Account Director

DocuSign, Inc

Account DirectorSales & Business Development | San Francisco, California

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 employeesDocuSign 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. And for that, you’ll be loved by us, our customers, and the world in which we live.

The team

Our Sales & Business Development 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 positionThis strategic quota-carrying sales role will have end to end ownership for a focused set of highly strategic Enterprise accounts. It is a hybrid of the Strategic Enterprise Account Executive & Global Account Management roles, which includes overall relationship management, cross-sell and upsell, renewals and retention, as well as customer satisfaction & success. This role will also partner 1:1 with a dedicated Customer Success Manager, focused on supporting the customer relationship and driving adoption.

This position is an individual contributor role reporting to the Regional VP of Sales, Enterprise and is designated Remote.


  • Own and be accountable for a number (approx. 3- 5) large, strategic Enterprise accounts. Leading the relationship management, customer account plan and driving of strategy with key account decision makers
  • Lead DocuSign extended sales team in strategically selling and expanding our Enterprise customer use cases, and, manage overall customer baseline growth including upsell, renewals and retention
  • Partner with Customer Success on overall account health, strategic planning, and progress
  • Forecast sales activity and revenue achievement accurately through proper use of sales tools
  • Collaborate and engage internal resources (Senior Executives, Presales, Professional Services, Legal etc.) in Sales Campaigns

Basic qualifications

  • 15+ years of direct enterprise level sales experience in a quota-carrying software sales role
  • Willingness to travel 25% or more as needed

Preferred qualifications

  • 15+ years of enterprise level SaaS sales experience preferred, ideally within cloud-based technology within the assigned territory – includes experience managing multi-state territories and customers
  • Prior experience managing a set of large, Enterprise accounts
  • Track record of over-achieving quota (top 10-20% of company) in past positions
  • Experience managing and closing complex sales-cycles, including prior success in closing 1M deals and managing multiple large accounts
  • Strong portfolio of C-Level contacts within Enterprise Accounts across a variety of accounts
  • Strong portfolio of C-Level contacts within Enterprise Accounts across a variety of accounts
  • Familiarity with Google suite
  • BS/BA degree or equivalent experience

Vaccination requirement (US)DocuSign requires all employees to be fully vaccinated against COVID-19. Therefore, to ensure the safety and well being of our employees and community, to support public health efforts, and comply with the Executive Order that applies to federal contractors, this offer is conditioned upon submission of written proof, prior to your start date, that you are fully vaccinated. DocuSign will comply with applicable law regarding the reasonable accommodation of individuals with disabilities and/or sincerely held religious beliefs.

About usDocuSign 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.


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