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About the Role
The Sales Manager is responsible for managing a team of install base Account Executives, expanding the current DocuSign footprint in customer accounts. This role involves coaching individual contributors, exceeding quotas, proactive deal management, forecast accuracy, and driving adoption in collaboration with internal teams and partners.
Responsibilities
- Daily management of sales teams, including pipeline/deal review, coaching, and customer-facing activities within sales cycles.
- Grow DocuSign revenue by selling into install base accounts.
- Assess sales activities and forecasts to determine sales progress and required improvements.
- Coach team to develop sales skills, including vertical market management, forecasting, prospecting, and negotiations, while maintaining individual accountability to goals.
- Ensure the team effectively uses sales tools & systems consistently and in alignment with Rules of Engagement.
- Communicate and prioritize product and business needs from the field to appropriate corporate departments.
- Develop and complete upgrade/renewal processes and strategies, ensuring compliance with internal data management and reporting, including the use of internal CRM tools.
- Maintain and protect Docusign core values by hiring culturally aligned team members and leading by example.
- Identify and support opportunities for the training and professional development of department personnel.
- Operate effectively in a fast-paced, dynamic environment without requiring significant supervision.
Requirements
- People management experience managing sales teams within software, SaaS-based offerings.
- 8+ years experience selling software and/or services.
- BA/BS in a business or a technical-related field of study.
- Quota-attainment record of meeting and/or exceeding targets by managing process for identifying, qualifying, and closing new business as well as growing an existing install base.
- Prior experience developing and maintaining business, sales, and vertical market plans as well as negotiating and closing complex deals.
- Track record of building, coaching and enabling a rapidly growing team.
- Prior experience selling an eSignature or Agreement or Document solution is helpful.
- 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.
- Attention to detail is critical.
Skills
- Sales management
- Coaching
- Pipeline management
- Forecasting
- Negotiations
- Vertical market management
- Prospecting
- CRM tools
- Cross-functional collaboration
- Verbal communication
- Written communication
- Reporting
- Attention to detail
Location
- Hybrid
Work Type
- Hybrid
- Full-time
Experience Level
- 8+ years experience selling software and/or services
- People management experience
Education Level
- BA/BS in a business or a technical-related field of study
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.
- The Intelligent Agreement Management platform unleashes business-critical data trapped inside documents.
- Docusign is 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.