Job Description

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 Commercial Account Executive for Germany and Austria, you will manage a regional territory spanning mid-market to emerging enterprise accounts across various industries. Operating out of either of our Dublin or Munich hubs, you will own a hybrid book of business, balancing high-potential new logo acquisition with revenue expansion across established customers. Operating in the rapidly evolving Intelligent Agreement Management category, you will act as a trusted advisor, educating customers on digital agreement best practices and leading value-led transformations. By taking full ownership of strategic account reviews and whitespace discovery across your territory, you will be responsible for safeguarding existing portfolio value while actively driving net-new ARR (GNARR) through new departmental use cases and product lines.

This position is an individual contributor role reporting to the Senior Manager, Commercial Sales.

Responsibility

• Take strategic ownership of your assigned territory across Germany and Austria to consistently hit annual quota targets with quarterly pacing
• Drive net-new annual recurring revenue (GNARR) and portfolio growth by acquiring high-value new logos as well as expanding existing accounts
• Execute structured account planning and whitespace analysis to identify new departmental use cases, product lines, and subsidiary expansion opportunities
• Manage a dual sales motion, balancing high-velocity run-rate deals with complex, multi-threaded enterprise cycles involving mutual close plans
• Act as a trusted advisor to C-level decision-makers and multi-department buying committees, building tailored business cases that quantify ROI
• Lead end-to-end sales cycles from discovery and live solution demos to technical, security, and commercial negotiations
• Orchestrate internal cross-functional partners including Solution Consultants, Legal, Security, Sales Development, and Partner Account Managers
• Collaborate with Customer Success and Renewal Managers during joint account reviews and renewals to uncover new expansion potential early
• Maintain rigorous Salesforce CRM discipline to deliver accurate weekly forecasts and pipeline visibility

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 position's job designation depending on business needs and as permitted by local law.

What you bring

Basic

• Native-level fluency in German and professional fluency in English (written and spoken)
• 3+ years of sales development and full-cycle closing experience managing an assigned SaaS territory
• Experience consistently meeting or exceeding individual quota targets in a B2B SaaS environment
• Experience navigating both high-velocity transactional deals and complex sales cycles involving multi-stakeholder buying committees and mutual success plans
• Experience self-sourcing pipeline, mapping target accounts, and building executive relationships across diverse business functions

Preferred

• Exceptional commercial acumen, negotiation skills, and pipeline forecasting discipline
• Experience closing deals across mid-market and emerging enterprise segments in the DACH region
• Proven competence with structured enterprise sales methodologies such as MEDDPICC, or Command of the Message
• Experience navigating matrixed corporate entities, parent-subsidiary structures, and procurement/legal processes
• High proficiency with Salesforce.com and modern digital sales ecosystems
• Analytical mindset with the ability to build compelling business cases and ROI models for business stakeholders
• Growth mindset, self-motivated, and eager to contribute to a collaborative, high-performing team culture

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