Senior Account Executive, Commercial Sales

Docusign

. Manage, expand, and deepen existing customer relationships within an assigned portfolio of accounts .

Posted 11/10/2026full-timeRemote • United StatesSenior💰 $46 - $72 per hourWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in managing complex sales cycles and expanding customer relationships through consultative selling and value-based approaches. Proficient in utilizing Salesforce for pipeline management and forecasting while effectively collaborating with cross-functional teams to drive customer outcomes.

Highest-signal resume keywords

Full Sales Cycle ManagementConsultative DiscoverySalesforce CRM ProficiencySaaS Sales ExperienceCross-Sell and Upsell Strategies

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales Cycle ManagementConsultative SellingBusiness Case DevelopmentValue-Based SellingPipeline ManagementForecastingAccount ExpansionNegotiationObjection HandlingComplex Sales Strategies

Soft Skills

Clear CommunicationStakeholder EngagementProblem SolvingRelationship BuildingAdaptability

Tools & Technologies

SalesforceAI-Enabled Tools

Industry Keywords

SaaSCustomer SuccessAccount ManagementCross-Functional CollaborationQuota-Carrying Role

About the role

Key responsibilities & impact

Manage, expand, and deepen existing customer relationships within an assigned portfolio of accounts
Use a consultative, value-based approach to understand customer priorities and connect them to the Docusign IAM platform
Build business cases that create measurable customer outcomes through cross-sell and upsell opportunities
Manage the full sales cycle within existing accounts, from identifying white space and discovery through negotiation, close, and adoption
Build trusted, multi-threaded relationships across customer stakeholders
Achieve quarterly individual sales quotas through disciplined, full-cycle selling into existing accounts
Build and manage pipeline through self-generated prospecting, partner collaboration, and coordinated sales development engagement
Conduct structured discovery and identify priorities, impact, urgency, stakeholders, decision criteria, and next steps
Develop and communicate customer-specific value hypotheses, business cases, proposals, and presentations
Position IAM capabilities and Docusign solutions around customer outcomes
Manage complex sales cycles with close plans, mutual action plans, risk identification, objection handling, and closing discipline
Deliver tailored demonstrations with Solutions Consultants or Solutions Engineers
Forecast activity and revenue accurately using Salesforce data, customer evidence, and opportunity strategy
Collaborate with sales development, solutions, customer success, partner, legal, security, professional services, and customer support teams
Drive adoption and customer outcomes while identifying expansion opportunities
Use approved AI-enabled tools responsibly for account research, preparation, outreach, and productivity
Share account strategies, deal practices, and customer insights to improve sales performance
Report to the Regional Vice President, Commercial Sales

Requirements

What you’ll need

Bachelor’s degree or equivalent experience
5+ years of experience in an AE role or equivalent quota-carrying sales role
Experience managing opportunities through a full sales cycle, including complex account expansion opportunities
Experience using Salesforce or a comparable CRM to manage pipeline, activity, next steps, and forecasts
Experience with consultative discovery, stakeholder engagement, customer-focused problem solving, and value-based selling
Experience using AI-enabled tools or applying them responsibly
Experience communicating clearly and credibly with business, technical, and executive audiences
Preferred: 7+ years of SaaS sales experience, including experience in a quota-carrying role
Preferred: Experience selling a platform, workflow, business-process, security, finance, HR, procurement, CRM, or adjacent solution
Preferred: Experience developing business cases or quantifying customer value
Preferred: Experience managing and growing an existing book of business or install base and driving multi-threaded expansion opportunities
Preferred: Experience managing and closing complex sales cycles with multiple stakeholders and competing priorities
Preferred: Demonstrated ability to over-achieve quota, including performance in the top 10–20% of a sales organization
Preferred: Proven track record of selling additional use cases, products, or services into existing customers through cross-sell and upsell motions
Preferred: Experience working effectively with partners and cross-functional internal teams
Preferred: Demonstrated ability to navigate ambiguity, adapt quickly, and contribute as a senior member of the team
Willingness to travel as necessary, typically 10%
Must already be authorized to work in the United States on a full-time, permanent basis without current or future sponsorship

Benefits

Comp & perks

Variable incentive pay dependent on achievement of pre-established sales goals
Paid time off and paid company holidays based on region
Up to six months of paid parental leave after birth, adoption, or foster care placement
Full health benefits plans, including options that are 100% employer paid and minimum employee contribution plans from day one of employment
Retirement and pension programs with potential for employer contributions
Coaching, online courses, and education reimbursements
Paid compassionate care leave following the loss of a loved one and other life-changing events
Remote work designation; employee works from a designated remote location for the majority of the time
Reasonable accommodations for qualified individuals with disabilities or religious accommodations during the application process