Regional Vice President, Enterprise

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). A Regional Vice President Director (RVP) at Docusign directly manages a team of enterprise sellers (6-8). You play a critical role that combines strategic vision with hands-on leadership to drive overall growth of all solutions associated with Docusign’s Intelligent Agreement Management (IAM) platform suite, including Contract Lifecycle Management (CLM) & AI solutions. This particular role will manage a team of seven (7) sellers as part of the Southeast Region of the Enterprise Geos Sales Team, reporting to the AVP of North America Enterprise Geos Sales. The Enterprise Geos Segment includes all industry sectors except Financial Services, Insurance, Healthcare and Public Sector.

This position is a people manager role reporting to Area Vice President, Enterprise Sales.

Responsibility

• Create a comprehensive sales plan for the region that aligns with the company's overall business objectives and revenue targets, including identifying target customers, driving sales goals, and establishing performance metrics

• Work with sellers to define and optimize their territories and accounts, which involves strategic planning for key accounts, identifying new business opportunities and executive alignment strategies, and developing a repeatable sales process for enterprise deals

• Own the regional sales forecast and be responsible for monitoring the health of the pipeline, ensuring forecast accuracy by holding sellers accountable, and adjusting strategies to create sustainable growth

• Use data and analytics to monitor key performance indicators (KPIs) such as seller performance, win rates, average deal size, and sales cycle length and identify areas for improvement and adjust strategies accordingly

• Build a high-performing team with a growth-mindset by identifying, hiring and nurturing top-tier enterprise sales talent and ensuring a structured onboarding process that sets new hires up for success

• Provide ongoing coaching and mentorship to help each seller develop their skills, including conducting regular one-on-one meetings, participating in deal reviews, and role-playing complex sales scenarios

• Create a team environment that is focused on accountability, collaboration, and continuous improvement and celebrate successes and provide constructive feedback to address performance gaps

• Lead by example and motivate the team to exceed their targets, which can involve creating incentives, running internal competitions, and providing a clear vision for success

• Participate in the most strategic and complex enterprise deals, including joining customer meetings, assisting with negotiations, and helping to close large deals

• Cultivate and maintain strong relationships with key clients and stakeholders in the region as a trusted advisor

• Ensure the team is focused on a consultative, value-led sales approach, understanding customer challenges and aligning Docusign’s solutions to provide a clear return on investment (ROI)

• Coach the team on how to navigate complex enterprise buying processes, identify key decision-makers, and build consensus across multiple stakeholders within an organization

• Collaborate with the marketing department to develop effective lead generation campaigns and go-to-market strategies

• Ensure alignment between sales and marketing efforts to drive top-of-funnel growth

• Work closely with product management to provide customer feedback and ensure the product roadmap aligns with market needs

• Partner with the customer success team to ensure a seamless handoff after a deal is closed

• Report on regional performance to senior leadership, providing accurate sales reports, forecasts, and insights on market trends and competitive activity

Basic

• 12+ years of sales team management experience, specifically within software sales managing Enterprise, complex software selling, SaaS or Platform sales teams

• 5+ years prior experience selling software in a quota-carrying role

Preferred

• Track record of building, coaching and enabling a rapidly growing team

• Experience selling into a variety of industries and territories as well as experience cultivating larger, strategic relationships

• Strong portfolio of C-level contacts across a variety of large enterprise accounts

• Capacity to work on cross-functional projects and teams as needed as well as leverage internal resources to problem-solve

• A player-coach mentality with the ability to coach individually, not a one-size fits all approach

• Possess strong emotional intelligence

• Exceptional communication skills, both verbal and written – includes excellent reporting and forecasting skills

• Active listener and strong collaborator

• SaaS business acumen and an understanding of key metrics like Annual Recurring Revenue (ARR), Annual Contract Value (ACV) and Total Contract Value (TCV)

• Familiarity with Google suite, Salesforce, Slack and Zoom

• Attention to detail and highly organized

• Resilient and adaptable

• Willingness to travel 50% or more as needed to support the business