly with business, technical, and executive audiences
Preferred
7+ years of SaaS sales experience, including experience in a quota-carrying role
Experience selling a platform, workflow, business-process, security, finance, HR, procurement, CRM, or adjacent solution
Experience developing business cases or quantifying customer value
Experience managing and growing an existing book of business or install base and driving multi-threaded expansion opportunities
Experience managing and closing complex sales cycles with multiple stakeholders and competing priorities
Demonstrated ability to over-achieve quota, including performance in the top 10–20% of a sales organization
Proven track record of selling additional use cases, products, or services into existing customers through cross-sell and upsell motions
Experience working effectively with partners and cross-functional internal teams
Demonstrated ability to navigate ambiguity, adapt quickly, and contribute as a senior member of the team
Willingness to travel as necessary, typically 10%

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:
California: $50.20/hour - $72.23/hour
Illinois, Co...

About Docusign

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