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.

• Build and manage a book of business from the ground up. • Maintain an active opportunity pipeline through prospecting and heavy cold calling. • Use various channels to connect with customers including but not limited to, phone, email, social media, fieldwork, referrals, industry networking, and/or trade shows. • Book and run meetings with key customer decision makers. • Provide logistics solutions to both new and current customers to grow the business. • Develop long term customer relationships through continuous customer engagement. • Succeed at heavy price and service negotiation. • Translate business opportunities into incremental revenue through strong selling. • Manage multiple projects simultaneously with a sense of urgency. • Collaborate internally on strategy, pricing, account implementation, and account growth plans. • Align with management on pipeline development, business planning and forecasting. • Additional responsibilities as required.

• Partner with client sales leaders and stakeholders to identify performance gaps across the sales lifecycle (prospecting, discovery, qualification, closing, expansion). • Apply subject matter expertise across core sales domains, including: Sales methodologies (e.g., consultative selling, Challenger, MEDDICC, value-based selling), Pipeline management and forecasting, Account strategy, territory planning, and growth motions, Sales coaching and front-line manager enablement. • Translate sales strategies and performance insights into actionable learning experiences and enablement tools. • Collaborate closely with instructional designers to ensure learning solutions reflect real sales environments and behaviors. • Contribute to the creation of sales enablement and learning assets, including: Sales playbooks and field guides, Messaging frameworks and value propositions, Talk tracks, objection handling guides, and qualification tools, Role-play scenarios and simulations. • Facilitate or support sales training sessions, onboarding programs, and workshops as needed. • Help define and align learning and enablement metrics tied to sales effectiveness (e.g., conversion rates, deal velocity, pipeline quality). • Incorporate feedback and performance data to refine recommendations and continuously improve solutions.

• Manage the entire sales process, from lead generation to contract negotiation and closing. • Identify and engage prospective healthcare customers, understand their needs, and articulate how Mandolin’s solutions create value. • Develop and refine our sales strategies, messaging, and processes to accelerate pipeline growth and conversion. • Act as a trusted advisor to customers, ensuring successful onboarding and long-term success. • Work closely with product, marketing, and customer success to align sales efforts with product development and market needs. • Experiment with different sales approaches, pricing models, and market segments to refine Mandolin’s go-to-market strategy.