Account Executive, Small to Medium Business

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About the position

The Account Executive (AE) for Small-to-Medium Business is a highly motivated self-starter who is responsible for developing and closing new business or expanding our footprint with current customers within the SMB business segment. A successful AE is eager to learn, determined to adapt quickly, and comfortable with some ambiguity. AEs are focused on acquiring new customers or selling additional use cases, products and services into existing accounts. This person is accountable for exceeding monthly and quarterly quotas, proactive deal management, forecast accuracy, and driving adoption and usage with customers and prospects in collaboration with internal teams and the broader Docusign partner ecosystem. This position is an individual contributor role reporting to the Area Vice President, SMB.

Responsibilities

  • Drive success of the company's goals and objectives through achieving individual sales quotas
  • Build and manage a sales pipeline through prospecting efforts in the assigned territory within the SMB or Mid-Market segment
  • Develop and deliver customized sales presentations and products demonstrations, by phone and via online demo
  • Craft and negotiate enterprise level proposals and contracts
  • Forecast sales activity and revenue achievements accurately through proper use of sales tools
  • Collaborate effectively and engage various pre/post sales resources including Sales Development Representatives, Market Development Representatives, Solutions Engineers, Account Managers, Partner Account Managers, as well as Legal, Security, Professional Services and Customer Support
  • Travel as necessary, typically 10%

Requirements

  • BA/BS degree or equivalent work experience
  • 1+ years of direct sales experience in a quota-carrying role
  • Experience managing and closing software sales-cycles
  • Demonstrated ability to over-achieve quotas in past positions
  • Proficient computer application skills, including Salesforce.com, Google Suite
  • IT industry and software sales background
  • 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.

Benefits

  • 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.
  • earned time off, as well as paid company holidays based on region
  • take up to six months off with your child after birth, adoption or foster care placement
  • options for 100% employer paid and minimum employee contribution health plans from day one of employment
  • select retirement and pension programs with potential for employer contributions
  • options for coaching, online courses and education reimbursements
  • paid time off following the loss of a loved one and other life-changing events
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