Account Executive, Vertical Markets - SMB

San Francisco, CA, United States Posted 10 days ago

This Corporate Account Executive (AE) Vertical Markets will be responsible for developing and closing new business (use cases) by selling DocuSign's services to targeted accounts within the Financial Services, Healthcare or Education verticals. They will acquire new customers and sell additional use cases, products and services into existing accounts. AE's are accountable for exceeding monthly/quarterly quota, forecasting accuracy, closing, and driving adoption/usage with customers and prospects in collaboration with internal teams and partners.

Successful candidates will be highly motivated self-starters, eager to learn, and determined to adapt quickly. Strong cross-functional teamwork and proven success engaging various pre/post sales resources required; including Sales Development Representatives (SDR), Market Development Representatives (MDR), System Engineers (SE), Account Managers (AM), Sales Management, as well as Legal, Security, Professional Services, and Customer Support teams.

This position is an individual contributor. This position reports to RVP Commercial Sales.

Duties & Responsibilities:

  • Serve as the primary driving force in company’s revenue and customer success objectives through the attainment of assigned monthly, quarterly, and annual sales quota
  • Conduct discovery calls with customers and prospects to understand organizational structure, key decision makers, procurement processes, IT systems, and document workflow
  • Uncover customer document process and needs in order to match customer requirements to DocuSign solutions
  • Understand, position and clearly articulate the value/benefits of DocuSign eSignature and Digital Transaction Management (DTM) solutions to all levels within customer organizations
  • Leverage marketing slide decks and other materials, build custom sales presentations and demonstrations to client needs, and present by phone, webinar, and/or in-person
  • Qualify, build, and manage a sales pipeline through the development of MDR/SDR qualified leads, proactive prospecting, networking, and online social channels including LinkedIn
  • Draft customer proposals, demonstrate sound decision making abilities, and negotiate client pricing requirements and concessions within DocuSign guidelines
  • Serve as the “quarterback” and primary point of contact for aligning internal DocuSign teams and resources with key customer and prospect stakeholders
  • Develop short, mid and long-term strategic and tactical execution plans to ensure success in assigned territory, vertical market, and/or key account base
  • Generate, develop, manage, and communicate expectations within assigned accounts as well as increases scope of penetration within each account
  • Demonstrate organizational leadership by mentoring junior sales team members and provide increasingly high levels of impact to ensure company-wide success
  • Accurately forecast monthly and quarterly sales activity and revenue achievement
  • Willingness and ability to travel as necessary – typically 10% for Seattle-based MAE’s; more for field-based sales roles

Basic Qualifications:

  • BS/BA degree in relevant discipline
  • 2-3 years of direct sales experience in a field-based or equivalent Account Executive role

Preferred Qualifications:

  • Successful track record of exceeding quota (top 10-20% of company) in past positions
  • Strong computer skills, including Salesforce.com, Microsoft Word, PowerPoint and Excel
  • Proven success with prospecting, developing leads, managing complex sales-cycles, and closing deals in small-medium business, mid-market, and/or large corporate accounts
  • Experience within Financial Services, Education or Healthcare verticals preferred
  • Strong business acumen; ability to calculate and articulate return-on-investment (ROI) using DocuSign provided tools and resources
  • Ability to manage multiple concurrent client relationships, anticipate change, adjust priorities accordingly, and work effectively as a team and independently
  • Excellent verbal and written communications skills to be able to interact effectively at all levels of an organization, from individual contributors to C-level
  • Impeccable business ethics with polished and professional sales presentation skills
  • Self-starter comfortable with some ambiguity, possessing the ability to learn/ramp quickly, and highly determined to figure things out as you go
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