• Thrive in a supportive but independent workplace with the opportunity to grow as our organisation grows • Target new customers through cold outreach and lead generation campaigns via phone calls and emails • Manage full sales cycle • Communicate with German and English speaking customers, both verbally and in writing • Balance scheduling sales meetings with new clients on a weekly basis • Ensure all customers are on an active Keeper contract • Build and create a constant pipeline of prospect customers to scope • Act as a subject matter expert on all Keeper products, staying knowledgeable and up-to-date on changes, updates, and new products • Participate in cold call/role play activities and shadow cold calls with colleagues • Develop relationships with prospect customer contacts • Utilise additional sales resources to target and identify new business targets • Leverage Salesforce.com database to accurately reflect pipeline and account activity • Facilitate the proposal review process for new business opportunities

Role Description The Enterprise Account Executive (AE) is a highly motivated self-starter responsible for developing and closing new business or expanding our footprint in current customers in an assigned geographic territory. A successful AE is eager to learn, determined to adapt quickly, and comfortable with some ambiguity. AEs are focused on acquiring new customers or selling additional use cases, products, and services into existing accounts. This person 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 Regional Vice President, Enterprise Sales. Responsibilities - Drive success of the company’s goals and objectives through achieving individual sales quotas. - Build and manage a sales pipeline through prospecting efforts into assigned accounts in the Federal Civilian territory. - Develop and deliver customized sales presentations and product demonstrations, by phone and via online demo. - Develop and negotiate enterprise-level proposals and contracts. - Forecast sales activity and revenue achievements accurately through proper use of sales tools. - Collaborate effectively and engage various pre/post sales resources including Sales Development Representatives, Market Development Representatives, Solution Engineers, Account Managers, Partner Account Managers, as well as Legal, Security, Professional Services, and Customer Support. 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 - 8+ years of direct sales experience in an enterprise-level Account Executive role or equivalent quota-carrying role. - BA/BS degree or equivalent work experience. Preferred Qualifications - 12+ years SaaS sales experience selling enterprise-level accounts. - Experience selling web-based products/services. - Experience managing and closing complex sales cycles. - Demonstrated ability to over-achieve quotas (top 10-20% of company) in past positions. - Proficient computer application skills, including Salesforce.com, Microsoft Word, PowerPoint, and Excel. - Willingness to travel 30%+ as needed. - IT industry and multinational environment background. 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: $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 - Bonus: Sales personnel are eligible for variable incentive pay dependent on their achievement of pre-established sales goals. - Stock: This role is eligible to receive Restricted Stock Units (RSUs). - 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.

• Articulate the Honeycomb product value proposition and tailor our ROI message to the customer’s discovered use case. Work with marketing to ensure a consistent feedback loop from the field. • Conduct sales activities including prospecting and developing opportunities within SMB and mid-market and accounts. • Conduct discovery calls, presentations, and demos with a technical audience, while driving the conversation towards ROI and business pain. • Navigate from individual contributors and practitioners to technical and business decision makers in the account. • Focus on customers’ satisfaction. Know the customer’s business and workflows, develop proper contact network within accounts. • Develop expansion opportunities from our existing customer base to land upsells. • Provide timely and accurate forecasts, based on evidence and not hope, and clear visibility on sales and revenue performance by actively handling your pipeline of opportunities. • Leverage and coordinate cross-functional internal teams (Engineering, Marketing, Product, Customer Success) to efficiently navigate sales cycles. • Track all opportunity and customer details including use case, purchase time frames, next steps, and forecasting in Salesforce. • Work strategically with management to identify trending opportunities/challenges, and provide recommended solutions. • Work with management to build strategic territory and account plans. • Contribute to post-mortem analysis on wins/losses. • Provide account leadership and direction in the pre and post-sales process. • Ensure the successful implementation and adoption of Honeycomb through strong account management activities and coordination with pre-and-post sales engineering and support resources. • Be the voice of the customer by contributing product ideas.

