Manager, Commercial Sales Mid Market

7 months ago

Sydney, Australia DocuSign Full time

**Company Overview**:
DocuSign helps organizations connect and automate how they agree. Our flagship product, eSignature, is the world’s #1 way to sign electronically on practically any device, from virtually anywhere, at any time. Today, more than a million customers and a billion users in over 180 countries use DocuSign to accelerate the process of doing business and simplify people’s lives.

**What you'll do**:
The Sales Manager is responsible for managing a team of install base AEs expanding the current DocuSign footprint (use cases) in customer accounts within DocuSign’s business. They are accountable for coaching individual contributors, exceeding quarterly & annual quota, proactive deal management, forecast accuracy, and helping their team drive adoption/usage with customers and prospects in collaboration with internal teams and the broader DocuSign partner ecosystem.

This position is a people manager and reports to the RVP, Mid-Market Commercial Sales.

**Responsibility**
- Manage sales teams daily including pipeline and deal review, coaching and customer facing within sales cycles
- Grow DocuSign revenue by selling into 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, as well as other necessary skill 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 or renewal process as well as 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 position's job designation depending on business needs and as permitted by local law.

**What you bring**:
**Basic**
- 5+ years of people management experience managing sales teams within software, SaaS-based offerings
- 8+ years experience selling software and/or services
- BA/BS in a business or a technical related field of study

**Preferred**
- 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 also helpful
- 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

**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**

**Our

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