Enterprise Account Executive
Company Overview
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).
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 Cx
O 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 e
Signature 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
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.
What you bring
Basic8+ 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 Saa
S, 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 Saa
S 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 ROIExperience 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 CRMPreferred
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 Saa
S platforms, contract-management solutions, e
Signature, 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
Life at Docu
Sign
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 you experience any issues, concerns, or technical difficulties during the application process please get in touch with our Talent organization at for assistance.
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Job Summary
Location: FR-Paris
Category: Sales & Partnerships
Position Type: Regular