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About the Role

The Regional Vice President, Small to Medium Business will lead a team of Account Executives, enabling, coaching, and leading them to achieve key performance metrics. This strategic leader will drive the team to achieve and exceed monthly and quarterly revenue quotas through strong leadership, business acumen, problem-solving, and consultative selling skills, while collaborating on pipeline generation, sales cycles, and closing new business. This role is a people manager reporting to the Area Vice President, Sales.

Responsibilities

Manage a Small to Medium Business (SMB) sales team daily to grow overall revenue of the Docusign Intelligence Agreement Management offering through attainment of monthly quotas
Assess sales pipeline, activity and forecasts to determine sales progress and areas for refinement and improvement
Coach AEs through the development of key SMB level sales skills, including vertical market management, MEDDPICC deal qualification methodology, forecasting and sales planning, prospecting/pipelining within account base, complex deal negotiations, cross-functional support both internally and externally, as well as CRM/reporting accuracy, including performance management, creating a bench of qualified talent, and growing the team headcount as needed
Develop proven and new strategies with AEs to further grow and expand SMB accounts and reinforce process and steps designed to deliver value at enterprise scale to Docusign customers
Maintain positive and proactive lines of communication between different business partners 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
Think creatively and independently to resolve conflict as well as solve problems

Requirements

2+ years of sales team management experience within software sales
5+ years prior experience selling software in a quota-carrying role
BA/BS from an accredited college or university or equivalent experience
3+ years of prior leadership experience managing sales teams within software, ideally SaaS-based offerings, both on-premise and Cloud
Quota-attainment record of meeting and/or exceeding 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
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 excellent reporting and forecasting skills
Willingness to travel 20% or more as needed
Applicants must already be authorized to work in the United States on a full-time, permanent basis without the need for current or future sponsorship.
This position is not eligible for employment in the following states: Alaska, Hawaii, Maine, Mississippi, North Dakota, South Dakota, Vermont, West Virginia and Wyoming.

Skills

Sales leadership
Business acumen
Problem-solving
Consultative selling
Pipeline generation
Sales cycle management
New business closing
MEDDPICC deal qualification methodology
Forecasting
Sales planning
Prospecting
Complex deal negotiation
Cross-functional collaboration
CRM/reporting accuracy
Performance management
Talent development
Verbal communication
Written communication
Reporting
Forecasting

Location

Hybrid

Work Type

Hybrid
Full-time

Experience Level

Sales team management
Software sales
Quota-carrying sales
Leadership experience
SaaS sales
On-premise sales
Cloud sales
Building and coaching teams
eSignature sales
Agreement sales
Document solution sales
Industry and territory sales
Strategic relationship cultivation

Education Level

BA/BS from an accredited college or university or equivalent experience

Salary/Compensations

CAD $157,325.00 - $198,375.00 base salary
Bonus: Sales personnel are eligible for variable incentive pay dependent on their achievement of pre-established sales goals. Non-Sales roles are eligible for a company bonus plan, which is calculated as a percentage of eligible wages and dependent on company performance.
Stock: This role is eligible to receive Restricted Stock Units (RSUs).

Benefits

Paid Time Off: earned time off, as well as paid company holidays based on region
Paid Parental Leave: take up to six months off with your child after birth, adoption or foster care placement
Full Health Benefits Plans: options for 100% employer paid and minimum employee contribution health plans from day one of employment
Retirement Plans: select retirement and pension programs with potential for employer contributions
Learning and Development: options for coaching, online courses and education reimbursements
Compassionate Care Leave: paid time off following the loss of a loved one and other life-changing events

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.
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.
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.
Docusign is committed to providing reasonable accommodations for qualified individuals with disabilities in our job application procedures.
It's important to us that we build a talented team that is as diverse as our customers and where all employees feel a deep sense of belonging and thrive.
We encourage great talent who bring a range of perspectives to apply for our open positions.
Docusign is an Equal Opportunity Employer and makes hiring decisions based on experience, skill, aptitude and a can-do approach.
We will not discriminate based on race, ethnicity, color, age, sex, religion, national origin, ancestry, pregnancy, sexual orientation, gender identity, gender expression, genetic information, physical or mental disability, registered domestic partner status, caregiver status, marital status, veteran or military status, or any other legally protected category.