Senior Account Executive, Commercial Sales

This is a fully remote position, open to applicants in United States.

📋 Description

• Oversee, enhance, and strengthen current customer relationships within a designated portfolio of accounts.

• Employ a consultative, value-oriented approach to comprehend customer priorities and align them with the Docusign IAM platform.

• Create business cases that yield measurable customer results through cross-selling and upselling opportunities.

• Manage the complete sales cycle within existing accounts, from identifying new opportunities and discovery to negotiation, closing, and adoption.

• Establish trusted, multi-threaded relationships across various customer stakeholders.

• Meet quarterly individual sales targets through disciplined, full-cycle selling within existing accounts.

• Build and oversee a pipeline through self-initiated prospecting, collaboration with partners, and coordinated sales development efforts.

• Conduct structured discovery sessions to identify priorities, impacts, urgency, stakeholders, decision criteria, and next steps.

• Develop and convey customer-specific value hypotheses, business cases, proposals, and presentations.

• Position IAM capabilities and Docusign solutions in relation to customer outcomes.

• Manage intricate sales cycles with close plans, mutual action plans, risk identification, objection handling, and disciplined closing.

• Deliver customized demonstrations alongside Solutions Consultants or Solutions Engineers.

• Accurately forecast activity and revenue using Salesforce data, customer evidence, and opportunity strategies.

• Collaborate with sales development, solutions, customer success, partner, legal, security, professional services, and customer support teams.

• Drive customer adoption and outcomes while pinpointing expansion opportunities.

• Utilize approved AI-enabled tools responsibly for account research, preparation, outreach, and productivity.

• Share account strategies, deal practices, and customer insights to enhance sales performance.

• Report directly to the Regional Vice President, Commercial Sales.

⛳️ Requirements

• Bachelor’s degree or equivalent experience.

• 5+ years of experience in an Account Executive role or a similar quota-carrying sales position.

• Proven experience in managing opportunities throughout a complete sales cycle, including complex account expansion opportunities.

• Familiarity with Salesforce or a comparable CRM for managing pipeline, activities, next steps, and forecasts.

• Demonstrated experience in consultative discovery, stakeholder engagement, customer-focused problem-solving, and value-based selling.

• Experience utilizing AI-enabled tools or applying them responsibly.

• Ability to communicate clearly and credibly with business, technical, and executive audiences.

• Preferred: 7+ years of SaaS sales experience, including a quota-carrying role.

• Preferred: Experience selling a platform, workflow, business process, security, finance, HR, procurement, CRM, or related solutions.

• Preferred: Experience in developing business cases or quantifying customer value.

• Preferred: Experience in managing and expanding an existing book of business or install base while driving multi-threaded expansion opportunities.

• Preferred: Experience in managing and closing complex sales cycles with multiple stakeholders and competing priorities.

• Preferred: Proven ability to exceed quota, including performance in the top 10–20% of a sales organization.

• Preferred: Established track record of selling additional use cases, products, or services into existing customers through cross-sell and upsell strategies.

• Preferred: Experience collaborating effectively with partners and cross-functional internal teams.

• Preferred: Demonstrated capability to navigate ambiguity, adapt swiftly, and contribute as a senior team member.

• Willingness to travel as required, typically around 10%.

• Must already be authorized to work in the United States on a full-time, permanent basis without current or future sponsorship.

🏝️ Benefits

• Variable incentive pay based on the achievement of pre-established sales goals.

• Paid time off and paid company holidays as per regional policies.

• Up to six months of paid parental leave following birth, adoption, or foster care placement.

• Comprehensive health benefits plans, including options that are fully employer-paid and plans with minimal employee contributions from day one of employment.

• Retirement and pension programs with potential employer contributions.

• Coaching, online courses, and reimbursement for educational expenses.

• Paid compassionate care leave following the loss of a loved one and other significant life events.

• Remote work designation; employees work from a designated remote location for the majority of their time.

• Reasonable accommodations for qualified individuals with disabilities or religious needs during the application process.