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About the Role

The Regional Vice President manages and motivates a team of Account Executives (AE) to achieve individual sales quotas. This sales leader will measure, monitor and hold AEs accountable for their activities and results, lead by example, assist in making account calls, monitor account health, maintain Docusign's value within accounts, and deliver and coach sales demos. This leader will mentor each AE individually while also building a strong cohesive, collaborative team, monitoring forecasting efforts, and delivering on quota. This position is a people manager role reporting to the Area Vice President, Commercial Sales.

Responsibilities

Manage a Sales team to grow overall revenue of the Docusign Intelligent Agreement Management offering through attainment of quarterly quotas
Assess sales pipeline, activity and forecasts to determine sales progress and areas for refinement or improvement
Coach AEs through the development of key sales skills, including vertical market management, forecasting and sales planning, prospecting and pipelining within account base, complex deal negotiations, cross-functional support both internally and externally, as well as CRM and reporting accuracy
Manage team performance, create a bench of qualified talent and grow the team headcount as needed
Develop proven and new strategies with AEs to further penetrate accounts and reinforce process and steps designed to deliver value at enterprise scale to Docusign customers
Maintain positive and proactive line of communication between the lines of business as well as senior leadership, including developing and delivering accurate forecast and attainment details during weekly and quarterly business reviews
Identify and support opportunities for training as well as career diversification and growth across the team
Operate well in a fast-paced, dynamic environment without requiring significant supervision

Requirements

3+ years of sales team management experience within software sales
4+ years prior experience selling software in a quota-carrying role
5+ years of prior leadership experience managing sales teams within software, ideally SaaS-based offerings (both on-premise and Cloud)
7+ years experience selling software in a quota-carrying role
Demonstrated success of meeting and/or exceeding quota attainment targets by managing process for identifying, qualifying, and closing new business as well as and not limited to growing an existing install base
Prior experience developing and maintaining business, sales, and market plans as well as negotiating and closing complex deal
Track record of building, coaching and enabling a rapidly growing team
Prior experience selling an eSignature or Agreement or Document solution
Experience selling into a variety of industries and territories as well as experience cultivating larger, strategic relationships key
Capacity to work on cross-functional projects and teams as needed as well as leverage internal resources to problem-solve
Strong verbal and written communication skills including reporting and forecasting skills
Strong attention to detail
Willingness to travel 20% or more as needed

Skills

Sales team management
Software sales
Quota attainment
Sales pipeline management
Forecasting
Sales planning
Prospecting
Complex deal negotiation
Cross-functional collaboration
CRM
Reporting
Team performance management
Talent development
Account penetration strategies
Business communication
Market planning
Strategic relationship cultivation
Problem-solving
Verbal communication
Written communication

Location

Hybrid

Work Type

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)

Experience Level

3+ years of sales team management experience
4+ years prior experience selling software
5+ years of prior leadership experience
7+ years experience selling software

About the Company

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).

Equal Opportunity

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.
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.
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