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 Leader will lead the US Public Sector business, including the Federal, State, Local and US Education teams. This sales leader requires a strong background in sales to the public sector, with a particular focus on the federal government. This role will be required to develop strategies around accelerating public sector growth, using past experience in selling to government, and having a deep understanding of the unique requirements of the customer. This leader will be responsible for mentoring AVPs and RVPs individually while building a strong cohesive, collaborative team. They are a true evangelist for Public Sector and Federal business in collaboration with the broader Docusign team.
This is a people management position reporting to the head of North America Enterprise Sales.
Responsibilities
- Define strategy and implement "Public Sector" go-to-market strategies and programs to drive quantifiable impact on business.
- Partner with the leaders across NA regions, state and federal agencies in driving sales, market coverage, market penetration, pipeline and bookings.
- Drive opportunities through our partnerships by fostering new and existing relationships to build strategy for our sales organizations based on overall company strategy and market intelligence.
- Establish, build and maintain strong relationships with Federal government and public agencies business customers.
- Serve as a trusted executive and advisor to your team, customers, field counterparts, and product management leadership.
- Lead professional development for your leaders and team members by understanding your team's skill levels, working styles, motivations, and professional goals in order to drive inclusion and effectiveness.
- Build a bench of strong talent by identifying succession plans and enabling management capabilities to meet strategic and operational objectives.
- Be a respected leader in the company and industry by establishing a strong collaborative culture with peers and other functions within Docusign.
- Promote and foster a culture of diversity, strong work ethic, team collaboration, positivity and creativity.
- Create content (presentations) to support business narratives; including the ability to align quantitative data analysis with qualitative to develop effective go to market strategies.
- Communicate equally with internal resources such as Industry leadership, Product Marketing, Development, and Sales Management to gain commitment, support collaboration.
- Assist with development of training and development plans for AVP and other leaders in the organizations.
Job Designation
Remote: Employee is not required to be in or near an office frequently and works from a designated remote work location for the majority of the time.
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
- 10+ years of sales team management experience, preferably in IT industry sales and software sales.
- Experience in a senior executive sales role, preferably at the VP level.
- Experience working and building relationships with the government and public sector partners.
- Experience in selling SaaS to federal government agencies.
- Understanding of the unique requirements of the public sector business and selling to government.
- Experience scaling a business for rapid growth in an area with a large whitespace.
- Experience leading sophisticated and performance-oriented Sales Organizations.
- Extensive knowledge of Public Sector trends and climate.
- Knowledge of advanced technologies and business processes.
- Ability to travel 40% or more as needed.
- Resident in District of Columbia Area or Virginia Metropolitan Area.
Preferred
- Security clearance.
- Strong leadership and team management skills with a track record of building and leading high-performing sales GTM teams.
- Strong cross-functional collaboration skills and the ability to align marketing efforts with overall business objectives.
- 15+ years of prior leadership experience leading Public Sector, Federal State business, and managing complex software selling Sales teams.
- 5+ years experience selling software in a quota-carrying role.
- Track record of building, coaching and enabling a rapidly growing team and comfortable managing team Pan-America.
- 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.
- Expert in understanding of customer/industry climate.
- Attention to detail is critical.
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:
Washington DC: $200,000.00 - $290,000.00 base salary.
This role is also eligible for bonus, equity and benefits.
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
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.
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.
Equal Opportunity Employer
It's 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.
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