Senior Account Executive, Commercial Sales
New
D
DocusignAgreement management
Source API remote eligibility restrictions: United StatesFull-TimeSenior
SalaryOhio: $46.10/hour - $63.35/hour. California: $50.20/hour - $72.23/hour; Illinois, Colorado, Massachusetts and Minnesota: $48.50/hour - $66.65/hour; Washington, Maryland, New Jersey and New York (including NYC metro area): $48.50/hour - $69.03/hour; Washington DC: $50.20/hour - $69.03/hour.
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Job Details
- Experience
- 5+ years of experience in an AE role or equivalent quota-carrying sales role; preferred: 7+ years of SaaS sales experience.
- Required Skills
- Salesforce
Requirements
- 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.
- Ability to communicate clearly and credibly with business, technical, and executive audiences.
- Preferred: 7+ years of SaaS sales experience, including quota-carrying experience.
- Preferred: experience selling a platform, workflow, business-process, security, finance, HR, procurement, CRM, or adjacent solution.
- Preferred: experience developing business cases or quantifying customer value.
- Preferred: experience growing an existing book of business and driving multi-threaded cross-sell and upsell opportunities.
- Preferred: demonstrated ability to over-achieve quota and manage complex sales cycles with multiple stakeholders.
- Willingness to travel as necessary, typically 10%.
Responsibilities
- Achieve quarterly individual sales quotas by selling into existing accounts.
- Build and manage pipeline through self-generated prospecting, partner collaboration, and coordinated sales development.
- Conduct structured discovery to identify business priorities, impact, urgency, stakeholders, decision criteria, and next steps.
- Develop customer-specific value hypotheses, business cases, proposals, and presentations.
- Build relationships across business, technical, legal, security, procurement, and executive stakeholders.
- Position relevant IAM capabilities and Docusign solutions around customer outcomes.
- Manage complex sales cycles using close plans, mutual action plans, risk identification, objection handling, and closing discipline.
- Deliver tailored demonstrations with Solutions Consultants or Solutions Engineers.
- Forecast activity and revenue using Salesforce data, customer evidence, and opportunity strategy.
- Identify expansion opportunities, support customer adoption, and share account strategies and customer insights with the sales organization.
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