Company Overview Docusign brings agreements to life. Over 1.5 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 Docusign’s Intelligent Agreement Management 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 As a Strategic Customer Account Manager (CSAM), you’ll manage a portfolio of our most strategic customers to ensure they’re achieving maximum value from their investment in Docusign. You’ll play a key role in securing renewals, expanding adoption, and driving growth while serving as a trusted advisor across all phases of the customer lifecycle. You’ll partner closely with Account Executives and cross-functional teams to identify business opportunities, resolve escalations, and ensure long-term customer success. You thrive in a fast-paced environment, act with urgency, and bring a solutions-oriented mindset to every interaction. This position is an individual contributor reporting to a Sr. Manager, Customer Success Account Management. Responsibility - Drive strategic renewal and adoption outcomes for a portfolio of top-tier customers - Deliver on revenue, bookings, billings and customer value targets - Identify and mitigate risk early through proactive stakeholder engagement and executive alignment - Lead win-win renewal negotiations that maintain and grow customer trust - Conduct regular business reviews to align on goals and highlight value from Docusign solutions - Own and execute full adoption strategies across customers, leveraging internal cross-functional teams - Serve as escalation point of contact and guide resolution efforts for any customer concerns - Partner with Sales, Product, Pricing, Legal, and other teams to develop risk mitigation and growth strategies - Act as a Docusign subject matter expert to support customer goals and elevate their success - Evaluate customer usage and behavioral data to prioritize engagement and investment - Support account planning and surface new growth opportunities with Account Executives - Travel occasionally (~10%) to deepen customer relationships - Ensure CRM hygiene and accuracy of forecasts, opportunities, and internal documentation 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 - BA/BS degree or equivalent work experience - 8+ years in Sales, Renewal Management, Account Management or Customer Success within SaaS - Experience negotiating complex, high-value contracts - History of meeting/exceeding performance and quota targets - Experience with enterprise deal cycles and working with executive stakeholders - Experience with Salesforce Preferred - Experience leading adoption strategies and influencing change across organizations - Strategic mindset with the ability to articulate value to senior leaders - High level of adaptability and urgency - Strong communication, collaboration and relationship-building skills - Ability to analyze customer data and translate into action - ROI/value analysis experience 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: $106,200.00 - $151,525.00 base salary Illinois, Colorado, Massachusetts and Minnesota: $100,900.00 - $146,350.00 base salary Washington, Maryland, New Jersey and New York (including NYC metro area): $100,900.00 - $146,025.00 base salary Washington DC: $106,200.00 - $146,025.00 base salary Ohio: $95,900.00 - $139,100.00 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 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 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. 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. EEO Know Your Rights poster #LI-Remote

Your role at DynatraceWe are looking for a candidate to fill a newly created position as an Enterprise Acquisition Account Executive. In this role, you will drive sales growth through targeted acquisition efforts across various industry segments. It’s all about a “land and expand” approach amongst enterprise-grade organizations. As part of your responsibilities, you’ll oversee 0 to 2 existing customer accounts. Your focus will be on nurturing these relationships and expanding partnerships. Additionally, you’ll engage with 35 to 40 potential customers, introducing them to our offerings. After successfully converting prospects, you’ll have the chance to maintain those accounts and explore opportunities for upselling and cross selling our solutions. Additionally, you’ll benefit from mentorship provided by our award-winning leadership team. Collaborating closely with our high-performing sales professionals, SDRs, and partners, you’ll be on the path toward achieving ultimate success. What you will be focusing on as an Enterprise Acquisition Account Executive: - Execute on territory plans to deliver maximum revenue potential within a pool of broad, regionally focused accounts. - Collaborative pre-defined SE support based on region. - 0-2 customers, 35-40 prospects, with 40 total accounts. - Drive new logo customers, focusing on landing and expanding Dynatrace usage. - Consult with Vice President and C-level executives to develop and implement an effective enterprise-wide strategy that maximizes the value delivered by Dynatrace; position Dynatrace relative to the competition. - Generate velocity by establishing Dynatrace in new markets through product demonstrations, in-market events and account specific initiatives. - Develop a contact network within named accounts and channel partners to ensure Dynatrace can be sold broadly and effectively. - Work closely with Dynatrace functional areas such as sales engineering, marketing, legal, finance and other lines of business to develop and execute a solution strategy to meet customer business needs. - Ensure your customers’ implementations are wildly successful. What will help you succeedPreferred Requirements: - You show a successful track record in Enterprise software sales across many business functions within the executive level of a customer. - You can manage sales cycles within complex organizations, while compressing decision cycles. - You have outstanding organizational and communication skills (written and oral, negotiation and presentations skills). - You are confident in building a diverse territory plan and have familiarity in leveraging a sales ecosystem. - You have proven experience in acquiring new business. - You thrive in high-velocity situations and can think/act with a sense of urgency. - You are a motivated and tenacious self-starter who consistently delivers high performance against quota, driven by VP- and C-level relationships. - You know how to build and execute business plans and sales plays. - You know how to collaborate and co-sell internally across all supporting resources to maximize your effectiveness and advance the sales process (familiar with MEDDPIC). - You are familiar with the observability and modern application market. Why you will love being a Dynatracer - Dynatrace is a leader in unified observability and security. - We provide a culture of excellence with competitive compensation packages designed to recognize and reward performance. - Our employees work with the largest cloud providers, including AWS, Microsoft, and Google Cloud, and other leading partners worldwide to create strategic alliances. - The Dynatrace platform uses cutting-edge technologies, including our own Davis hypermodal AI, to help our customers modernize and automate cloud operations, deliver software faster and more securely, and enable flawless digital experiences. - Over 50% of the Fortune 100 companies are current customers of Dynatrace.

