• Owning the full sales cycle from qualified opportunity through to close • Running strong discovery to understand prospect goals, pain points and commercial fit • Demoing Gocertify clearly and tailoring the pitch to the goals of marketing, ecommerce, CRM, loyalty and partnerships teams • Managing stakeholders across retail, e-commerce, marketing and partnership teams • Negotiating commercial terms and keeping priority deals moving with pace and discipline • Creating your own pipeline through outbound, follow-up and account research • Working with SDR to prioritise target accounts, shape messaging and progress warm opportunities • Identifying which segments, brands and use cases are most likely to convert • Building relationships with retailers, partners and relevant industry contacts, including at events where needed • Driving momentum across accounts through thoughtful follow-up and multi-threading where needed • Maintaining accurate CRM records, including stages, notes, stakeholders, dates and next steps • Using data, internal tools, automation and AI-enabled workflows to prioritise and progress opportunities • Producing a forecast the US Sales Lead and leadership can trust • Managing deal plans so opportunities progress because of clear action, not hope • Staying close to your numbers, activity, conversion rates and pipeline coverage • Sharing what you are learning about prospects, messaging, objections and buying processes to help improve the motion over time • Making sure closed-won customers have a clear handover into Client Success • Capturing the context CS needs, including goals, stakeholders, commercial terms, success measures and risks • Setting clear expectations with customers before handover • Sharing customer feedback that can improve positioning, onboarding and product development • Helping create a smooth transition from sales conversation to long-term customer relationship

• Meet and/or exceed sales target through development and execution of business plan • Identify leads and close new sales opportunities for assay development and clinical trial programs with BioPharma and major research centers • Manage sales funnel to meet commercial targets • Coordinate capabilities presentations and proposals to create and progress new opportunities and partnerships • Manage proposal response process including client requirements, price negotiation, contracting, RFP responses and vendor onboarding • Manage engagements with clients to provide coordinated commercial communication and action plans • Coordinate roadmaps and strategic plans with key clients to meet commercial targets and client needs • Maintain accurate revenue forecasts and work closely with the services team to manage client programs according to plan • Communicate the progress toward sales goals to commercial leadership • Provide market feedback to the commercial leadership regarding competitive offerings and market trends • Requires approximately 20% overnight travel

• Support the execution of PR campaigns through proactive media and influencer relations. • Assist with day-to-day client communications including media opportunities and status updates. • Research, build, and maintain media and influencer lists, monitor industry trends. • Draft pitches, press releases, reporting materials and other client-facing communications. • Coordinate media visits, interviews and influencer experiences. • Conduct media monitoring, track coverage and prepare monthly/quarterly reporting. • Maintain account organization through trackers, calendars and asset management. • Collaborate with team members to contribute creative ideas and support agency initiatives.

Role Description As the Sr. Account Executive (AE), you are a highly motivated self-starter responsible for developing and closing new business or expanding our footprint in current customers in an assigned geographic (GEO) territory. You are eager to learn, determined to adapt quickly, and comfortable with some ambiguity. You are focused on acquiring new customers or selling additional use cases, products, and services into existing accounts. You are 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, Majors. 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 a geographic territory or within the core verticals. - 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, Solutions Engineers, Account Managers, Partner Account Managers, as well as Legal, Security, Professional Services, and Customer Support. What you bring - Basic: BS/BA degree. - 5+ years of prior sales SaaS experience. - Preferred: 7+ years prior experience in a quota-carrying sales role within SaaS Sales. - Proven success with prospecting, developing leads, managing complex sales cycles, and closing deals in small-to-medium or mid-market accounts. - Proficient computer skills, including CRM tools, Microsoft Word, PowerPoint, Excel, and Google Suite. - Strong business acumen that includes prior experience managing multiple concurrent client relationships, anticipating change, adjusting priorities accordingly, and working effectively as a team. - Excellent verbal and written communication skills. - Comfortable with some ambiguity, demonstrating a willingness to learn and ramp quickly. Wage Transparency - California: $50.20/hour - $72.23/hour base salary. - Illinois, Colorado, Massachusetts, and Minnesota: $48.50/hour - $66.65/hour base salary. - Washington, Maryland, New Jersey, and New York (including NYC metro area): $48.50/hour - $69.03/hour base salary. - Washington DC: $50.20/hour - $69.03/hour base salary. - Ohio: $46.10/hour - $63.35/hour 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.