[Hiring] Regional Vice President, Small to Medium Business @Docusign

Role Description

The Regional Vice President manages, coaches, and motivates a team of Account Executives (AE) to achieve revenue growth by expanding both new customer business and current Docusign customer spend. This sales leader will measure, coach, and ensure AE accountability for pipeline generation, activity, and revenue growth within their book of business. The RVP is expected to deliver results by joining customer calls, assisting in health monitoring, and maintenance of Docusign's relationship with key stakeholders. Outside of coaching on customer calls, the leader is expected to assist with proactive territory strategy, account planning, and providing feedback leveraging various tools such as Tableau, Salesforce, and conversational intelligence. This leader will mentor each AE individually while also building a strong cohesive, collaborative team. They will be responsible for delivering accurate monthly and quarterly forecasts and delivering on quota.

This position is a people manager role reporting to the Area Vice President, Public Sector, Small & Medium Government.

Responsibilities

• Manage a sales team to grow Docusign's baseline revenue within existing Accounts and acquire new customer business.
• Assess pipeline generation, revenue-generating activities, pipeline health and quarterly sales forecasts to determine sales progress and areas for refinement or improvement.
• Coach AEs through the development of key sales skills, including vertical market management, forecasting and sales planning, prospecting and pipeline generation within account base, complex deal negotiations, cross-functional support both internally and externally, as well as CRM and reporting accuracy.
• Manage team performance, create a bench of qualified talent and grow the team headcount as needed.
• Develop proven and new strategies with AEs to further penetrate accounts and reinforce process and steps designed to deliver value at scale to Docusign customers.
• Maintain positive and proactive line of communication between the lines of business as well as senior leadership, including developing and delivering accurate forecast and attainment details during weekly forecast calls and quarterly business reviews.
• Identify and support opportunities for training as well as career diversification and growth across the team.
• Operate well in a fast-paced, dynamic environment without requiring significant supervision.
• Travel 20% or more as needed.

Qualifications

• Located in Central or Eastern Time Zone.
• 2+ years of sales team management experience within software sales.
• 5+ years prior experience selling software in a quota-carrying role.
• Experience exceeding quota attainment targets by managing a process for growing an existing install base.
• Experience developing and maintaining territory and accounts plans as well as negotiating and closing complex deals.
• Experience hiring, building, coaching and enabling a rapidly growing team.
• Experience selling an eSignature or CLM solution.
• Experience selling into a variety of industries and territories as well as experience cultivating larger, strategic relationships.
• Experience working on cross-functional projects and teams as needed as well as leveraging internal resources to problem-solve.
• BA/BS from an accredited college or university.

Preferred

• Prior experience selling into Public Sector - knowledge of buying cycles and key stakeholders.
• Strong verbal and written communication skills including reporting and forecasting skills.
• Strong attention to detail.

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.
• California: $135,100.00 - $201,450.00 base salary.
• Illinois, Colorado, Massachusetts and Minnesota: $131,800.00 - $191,200.00 base salary.
• Washington, Maryland, New Jersey and New York (including NYC metro area): $131,800.00 - $195,925.00 base salary.
• Washington DC: $135,100.00 - $195,925.00 base salary.
• Ohio: $128,200.00 - $185,875.00 base salary.

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.

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.

Equal Opportunity Employer

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.