Regional Vice President, Public Sector - Global Specialist Organization

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).

The Regional Vice President will lead a team of specialist Public Sector Platform Specialist Account Executives (AEs) to drive growth of our Intelligent Agreement Management platform suite, including our Contract Lifecycle Management (CLM) & AI solutions, across the Enterprise Public Sector segment. This territory includes US State & Local as well as Federal Government, encompassing Federal Civilian agencies, Defense and Aerospace. The team will focus on a subset of highpropensity target accounts and will partner closely with the broader Public Sector Enterprise field sales organization, with the ability to assist in additional strategic pursuits as needed.

The ideal leader combines deep Public Sector gotomarket experience with a strong track record of leading highperforming software sales teams. Experience selling into State & Local and/or Federal Government (Civilian, Defense, Aerospace), and managing sellers who understand government procurement, security, and compliance requirements, is highly desired. Knowledge of and relationships with Federal and Government System Integrators, Resellers and Defense Contractors are also highly valuable in this role.

This sales leader must be able to empower, measure and motivate effectively, leading by example. They are required to participate in deal strategy sessions with AEs, support account health monitoring, and maintain Docusign's IAM and CLM value within accounts. This leader should mentor each AE individually while also building a strong, cohesive, collaborative team with a highperformance, customercentric culture. They are a true evangelist for the needs of the business in the IAM & CLM space within the Public Sector and an advocate for Public Sector requirements across Docusign.

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

Responsibility

• Manage a team of Public Sector Account Executives responsible for growing the revenue of Docusign's IAM - Intelligent Agreement Management product suite, including CLM - Contract Lifecycle Management & AI, across North America within the Public Sector (US State & Local and Federal Government, including Federal Civilian, Defense and Aerospace)

• Partner closely with the Public Sector Enterprise field sales team to drive coordinated account strategies, coselling motions, and aligned coverage across target agencies, programs, and initiatives

• Drive a consistent, repeatable sales approach across the Public Sector Enterprise segment, including vertical market management (State & Local, Federal Civilian, Defense and Aerospace), forecasting, pipeline management, prospecting within account bases, complex negotiations, and other necessary Enterprise selling skills

• Leverage, develop and expand relationships with Federal and Government System Integrators, Resellers and Defense Contractors to create influence, expand reach, and drive both direct and ecosystemsourced revenue

• Develop strong partnerships with Talent Acquisition and Human Resources to create and maintain a bench of qualified Public Sector-savvy talent, and hire culturally aligned team members with experience in government procurement, security, and compliance

• Communicate and prioritize product, security, compliance and business needs from the Public Sector field to appropriate corporate departments, advocating for enhancements that support State & Local and Federal customer requirements

• Identify and support opportunities for training, enablement and career diversification and growth across the team, with a focus on Public Sector sales competencies, capture strategies and ecosystem collaboration

• Operate well in a fastpaced, dynamic environment and be able to think creatively and independently while navigating complex Public Sector buying cycles, RFPs/RFIs, contracts, and regulatory considerations

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.

Basic

• 12+ years of sales team management experience, specifically within software sales

• 5+ years prior experience selling software in a quotacarrying role

• 5+ years experience with Contract Lifecycle Management, Legal Tech, AIfocused, and/or adjacent software solutions, in either a leadership, direct sales, presales or customer success capacity

• Experience selling into US State & Local and/or Federal Government (including Civilian, Defense and/or Aerospace) or leading teams that sell into these segments

• Ability to travel 25% or more as needed

Preferred

• 15+ years of prior leadership experience managing Enterprise, complex software sales teams

• 10+ years experience selling software in a quotacarrying role

• 8+ years experience with Contract Lifecycle Management, Legal Tech, AIfocused, and/or adjacent software solutions, in either a leadership, direct sales, presales or customer success capacity

• Demonstrated success building, coaching and enabling rapidly growing Public Sector or Enterprise sales teams

• Experience selling into a variety of industries and territories, including Public Sector, and cultivating larger, strategic, multiyear relationships

• Strong portfolio of CLevel and senior stakeholder contacts across large Enterprise and/or Public Sector accounts (e.g., CIO, CPO, GC, program leaders)

• Knowledge of and experience working with Federal and Government System Integrators, Resellers and Defense Contractors, including driving joint account planning and gotomarket motions

• Capacity to work on crossfunctional projects and teams as needed and to leverage internal resources (e.g., legal, security, product, marketing, partners) to problemsolve and advance complex deals

• Strong verbal and written communication skills, including excellent reporting, forecasting, and executivelevel presentation skills

• Familiarity with Google Suite, Salesforce, Slack and Zoom

• Strong attention to detail

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:

California: $186,500.00 - $280,400.00base salary

Illinois, Colorado, Massachusetts and Minnesota: $180,300.00 - $261,375.00 base salary

Washington, Maryland, New Jersey and New York (including NYC metro area): $180,300.00 - $270,350.00 base salary

Washington DC: $186,500.00 - $270,350.00 base salary

Ohio: $169,000.00 - $245,050.00 base salary

This role is also eligible for the following:

• Bonus: Sales personnel are eligible for variable incentive pay dependent on their achievement of pre-established sales goals. Non-Sales roles are eligible for a company bonus plan, which is calculated as a percentage of eligible wages and dependent on company performance.
• Stock: This role is eligible to receive Restricted Stock Units (RSUs).

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

Work Authorization Notice: Please note that we do not provide visa sponsorship or immigration support for this position. Applicants must already be authorized to work in the United States on a full-time, permanent basis without the need for current or future sponsorship.

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

This position is not eligible for employment in the following states: Alaska, Hawaii, Maine, Mississippi, North Dakota, South Dakota, Vermont, West Virginia and Wyoming.

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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