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 an SMB Account Executive at Docusign, you will drive revenue growth and market expansion across small and medium-sized businesses. This role requires a dynamic, adaptable sales professional who can seamlessly balance high-velocity transactional sales with strategic, multi-threaded platform deals.As Docusign expands into Intelligent Agreement Management (IAM) and AI-driven agreement solutions, you will translate complex capabilities into measurable business value for C-suite buyers.

This role is an individual contributor reporting to the Regional Vice President, SMB Sales.

Responsibility:

Drive revenue: Meet and exceed quarterly quotas and target continuous double-digit growth through new customer acquisition and account expansion
Build pipeline: Proactively build a healthy pipeline using outbound prospecting strategies, modern sales tools, and multi-channel outreach (phone, email, LinkedIn, WhatsApp)
Sell value: Conduct deep discovery to understand customer pain points across HR, Legal Procurement, and Operations. Simplify complex IAM and AI features into clear ROI and business outcomes
Execute with discipline: Use structured sales methodologies (e.g., MEDDPICC) to manage deal velocity, navigate longer sales cycles, and maintain accurate forecasting
Master the stack and CRM: Maintain real-time CRM integrity in Salesforce, manage daily workflow efficiency, and keep high deal volumes moving predictably
Partner cross-functionally: Collaborate with Solutions Engineers, Customer Success, and Legal to ensure seamless deal execution and customer onboarding

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

1+ years in a full-cycle, quota-carrying sales role within SaaS or technology
Fluent in Italian
Demonstrated history of consistent quota achievement (100%+ attainment)
Proficiency with Salesforce (or HubSpot) and prospecting tools (e.g., Sales Navigator, Outreach)

Preferred

Experience balancing high-velocity transactional selling with broader platform deals
Formal training in recognized sales methodologies (e.g., MEDDPICC, SPIN Selling)
Exceptional communication skills with the ability to quickly establish trust with external business leaders
Adaptable, resilient, and eager to leverage new AI and agreement management tools
Knowledge of legal and regulatory frameworks surrounding digital agreements
Bachelor’s degree in a relevant field or equivalent practical experience

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.

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Account Executive, SMB - Italian Market

Job Description