Role Description As the Enterprise Federal Account Executive (AE) you will be a highly motivated self-starter who is responsible for developing and closing new business and expanding our footprint in current customers. The role will be focused on acquiring new customers (Agencies) and selling additional use cases, products and services into existing accounts. The Federal AE is accountable for exceeding monthly and quarterly quotas, proactive deal management, forecast accuracy, and driving adoption and usage with customers and prospects in collaboration with internal teams and the broader Docusign partner ecosystem. This position is an individual contributor role reporting to the RVP Enterprise Sales. Responsibilities - Develop and maintain strong relationships with SES-level leadership, Project Directors, and IT Procurement heads across the Commonwealth. - Work with agencies to map Docusign solutions to the APS. - Lead renewal negotiations and identify expansion opportunities within whitespace areas of existing and new Agencies to drive revenue. - Act as a subject matter expert on how Docusign meets the Information Security Manual (ISM) requirements and IRAP assessments to provide peace of mind for sensitive data handling. - Create multi-year account plans that align with the Digital Transformation Agency (DTA) guidelines and individual agency roadmaps. - Lead regular reviews to demonstrate ROI, platform health, and how Docusign is helping the agency meet its KPIs. - Forecast sales activity and revenue achievements accurately through proper use of sales tools. - Partner engagement will be critical to the success of this role, work with the internal partner team to identify and forecast opportunities. 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. Qualifications - 5+ years experience in Account Management or Customer Success within the Australian SaaS market, specifically managing Federal Government (APS) or State Government accounts. - Deep understanding of the Commonwealth Procurement Rules (CPRs), the Digital Marketplace (BuyICT), and Whole-of-Government (WoG) sourcing arrangements. - Solid understanding of cloud-based digital identity (e.g., integration with myGovID) and the Australian legal framework for electronic signatures (Electronic Transactions Act 1999). Preferred Qualifications - Exceptional ability to navigate the nuances of public sector communication, including drafting briefing notes and presenting to government steering committees. - Ability to use data-driven insights to identify churn risks and demonstrate the value of the Docusign IAM platform. 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: $X/hour - $X/hour or $X - $X base salary - Illinois, Colorado, Massachusetts and Minnesota: $X/hour - $X/hour or $X - $X base salary - Washington, Maryland, New Jersey and New York (including NYC metro area): $X/hour - $X/hour or $X - $X base salary - Washington DC: $X/hour - $X/hour or $X - $X base salary - Ohio: $X/hour - $X/hour or $X - $X 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 - 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 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 accommodations@docusign.com. If you experience any issues, concerns, or technical difficulties during the application process please get in touch with our Talent organization at taops@docusign.com for assistance. Applicant and Candidate Privacy Notice 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.

• Own the full sales cycle—from pipeline generation to close—across an assigned territory. • Be a true hunter, generating new logo opportunities through outbound engagement and leveraging partner/channel plays. • Engage and sell across the C-suite, with a focus on Security, Business Continuity, Operations, and Compliance stakeholders. • Execute a multi-threaded, consultative sales motion using a proven methodology (we run MEDDPICC and Force Management). • Manage deal sizes typically $60K+ in ACV, with some six-figure enterprise opportunities. • Collaborate with BDRs, Solution Consultants, and internal stakeholders to drive velocity and value throughout the deal process. • Strategically attack named accounts in the North Pacific & Central region to build long-term pipeline and partnerships.

• Shape and execute an inorganic growth agenda across strategic partnerships • Partner with business unit leaders to originate, assess, negotiate, and deliver transactions • Orchestrate cross‑functional workstreams from initial thesis through post‑close integration • Create concise, executive‑level materials and communicate complex topics simply

• Prospect and develop new relationships with public safety professionals and partners. • Build & maintain a high-performance sale pipeline, manage efficient & professional sales cycles and close contracts. • Lead discovery with agencies on their needs and present innovative new strategies to transform pre-incident planning, mobile response and community engagement into thriving components of their organization. • Travel to customer sites and attend trade shows. • Foster a professional sales culture of mutual benefit to both First Due and the customer. • Maintain current understanding of public safety industry including software ecosystem, trends, performance indicators, competitive landscape and business practices.