ID 2024-25406

Location

JP-Tokyo-Tokyo

Category

Field Sales

Position Type

Regular

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 Sr. Sales Manager is responsible for managing a team of AEs developing and closing new business (logos) and expanding the current DocuSign footprint (use cases) in customer accounts within DocuSign’s business. The Sales Manager is accountable for coaching individual contributors, exceeding quarterly & annual quota, proactive deal management, forecast accuracy, and helping their team drive adoption and usage with customers and prospects in collaboration with internal teams and the broader DocuSign partner ecosystem. This role will manage a team of individual contributors who support our Enterprise Verticals market including Healthcare & Life Sciences, Financial Services & Insurance. This strategic leader collaborates with the AEs in opening doors and closing on new business as well as expanding business with existing accounts.

This position is a people manager role reporting to the AVP of Sales, Japan.

Responsibility

• Manage sales teams, including pipeline and deal review, coaching, and customer facing support within sales cycles
• Empower, measure, monitor and hold the team accountable for monthly quota attainment as well as lead by example
• Grow Docusign revenue within the Enterprise segment by selling into prospect and 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, and other necessary skills 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 improve results
• Ensure the team effectively uses 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 complete upgrade/renewal process and strategies and ensure compliance to internal data management & 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 & professional development of department personnel
• Operate well in a fast paced, dynamic environment without requiring significant supervision
  
• Help AEs come up with territory strategies and account plans
• Partner on account calls
• Assist in account health monitoring
• Maintain strong account relationships effectively while also reducing churn and coming up with growth strategy
• Mentor, Coach and be a true evangelist for the needs of the business

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.

Basic

• BS/BA degree or relevant tertiary qualification
• 5+ years of sales team management experience, specifically within software sales
• 12+ years of direct enterprise level sales experience in a quota-carrying software sales role
• Proficient computer application skills, including Salesforce.com, Microsoft Word, PowerPoint and Excel
• Above business level English proficiency and equivalent to native level Japanese
• 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
• Experience selling into a variety of industries and territories as well as experience cultivating larger, strategic relationships key
• Quota-attainment record of meeting and exceeding targets by managing process for identifying, qualifying, and closing new business as well as and not limited to growing an existing install base

Preferred

• 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
• Willingness to travel 40% or more as needed

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 [email protected].

If you experience any issues, concerns, or technical difficulties during the application process please get in touch with our Talent organization at [email protected] for assistance.

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