Manager, Small to Medium Business Sales

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 peoples 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 Docusigns 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 youll do The Sales Manager SMB is responsible for managing a team of AEs developing and closing new business (logos) and expanding the current Docusign footprint (use cases) in customer accounts within Docusigns business. The Sales Manager is accountable for coaching individual contributors exceeding quarterly and annual quota proactive deal management forecasting accuracy and helping their team drive adoption and usage with customers and prospects in collaboration with internal teams and the broader Docusign partner ecosystem. This position is a people manager role reporting to the AVP Commercial Business Unit. Responsibility Manage sales teams including pipeline and deal review coaching and customer facing within sales cycles Grow Docusign revenue within the Enterprise segment by selling into prospect and install base accounts Assess sales activities and forecasts determine sales progress and required improvements Coach team to develop their sales skills including vertical market management forecasting prospecting within account base negotiations and other necessary skills; while maintaining individual accountability to goals Provide value in complex negotiations and the closing of new business including appropriate use of Senior Sales and Corporate Executives to maximize results Ensure the team effectively leverages sales tools and systems consistently and in alignment with Rules of Engagement Communicate and prioritize product and business needs from the field to appropriate corporate departments Provide the sales team an effective sales executive to leverage in the sales cycle Develop and execute upgrade and renewal processes and strategies and ensure compliance to internal data management and reporting including use of internal CRM tools Maintain and protect Docusign core values by hiring culturally aligned team members and leading by example Identify and support opportunities for the training and professional development of department personnel Operate well in a fast paced dynamic environment without requiring significant supervision Job Designation Hybrid: Employee divides their time between in‑office and remote work. Access to an office location is required. (Frequency : Minimum 2 days per week; may vary by team but will be weekly in‑office expectation) 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 positions job designation depending on business needs and as permitted by local law. What you bring Basic 2 years of people management experience within software sales (Enterprise SMB or Mid Market) leading teams that close net‑new business 2 years experience selling software and / or services BA / BS in a business or a technical related field of study from an accredited college or university Preferred 8 years of prior leadership experience managing sales teams within software ideally SaaS‑based offerings (both on‑premise and Cloud) 10 years experience selling software in a quota‑carrying role Quota‑attainment record of meeting and / or exceeding targets by managing process for identifying qualifying and closing new business as well as and not limited to growing an existing install base Prior experience developing and maintaining business sales and vertical market plans as well as negotiating and closing complex deal Track record of building coaching and enabling a rapidly growing team Prior experience selling an eSignature or Agreement or Document solution Experience selling into a variety of industries and territories as well as experience cultivating larger strategic relationships key Capacity to work on cross‑functional projects and teams as needed as well as leverage internal resources to problem‑solve Strong verbal and written communication skills includes excellent reporting and forecasting skills Attention to detail is critical Willingness to travel 25% or more as needed IT industry and multinational environment background English advanced level and above 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 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 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 whats 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 youll 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 . If you experience any issues concerns or technical difficulties during the application process please get in touch with our Talent organization at 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. EEO Statement Its 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 Required Experience : Manager Key Skills Drawing,Business Analysis,Business Administration,Account Opening,Art Employment Type : Full-Time Department / Functional Area : Field Sales Experience : years Vacancy : 1 #J-18808-Ljbffr