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 The Sales Manager, Small to Medium Business manages and motivates a team of Account Executives (AEs) to achieve individual sales quotas where targets will be prospects within the vertical or geography. This sales leader will measure, monitor and hold AEs accountable for their activities and results as well as lead by example. They are also required to assist in making account calls with AEs, assist in account health monitoring, and effectively maintain Docusign's value within accounts as well as deliver and coach sales demos via Zoom Meeting tool. This leader will mentor each AE individually while also building a strong cohesive, collaborative team. They will also be responsible for monitoring forecasting efforts and delivering on quota. This role will also transition between multiple teams as needed, providing additional people management support across the North America SMB sales leadership team. This position is a people manager role reporting to the Area Vice President, SMB. Responsibility Manage a sales team daily with a goal to grow overall revenue of the Docusign Agreement Cloud offering through attainment of monthly quotas Assess sales pipeline, activity and forecasts to determine sales progress and areas for refinement/improvement Coach AEs through the development of key sales skills, including vertical market management, forecasting and sales planning, prospecting/pipelining within account base, complex deal negotiations, cross-functional support both internally and externally, as well as CRM/reporting accuracy which includes performance management, creating a bench of qualified talent, and growing the team headcount as needed Develop proven and new strategies with AEs to further penetrate accounts and reinforce process and steps designed to deliver value at enterprise scale to Docusign customers Maintain positive and proactive line of communication between the lines of business as well as senior leadership including developing and delivering accurate forecast and attainment details during weekly and quarterly business reviews Identify and support opportunities for training as well as career diversification and growth across the team 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 position's job designation depending on business needs and as permitted by local law. What you bring Basic 2 years prior experience selling software in a quota-carrying role BA/BS from an accredited college or university Preferred 2+ years of prior leadership experience managing sales teams within software, ideally SaaS-based offerings (both on-premise and Cloud) 7+ years experience selling software in a quota-carrying role Proven track 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 market plans as well as negotiating and closing complex deal Track record of building, coaching and enabling a rapidly growing team 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 Experience working on cross-functional projects and teams as needed as well as leveraging internal resources to problem-solve Strong verbal and written communication skills including excellent reporting and forecasting skills Strong attention to detail Willingness to travel 40% or more as needed 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 #LI-Hybrid #LI-GS1