Role Description The Territory Manager will drive revenue growth within the Metro NY territory by developing new customer relationships and expanding sales with existing accounts. Reporting to the Regional Sales Manager, this role focuses on beverage & food sales across various foodservice channels. - Manage and grow a multi-million-dollar territory by increasing beverage and food sales with large local operators across multiple foodservice channels (restaurants, bars, coffee shops, lodging-resorts, etc). - Build a strong pipeline through a consultative sales approach, aligning Kerry products with customer needs. - Conduct menu analysis, beverage ideation, recipe development, and profitability assessments. - Implement seasonal menus, LTOs, and beverage promotions to drive incremental growth. - Provide product and application training to customers, brokers, and distributor reps. - Generate new business through cold calling and lead follow-up. - Oversee beverage equipment placement and ensure volume targets are met. - Maintain CRM records and manage opportunities from lead to close. - Build a network of key referral sources within the territory. Qualifications - College degree preferred. - 3+ years of beverage / food sales experience in the foodservice industry. - Prior experience as a bartender or barista is a nice-to-have. - Strong presentation and communication skills. - Self-starter with strong organizational skills and a competitive drive. - Team player with a collaborative mindset. - Proficient in CRM systems and Microsoft Office 365. - Willingness to travel (limited overnight). - Reliable transportation required. - Ability to lift up to 35 lbs. (for product demos). Requirements - The pay range for this position is $63,000 - $116,900 in Annual Salary. - Kerry typically does not hire an individual at the top or near the top of the range. - Compensation decisions are dependent on various factors including skills, qualifications, experience, internal equity, and location. - This position is also eligible to earn a performance-based incentive compensation. Benefits - Medical, dental, and vision insurance. - Paid time off. - 401(k) plan with employee and company contribution opportunities. - Employee Share Plan. - Life, disability, and accident insurance. - Tuition reimbursement.

Role Description Manages and directs customer account support, project management, and large-scale deployment activities for the McDonald’s account. This role leads cross-functional initiatives from early development through execution, supports business growth, and ensures a positive deployment experience that strengthens long-term customer relationships. - Lead large-scale deployments and customer initiatives for the McDonald’s account from concept through execution. - Serve as the primary point of contact for McDonald’s Equipment and Operations teams, ensuring clear communication and alignment throughout all phases of development and deployment. - Develop and maintain strong relationships with assigned key customer contacts and corporate departmental stakeholders to ensure a thorough understanding of customer operational objectives, timelines, and expectations. - Work cross-functionally with internal teams including Engineering, IT, Purchasing, Logistics, Operations, Sales, and external OEM/Suppliers to support deployment readiness and execution. - Partner closely with Franke IT to develop and manage survey tools that collect customer data and facilitate accurate order import into our system. - Collaborate with Operations on order intake, order fulfillment, shipping execution, and issue resolution to deliver a positive customer deployment experience. - Coordinate program data collection and tracking to ensure timelines, deliverables, and customer expectations are met. - Serve as a trusted resource to McDonald’s throughout the development, pilot, and rollout of initiatives, resolving issues quickly and professionally to maintain customer satisfaction and operational continuity. - Identify new business opportunities within the McDonald’s account to support revenue growth and expanded partnerships. - Serves as liaison between the customer and all associated company divisions as required. - Reliable attendance is a must. - 10%-20% travel may be required. - Other duties as assigned. Qualifications - Project Management — Ability to lead large-scale deployments, manage multiple initiatives simultaneously, and coordinate timelines, resources, and stakeholders across functions. - Customer & Account Management — Ability to develop and maintain relationships with key customer contacts; work directly with customers to deliver a positive deployment experience and strengthen long-term business relationships. - Cross-Functional Collaboration — Ability to work effectively across technical, operational, and customer-facing teams to deliver solutions that meet customer requirements. - Business Development — Ability to identify new business opportunities, support revenue growth, and contribute to strategic account expansion. - High Language Skills — Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations. Ability to write business correspondence and present information effectively to customers and internal teams. - High Reasoning Skills — Ability to solve practical problems, assess risks, and respond proactively to challenges during deployment and execution phases. - Computer Skills — MS Word, MS Excel, PowerPoint, PBS. - Travel - 10%-20% travel may be required. Requirements - Minimum one (1) year prior work experience in account management, project management, food service equipment, supply chain, restaurant operations deployments, or equivalent. - Minimum Associate’s Degree, Bachelor’s Degree preferred. - Or equivalent combination of education and experience. Benefits - Reliable attendance is a must. - 10%-20% travel may be required. - Other duties as assigned.