Account Executive, Public Sector

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 Account Executive, Public Sector, you are a highly motivated self-starter responsible for driving revenue growth through both new customer acquisition and expansion of existing Docusign customers. You excel at prospecting and building pipelines independently while also collaborating closely with Market Development Representatives (MDRs) to identify and engage the right opportunities. You thrive in ambiguous environments, enjoy creating new approaches, and are excited to help define and grow a new market. You are accountable for exceeding quarterly quotas, managing deals proactively, maintaining forecast accuracy, and driving adoption and usage in partnership with internal teams and the broader Docusign ecosystem.

This is an individual contributor role reporting to the Regional Vice President, Public Sector, Small and Medium Government.

Key Responsibilities

• Achieve and exceed individual sales quotas to drive company goals and objectives
• Build and manage a robust sales pipeline through both self-generated prospecting and collaboration with MDRs
• Develop and deliver tailored sales presentations and proposals via phone, online demos, and in-person meetings
• Negotiate and close complex enterprise-level contracts
• Maintain accurate forecasts of sales activity and revenue through effective use of sales tools
• Collaborate with pre- and post-sales teams, including Solutions Engineers, Account Managers, Partner Account Managers, Legal, Security, Professional Services, and Customer Support

What You Bring

Basic Qualifications:

• BS/BA degree or equivalent experience
• 2+ years of experience in an AE role or equivalent quota-carrying role

Preferred Qualifications:

• Proven success in self-generating pipeline while partnering effectively with MDRs or SDRs
• Experience managing and closing complex sales cycles
• Strong skills applying MEDDPICC or similar methodologies to improve deal quality, forecast accuracy, and sales execution
• Experience selling into the Public Sector and cultivating strategic relationships
• Experience running in-person customer meetings
• Demonstrated ability to consistently meet and over-achieve quotas
• Proficiency with Salesforce.com, Google Workspace, Gong, LinkedIn, and similar sales tools

Work Arrangement

Remote: Employee is not required to be in or near an office frequently and works from a designated remote work location for the majority of the time.

Key Skills/Competency

• Sales
• Business Development
• Quota Attainment
• Pipeline Generation
• Public Sector Sales
• Enterprise Sales
• Contract Negotiation
• CRM (Salesforce)
• Forecast Accuracy
• Customer Relationship Management