Role Description We’re hiring our first AEs at Pogo to help us scale our B2B enterprise business from $XM ARR to $XXM ARR. You'll own the full sales cycle from prospecting to expansion. Specifically, you will: - Lead generation & engagement: Get Pogo in front of the right people by building relationships with prospects across outbound email, calls, conferences, and dinners. Stay on top of inbound and referral leads and keep pipeline moving. - Qualification & closing: Lead discovery, demos, and follow-up conversations to understand prospect needs and close new business. Build compelling ROI cases and navigate contract negotiations to get deals over the line. - Consultative selling with trials & POCs: Own the trial experience end-to-end, coordinating with other Pogo team members to ensure every project is successful and accelerates the path to closing a subscription. - Renewals & expansion: Own the renewal cycle for your accounts and actively identify upsell and cross-sell opportunities. Build deep relationships with existing clients to understand their evolving needs and grow revenue within the base. - Process & feedback: Help build and improve the sales playbook as we scale. Bring structured learnings back to the team and contribute to a culture of rapid iteration on what's working. - Travel: Up to 3-5 days a month. - Cross-team collaboration: Work closely with GTM, Engineering, and Product team members to make sure new clients are set up for success from day one. Partner with the founding team on strategic deals and revenue priorities. Qualifications - Likely 3-10 years of sales experience, including selling to enterprise customers end-to-end. - You're a hunter. You're energized by building pipeline from scratch and you don't wait for leads to come to you. - You're a strong communicator who can earn credibility quickly with senior stakeholders and translate a product demo into a compelling business case. - You're hands-on and resourceful. You do whatever it takes to get a deal across the line. - You take ownership of your number. You know where you stand at all times and you're always working the problem. - You're a fast learner who picks up new products, industries, and buyer personas quickly. - You use AI tools to work smarter and to do better research, better outreach, better prep. Requirements - Bonus: You can tell stories with data. - Bonus: You have sold insights or data analytics products. Benefits - Help build the GTM motion from the ground up. You won’t just be joining a sales team - you’ll help define how we sell, who we sell to, and what great looks like as we scale. - Sell a product customers genuinely want. We’re seeing strong inbound interest from the largest consumer brands in the world, and you’ll work closely with prospects who are excited about using Pogo's products to accelerate consumer insights, sales, marketing, etc. - Work directly with the founders and product team. As one of our first AEs, you’ll have a direct line into company strategy, pricing, positioning, and roadmap decisions. Customer feedback from your conversations will shape both the product and the business. - Operate with fast feedback loops. We move quickly, iterate constantly, and care deeply about learning. You’ll be able to test messaging, refine outreach, and influence product direction in days - not quarters. - Own meaningful customer relationships. From first outbound touch to closed-won and expansion opportunities, you’ll have real ownership over accounts and the ability to become a trusted partner to customers. - Join a highly product-minded team. Everyone at Pogo - from engineering to GTM - obsesses over building useful, delightful products. We care deeply about craft, customer empathy, and creating experiences people love. - Shape the culture early. As an early team member, your approach to sales, collaboration, and customer relationships will help define the culture and playbook for future hires. Why you might not be excited about us - There’s very little structure (yet). As one of our early GTM hires, you will be expected to work with your teammates, Founders, Growth team, and Marketing team to develop playbooks and build the foundations as we scale. - You’ll need to thrive in ambiguity. Enterprise sales at Pogo often means navigating new buyer personas, shaping positioning in real time, and solving problems that don’t have obvious answers. We’re looking for people who find that energizing rather than stressful. - You’ll wear a lot of hats. One day you might be prospecting, the next helping refine positioning, jumping into onboarding calls, or working with product on customer feedback. If you prefer highly specialized roles with narrow ownership, this probably won’t be the right fit. - We expect more than 9 to 5 — raw hours make an impact at our current stage. That said, we trust each team member to create a flexible work schedule that allows them to be most productive while accommodating other priorities outside of work. We also strongly encourage time off to recharge the batteries: in addition to unlimited PTO, we've implemented a minimum 20 days vacation policy.