Vice President, Sales - Small to Medium Business Install
Sales & Business Development | San Francisco, CA or Seattle, WA or Chicago, IL

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

Our agreement with employees
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.

The team
Our Sales teams collaborate with customers and partners across the globe to help them leverage the DocuSign Agreement Cloud to transform the entire system of agreement process—from preparing to signing, acting on, and managing contracts and other types of agreements. Our team partners with some of the largest, most innovative companies in the world in dozens of industries to bring the power of DocuSign to more customers. Whether you are selling to a small business or a large enterprise, you will apply your extensive knowledge of our solutions, and leverage our strategic partnerships to help our customers grow their top and bottom line.

This position
The Vice President, Sales - Small to Medium Business Install will lead a team of North America based Sales Leaders to drive growth of our core application. The ideal candidate must possess the ability to drive aggressive revenue growth and motivate a team of Sales Leaders and Account Executives (AE's) to achieve sales quotas. This sales leader must be able to collaborate, empower, measure and motivate effectively, leading by example. They are also required to develop strategic objectives and drive planning and strategy for the retail and manufacturing line of Business as well as manage and assist in account health monitoring, and effectively maintain DocuSign's core application value within geographies, regions and accounts. This leader will also be responsible for mentoring AVPs and RVPs individually while also building a strong cohesive, collaborative team. They are a true evangelist for the needs of the business in the retail and manufacturing space.

This position is a people manager role reporting to the General Vice President of Commercial Sales and is designated Flex.

Responsibilities

• Define and drive implementation of go-to-market strategies and programs that result in quantifiable business impact
• Partner with the global leaders and North America VPs, both in the Commercial and Enterprise segments, to drive alignment, account coverage and penetration, pipeline and sales
• Leverage market, field, and competitive intelligence to build strategic partnerships with other sales organizations to diversify opportunities
• Become a trusted executive and advisor to your team, customers, field counterparts, and product management leadership
• Be responsible for the professional development of your leaders and organization by understanding your team’s skill levels, working styles, motivations, and professional goals
• Solidify succession plans and enhance management capabilities to meet strategic and operating objectives
• Operate as a role model in the company and industry by establishing a strong collaborative culture with peers and other functions within DocuSign
• Promote a culture of diversity, work ethic, positive attitude, team collaboration, success, pride, performance, discipline, and creativity

Basic qualifications

• 12+ years of experience selling software in a quota-carrying role
• 8+ years of sales leadership experience, specifically within software sales with successful track record in large complex sales
• Verbal, written and executive presentation skills with demonstrated ability to align qualitative and quantitative data analysis in order to develop effective go to market strategies
• Possess strong analytical capabilities, be organized and have demonstrated the ability to work on multiple objectives while synthesizing feedback from different stakeholders
• Quota-attainment record of meeting and/or exceeding targets by managing process for identifying, qualifying, & 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
• Experience with cross-team collaboration and ability to partner with multiple stakeholders including Product Marketing, Development and Sales Management to foster commitment, support and team morale
• Knowledge of advanced technologies and business processes
• Experience with coaching and development of leadership teams within the organization
• Willingness to travel 25% or more as needed

Preferred qualifications

• Exceptional executive leadership, coaching and motivational skills
• 6+ years experience with SaaS software solutions, in either a leadership, direct sales, presales or customer success capacity
• Experience selling into a variety of industries and territories as well as experience cultivating key strategic relationships

Vaccination requirement
DocuSign may require all employees to be fully vaccinated against COVID-19 and provide proof of vaccination to visit a DocuSign office, to meet with potential or actual customers or business partners, or for other business-related purposes, in accordance with local law. Please note that DocuSign has contracts with different governments globally which may require compliance with local and federal laws.

About us
DocuSign helps organizations connect and automate how they prepare, sign, act on, and manage agreements. As part of the DocuSign Agreement Cloud, DocuSign offers eSignature: the world's #1 way to sign electronically on practically any device, from almost anywhere, at any time. Today, over a million customers and hundreds of millions of users in over 180 countries use DocuSign to accelerate the process of doing business and simplify people's lives. And we help save the world’s forests and embrace environmental sustainability.

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.

Accommodations
DocuSign provides reasonable accommodations for qualified individuals with disabilities in job application procedures, including if you have any difficulty using our online system. If you need such an accommodation, you may contact us at accommodations@docusign.com.

#LI-Hybrid