Account Executive, SMB

4 weeks ago

Dublin, Dublin City, Ireland DocuSign, Inc. Full time
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).

What you'll do

As an SMB account executive you are responsible for driving and developing opportunities within small to medium businesses (up to 200 employees). Across all industry verticals, you will sell additional use cases, products and services into existing accounts while also engaging and nurturing prospective customers. Ultimately, you are accountable for exceeding monthly and quarterly quotas, dedicated deal management, forecast accuracy, and driving adoption and usage with customers and prospects in collaboration with internal teams and the broader Docusign partner ecosystem. The successful SMB AE will exhibit an ability to "evangelize" new and exciting products, plus have strong cross-functional collaboration skills and exhibit success in engaging with the various pre- and post-sales resources.

This position is an individual contributor reporting to a Sales Manager.

Responsibilities

  • Deliver programmatic engagement with existing Docusign clients to develop and maintain relationships while helping to grow Docusign's incremental revenue by uncovering additional use cases and opportunities to position the broader Docusign agreement cloud.
  • Qualify sales opportunities based on Docusign's sales methodology and metrics, to include client fit and success criteria.
  • Position Docusign's value proposition as part of the overall business solution, linking these benefits back to the key business issues of the client.
  • Expand the Docusign solution beyond the functionality introduced during the implementation process and consistently seek new business opportunities by presenting, recommending and upselling new Docusign products, services and partner solutions.
  • Process sales orders and facilitate customer onboarding.
  • Manage customer needs for engagement with other Docusign resources, such as professional services, training, product management and marketing.
  • Provide accurate, timely reports and forecasts, as needed, for management.
  • Develop and maintain sophisticated knowledge of Docusign's products and services.
  • Maintain current and accurate account information, as well as leads and follow-ups for assigned clients in CRM database.
  • Manage overall customer loyalty, serving as internal advocate and escalation point to clients.
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

  • BS/BA degree or equivalent experience.
  • 2+ years of experience in an AE role or equivalent quota-carrying role.
  • Computer application skills, including Salesforce.com, Microsoft Word, PowerPoint and Excel.

Preferred

  • Experience in consultative sales and account management, preferably within a SaaS model.
  • Familiar with Google suite.
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 religious accommodation, during the application process, please contact us at accommodations@docusign.com.

If you experience any issues, concerns, or technical difficulties during the application process please get in touch with our Talent organization at taops@docusign.com for assistance.

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