Area Vice President, Enterprise (Public Sector)

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).

The Area Vice President of Enterprise Sales will lead a team of Enterprise Account Executives (AEs) towards attainment of individual sales quotas within the Public Sector. This sales leader must empower, measure, monitor and hold the team accountable for monthly quota attainment as well as lead by example. This strategic leader collaborates with the AEs in opening doors and closing on new business - partnering on account calls, assisting in account health monitoring, and effectively maintaining strong account relationships while also reducing churn and growing new business. This leader is a mentor as well as a coach, and is a true evangelist for the needs of the business.

This position is a people manager role reporting to the Vice President of Enterprise Sales, Public Sector.

Responsibility

• Lead a sales team selling into Enterprise level accounts within Public Sector
• Lead an Enterprise level field sales management team to grow overall revenue of Docusign's Intelligent Agreement Management offering within a large geography through attainment of monthly quotas
• Assess sales pipeline, activity and forecasts to determine sales progress and areas for refinement or improvement
• Coach AEs and Sales Managers through the development of key Enterprise level sales skills, including 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/reporting accuracy
• Develop validated and new strategies with AEs to further penetrate Enterprise 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 and think creatively and independently to resolve conflict as well as solve problems

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.

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.

Basic

• 5+ years of sales team management experience, specifically within software sales
• 15+ years prior experience selling enterprise software in a quota-carrying role
• BA/BS from an accredited college or university

Preferred

• 8+ years of prior leadership experience managing sales teams within software, ideally SaaS-based offerings (both on-premise and Cloud), as a manager of managers
• Prior experience selling enterprise level software into Public Sector (e.g., State & Local or Federal)
• 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
• 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 excellent reporting and forecasting skills with attention to detail
• Willingness to travel 50% or more as needed

Pay for this position is based on a number of factors including geographic location and may vary depending on job-related knowledge, skills, and experience.

Based on applicable legislation, the below details pay ranges in the following locations:

California: $177,000.00 - $266,350.00 base salary

Illinois and Colorado: $169,000.00 - $245,050.00 base salary

Washington, New Jersey and New York (including NYC metro area): $169,000.00 - $256,650.00 base salary

Washington DC: $177,000.00 - $256,650.00 base salary

This role is also eligible for bonus, equity and benefits.

Global benefits provide options for the following:

• 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

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 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.

Applicant and Candidate Privacy Notice

This position is not eligible for employment in the following states: Alaska, Hawaii, Maine, Mississippi, North Dakota, South Dakota, Vermont, West Virginia and Wyoming.

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.

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