Enterprise Account Executive

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).

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What you'll do

The Enterprise Account Executive is responsible for developing and managing strategic customer relationships within large enterprise accounts. This individual will own the full sales cycle, from prospecting and pipeline development through deal execution and long-term account growth. The role requires a proven track record of success in enterprise platform sales, strong executive engagement skills, and the ability to orchestrate cross-functional teams to deliver measurable business value to customers by driving adoption of the broader Docusign IAM Platform and its high-value services. This is a quota-carrying role focused on driving net-new opportunities and expanding existing relationships in complex enterprise environments.
 

This position is an individual contributor role reporting to RVP, Enterprise Sales.
 

Responsibility

• Identify, create, progress and close Enterprise sales opportunities with new and existing accounts, with a clear emphasis on self-generated pipeline and new-logo acquisition

• Own the full sales cycle from opportunity creation and qualification through discovery, value proposition, demonstration, business case, negotiation, contracting and close

• Expand and grow existing accounts through upsell and cross-sell, while maintaining a strong focus on net-new business development

• Build and execute structured, multi-year Enterprise plans for each account using a Land and Expand approach

• Build, qualify and manage a healthy pipeline across large enterprise accounts and strategic prospects in France

• Develop key relationships with clients at CxO level and with heads of function, heads of line of business, IT, Legal, Procurement, HR and Operations

• Engage, influence and persuade executive decision-makers and economic sponsors throughout complex, multi-stakeholder sales cycles

• Understand customers' strategic business and technology priorities and align value-based solutions with those objectives, including relevant Docusign solutions such as eSignature and IAM (Intelligent Agreement Management)

• Manage complex, high-value sales projects and program rollouts with customers

• Develop and deliver sales presentations, product demonstrations, commercial proposals and business cases that clearly communicate value, ROI and expected outcomes

• Use internal resources including Presales, Telesales, Alliances, Professional Services, Legal, Customer Success, Account Management, Marketing, Revenue Operations, Security and executive stakeholders in sales campaigns to ensure sales success

• Seek new Enterprise business opportunities by presenting, recommending and upselling new Docusign products, services and partner solutions

• Identify and activate relevant systems integrators, technology partners and distribution partners to accelerate pipeline and customer outcomes

• Forecast sales activity and revenue achievement through the proper use of sales tools, including maintaining accurate and up-to-date CRM information and forecast hygiene

• Anticipate risks, clarify decisions and maintain transparent communication with internal and external stakeholders

• Contribute to the improvement of collective sales practices by sharing learnings, winning approaches and market insights

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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.

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What you bring

Basic

• 8+ years of demonstrated experience in a quota-carrying Enterprise sales role with direct responsibility for large international enterprise accounts, such as CAC 40 companies or equivalent, and measurable commercial results

• Experience with direct SaaS, software or cloud sales in an Account Executive role or equivalent quota-carrying role

• Experience in full-cycle strategic hunting and new-business development, including self-generated pipeline and new-logo acquisition

• Experience delivering digital, consultative and value-based SaaS solutions to large Enterprise clients

• Experience managing and closing complex sales cycles involving multiple functions, organizational levels and stakeholders

• Experience engaging, influencing and convincing C-level decision-makers and economic sponsors, with concrete examples of gaining executive access, building alignment and progressing decisions at the executive level

• Experience aligning value-based solutions with a customer's strategic objectives, business outcomes and ROI

• Experience creating account strategies and managing several strategic opportunities simultaneously

• Experience performing enterprise sales roles at multiple companies, demonstrating adaptability across different sales cultures, methodologies, products and operating environments

• Experience with several industry verticals-for example Banking, Insurance, Pharma, Life Sciences, Manufacturing, Professional Services and High Tech

• Fluency in French and professional fluency in English, both written and spoken

• BS/BA degree or equivalent experience

• Experience using sales-management and forecasting tools, including Salesforce or an equivalent CRM
   

Preferred

• Proven track record of success in large Enterprise clients and a consistent history of achieving or exceeding sales targets

• Excellent negotiation, presentation and written and oral communication skills

• Willingness and ability to travel as necessary, typically about 25%

• Experience selling value and ROI to C-level executives as well as to lines of business

• Experience selling SaaS platforms, contract-management solutions, eSignature, IAM or digital-transformation solutions

• An established and activatable network of C-level decision-makers and key stakeholders within large Enterprise accounts in France

• Experience in one or more industries such as financial services, insurance, healthcare, life sciences, manufacturing, professional services, the public sector or technology

• Experience selling through an ecosystem of systems integrators, technology partners or distribution partners

• Experience with complex, high-value transactions and multi-year contracts

• Ability to translate a strategic vision into a concrete, measurable execution plan

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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 [email protected].

If you experience any issues, concerns, or technical difficulties during the application process please get in touch with our Talent organization at [email protected] for assistance.

AI in Our Hiring Process
At Docusign, we embrace technology to enhance efficiency and create a better candidate experience. We may record or transcribe interviews using enterprise AI tools to assist with meeting notes and interview documentation so our teams can stay fully engaged in the conversation. All hiring decisions remain 100% human-led. You have the right to opt out at any time by notifying your recruiter or interview team, with zero impact on your candidacy.

We encourage using AI tools to research and prepare beforehand. However, to ensure an authentic evaluation, live AI assistance or external recording bots during interviews are not permitted.

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