Account Executive, Small to Medium Business (Future Opportunities)

Job summary

Drive revenue growth and market expansion by acquiring new customers and expanding existing accounts within the SMB segment. Utilize structured sales methodologies and multi-channel outreach to manage the full sales cycle and maintain accurate CRM data.

Job details

Company Overview Docusign brings agreements to life. More than 1.8 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 the Docusign AI-native IAM 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 a SMB Account Executive at Docusign, you will drive revenue growth and market expansion across small and medium-sized businesses. This role requires a dynamic, adaptable sales professional who can seamlessly balance high-velocity transactional sales with strategic, multi-threaded platform deals. As Docusign expands into Intelligent Agreement Management (IAM) and AI-driven agreement solutions, you will translate complex capabilities into measurable business value for C-suite buyers. This position is an individual contributor role reporting to the RVP, SMB Sales. Responsibility Exceed quarterly quotas and target continuous double-digit growth through new customer acquisition and account expansion Build a healthy pipeline proactively using outbound prospecting strategies, modern sales tools, and multi-channel outreach (phone, email, LinkedIn, WhatsApp) Conduct deep discovery to understand customer pain points across HR, Legal Procurement, and Operations Simplify complex IAM and AI features into clear ROI and business outcomes Use structured sales methodologies (e.g., MEDDPICC) to manage deal velocity, navigate longer sales cycles, and maintain accurate forecasting Maintain real-time CRM integrity in Salesforce, manage daily workflow efficiency, and keep high deal volumes moving predictably Collaborate with Solutions Engineers, Customer Success, and Legal to ensure seamless deal execution and customer onboarding 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 1+ years in a full-cycle, quota-carrying sales role within SaaS or technology Demonstrated history of consistent quota achievement (100%+ attainment) Experience with Salesforce (or HubSpot) and prospecting tools (e.g., Sales Navigator, Outreach) Preferred Experience balancing high-velocity transactional selling with broader platform deals Formal training in recognized sales methodologies (e.g., MEDDPICC, SPIN Selling) Exceptional communication skills with the ability to quickly establish trust with business leaders Adaptable, resilient, and eager to leverage new AI and agreement management tools Knowledge of legal and regulatory frameworks surrounding digital agreements Bachelor’s degree in a relevant field or equivalent practical experience 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. Applicant and Candidate Privacy Notice #LI-Hybrid

What you’ll do

Drive revenue growth and market expansion by acquiring new customers and expanding existing accounts within the SMB segment. Utilize structured sales methodologies and multi-channel outreach to manage the full sales cycle and maintain accurate CRM data.

Requirements

Requires at least 1 year of full-cycle, quota-carrying sales experience in SaaS or technology. Candidates should demonstrate a history of consistent quota achievement and proficiency with CRM and prospecting tools.

Listed skills

• Outbound Prospecting · Preferred
• Account Management · Preferred
• Communication Skills · Preferred
• Salesforce · Preferred

Other relevant skills

Identified from the job description. Confirm important requirements above.

• SaaS Sales
• Account Management
• Outbound Prospecting
• Salesforce
• HubSpot
• Sales Navigator
• Outreach
• MEDDPICC
• SPIN Selling
• Contract Lifecycle Management
• E-signature
• AI Solutions
• Pipeline Management
• Strategic Selling
• Communication Skills
• Communication
• Management
• Operations
• Software As A Service (SaaS)
• Workflow Management
• Procurement
• Honesty
• Regulatory Frameworks
• Artificial Intelligence
• Relationship Building
• Resilience
• Revenue Growth
• Customer Relationship Management
• Business Valuation
• Sales
• Customer Success Management
• HubSpot CRM
• Forecasting
• Balancing (Ledger/Billing)
• Sales Prospecting
• Business Systems
• Claims And Litigation Management
• Selling Techniques
• Customer Acquisition Management
• Client Onboarding
• DocuSign (Software)
• Quota Achievement

Job areas

• Sales
• Software
• Technology
• Account Executive
• Account Executive (General)
• Commercial Sales Representatives
• Sales Representatives, Wholesale and Manufacturing, Except Technical and Scientific Products

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