[Hiring] Regional Vice President, Enterprise @Docusign

Role Description

A Regional Vice President Director (RVP) at Docusign directly manages a team of enterprise sellers (6-8). You play a critical role that combines strategic vision with hands-on leadership to drive overall growth of all solutions associated with Docusign’s Intelligent Agreement Management (IAM) platform suite, including Contract Lifecycle Management (CLM) & AI solutions. This particular role will manage a team of eight (8) sellers as part of the Financial Services and Insurance Vertical in our largest Enterprise customer segment. This position is a people manager role reporting to Area Vice President, Enterprise Sales.

• Create a comprehensive sales plan for the region that aligns with the company's overall business objectives and revenue targets, including identifying target customers, driving sales goals, and establishing performance metrics.
• Work with sellers to define and optimize their territories and accounts, which involves strategic planning for key accounts, identifying new business opportunities and executive alignment strategies, and developing a repeatable sales process for enterprise deals.
• Own the regional sales forecast and be responsible for monitoring the health of the pipeline, ensuring forecast accuracy by holding sellers accountable, and adjusting strategies to create sustainable growth.
• Use data and analytics to monitor key performance indicators (KPIs) such as seller performance, win rates, average deal size, and sales cycle length and identify areas for improvement and adjust strategies accordingly.
• Build a high-performing team with a growth-mindset by identifying, hiring and nurturing top-tier enterprise sales talent and ensuring a structured onboarding process that sets new hires up for success.
• Provide ongoing coaching and mentorship to help each seller develop their skills, including conducting regular one-on-one meetings, participating in deal reviews, and role-playing complex sales scenarios.
• Create a team environment that is focused on accountability, collaboration, and continuous improvement and celebrate successes and provide constructive feedback to address performance gaps.
• Lead by example and motivate the team to exceed their targets, which can involve creating incentives, running internal competitions, and providing a clear vision for success.
• Participate in the most strategic and complex enterprise deals, including joining customer meetings, assisting with negotiations, and helping to close large deals.
• Cultivate and maintain strong relationships with key clients and stakeholders in the region as a trusted advisor.
• Ensure the team is focused on a consultative, value-led sales approach, understanding customer challenges and aligning Docusign’s solutions to provide a clear return on investment (ROI).
• Coach the team on how to navigate complex enterprise buying processes, identify key decision-makers, and build consensus across multiple stakeholders within an organization.
• Collaborate with the marketing department to develop effective lead generation campaigns and go-to-market strategies.
• Ensure alignment between sales and marketing efforts to drive top-of-funnel growth.
• Work closely with product management to provide customer feedback and ensure the product roadmap aligns with market needs.
• Partner with the customer success team to ensure a seamless handoff after a deal is closed.
• Report on regional performance to senior leadership, providing accurate sales reports, forecasts, and insights on market trends and competitive activity.

Qualifications

• 12+ years of sales team management experience, specifically within software sales managing Enterprise, complex software selling, SaaS sales teams.
• 5+ years prior experience selling software in a quota-carrying role.
• Willingness to travel 50% or more as needed to support the business.

Requirements

• 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.
• Strong portfolio of C-level contacts across a variety of large enterprise accounts.
• Capacity to work on cross-functional projects and teams as needed as well as leverage internal resources to problem-solve.
• A player-coach mentality with the ability to coach individually, not a one-size fits all approach.
• Possess strong emotional intelligence.
• Exceptional communication skills, both verbal and written – includes excellent reporting and forecasting skills.
• Active listener and strong collaborator.
• SaaS business acumen and an understanding of key metrics like Annual Recurring Revenue (ARR), Annual Contract Value (ACV) and Total Contract Value (TCV).
• Familiarity with Google suite, Salesforce, Slack and Zoom.
• Attention to detail and highly organized.
• Resilient and adaptable.

Benefits

• 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.