Regional Vice President, Enterprise Sales

Company Overview

Docusign brings agreements to life. More than 1.8 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 the Docusign AI-native IAM 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 Public Sector Regional Vice President, State and Local Government (SLG) West will lead a team of Account Executives towards attainment of individual sales quotas. We are looking for an experienced, enterprise software sales leader for this strategic SLG region. The ideal leader combines deep Public Sector go-to-market experience with a strong track record of leading high-performing software sales teams. Experience selling into State & Local Government, and managing sellers who understand government procurement, security, and compliance requirements, is highly desired. Knowledge of and relationships with Government System Integrators, Resellers, ISVs and Hyperscalers are also highly valuable in this role. This sales leader must be able to empower, measure and motivate effectively, leading by example. They are required to participate in deal strategy sessions with AEs, support account health monitoring, and maintain Docusign's eSignature, IAM and CLM value within accounts. This leader should mentor each AE individually while also building a strong, cohesive, collaborative team with a high-performance, customer-centric culture. They are a true evangelist for the needs of the business and an advocate for Public Sector requirements across Docusign.

This position is a people manager role reporting to the Area Vice President, State & Local and Higher Education Sales.

Responsibility

- Manage a team of Public Sector Account Executives where your team is responsible for maintaining and growing the book of business in the set of accounts assigned to your region. This includes net new growth as well as maintaining existing renewals along with your customer success team, minimizing renewal churn and maximizing the overall annually recurring revenue in those accounts

- Drive a consistent, repeatable sales approach across the SLG Enterprise segment, including forecasting, pipeline management, prospecting within account bases, complex negotiations, and other necessary Enterprise selling skills

- Coach reps to move beyond transactional deals by helping customers see the value of Docusign's full platform. Reinforce strategic discovery, value-based conversations, and expanding deal scope to align with broader business outcomes. Understand and utilize the MEDDPICC framework for all opportunities

- Develop strong partnerships with Talent Acquisition and Human Resources to create and maintain a bench of qualified Public Sector-savvy talent, and hire culturally aligned team members with experience in SLG sales

- Monitor leading indicators weekly, monthly and quarterly including AE activity levels, pipeline generation, conversion and progression

- Utilize Salesforce.com, Outreach, Gong, Gemini, Ask Athena, Chat GPT, Glean, Claude and Notebook LM tools to maximize AE and team velocity and performance. You will be expected to develop expertise with these tools and coach your team to utilize them for maximum performance

- Train your team to leverage cooperative purchasing vehicles (e.g., NASPO, Sourcewell, GSA, State Contracts) to accelerate sales and shorten cycles. Understand and utilize Docusign's procurement and RFP response teams to increase win rates and competitive differentiation

- Have a "partner first" mentality utilizing distributors, resellers, ISVs and System Integration partners to accelerate and solidify Docusign's presence and success in your region and customer base. Ensure your team adopts and executes this partner first model

- Develop a set of sales plays that directly address the needs of State and Local governments along with marketing assets, scripts, Outreach sequences, and battlecards working with product marketing. Train your AE team and the MDRs on effective execution of the plays

- Conduct frequent call reviews and feedback utilizing Gong recordings and AI insights. Coach your team to higher capability and performance utilizing these best in class tools

- Utilize consultants and lobbyists strategically to maximize Docusign's insight and knowledge of procurements and programs while carefully following the laws of the jurisdictions in your region

Job Designation

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.

What you bring

Basic

- 15+ years of experience in Software Sales with at least 10+ years in software sales management to State and Local Government customers

- Located in the western United States close to a major airport

Preferred

- Demonstrated success building, coaching and enabling rapidly growing Public Sector or Enterprise sales teams

- Strong portfolio of C-Level and senior stakeholder contacts across large Enterprise and/or Public Sector accounts (e.g., CIO, CPO, GC, program leaders)

- Knowledge of and experience working with Government System Integrators, Resellers and Contractors, including driving joint account planning and go-to-market motions

- Capacity to work on cross-functional projects and teams as needed and to leverage internal resources (e.g., legal, security, product, marketing, partners) to problem-solve and advance complex deals

- Strong verbal and written communication skills, including excellent reporting, forecasting, and executive-level presentation skills

- Familiarity with Google Suite, Salesforce, Slack and Zoom

- Strong attention to detail and forecasting accuracy

- Ability and willing to travel in the USA up to 50% of the time

Wage Transparency

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: $195,000.00 - $293,000.00 base salary

Illinois, Colorado, Massachusetts and Minnesota: $186,100.00 - $269,800.00 base salary

Washington, Maryland, New Jersey and New York (including NYC metro area): $186,100.00 - $282,750.00 base salary

Washington DC: $195,000.00 - $282,750.00 base salary

Ohio: $176,900.00 - $256,475.00 base salary

This role is also eligible for the following:

- Bonus: Sales personnel are eligible for variable incentive pay dependent on their achievement of pre-established sales goals. Non-Sales roles are eligible for a company bonus plan, which is calculated as a percentage of eligible wages and dependent on company performance.

- Stock: This role is eligible to receive Restricted Stock Units (RSUs).

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

Work Authorization Notice: Please note that we do not provide visa sponsorship or immigration support for this position. Applicants must already be authorized to work in the United States on a full-time, permanent basis without the need for current or future sponsorship.

Life at DocuSign

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 [email protected].

If you experience any issues, concerns, or technical difficulties during the application process please get in touch with our Talent organization at [email protected] for assistance.

Applicant and Candidate Privacy Notice

States Not Eligible for Employment

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

EEO Statement

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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