SMB Account Executive – (New Logo) | Germany & Austria

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 Role

As a New Logo Account Executive (SMB) for Germany and Austria, you will take full ownership of your assigned regional territory.

This is a high-velocity hunting role focused on identifying, engaging, and winning new SMB clients across a diverse range of industries.

Backed by a strong, global brand and supported by inbound and outbound sales development and other cross-functional colleagues, you will own the full sales cycle from additional outbound prospecting and discovery through to solution presentation, commercial negotiation, and closing.

Key Responsibilities

• Own the entire closing cycle end-to-end and be the CEO of your territory
• Maintain robust pipeline development to hit your target, self-sourcing roughly 50% of your pipeline coverage through outbound initiatives whilst also partnering with Sales Development colleagues.
• Lead end-to-end sales processes, from structured discovery and qualification to conducting web/phone demos, negotiating commercial terms, and closing agreements.
• Partner with Solution Consultants, Legal, and Customer Success colleagues to build tailored business cases and ensure smooth customer handoffs.
• Maintain high-standard CRM hygiene in Salesforce, delivering accurate weekly and monthly forecasts against an annual quota with monthly pacing.
• Actively participate in team culture by sharing winning strategies, market insights, and continuous process improvements.

Why Join Docusign in this Role?

• Sell a globally recognised, category-defining Intelligent Agreement Management platform in DACH, one of Docusign’s fastest-growing regions globally.
• Benefit from a strong product-market fit with an extensive Ideal Customer Profile across virtually every industry.
• Sell across multiple business units (HR, Legal, Procurement, Sales, IT etc) to diverse personas ranging from technical buyers to C-level business leaders so no two calls are the same.
• Work within an SMB segment defined by account spend potential rather than standard market caps like employee headcount or revenue, giving you access to larger, high-potential accounts and deals.
• Compelling compensation structure with uncapped commission, strong accelerators, and a proven track record of high team attainment above quota.
• Structured career progression paths across both Dublin and Munich hubs, with previous SMB AEs successfully progressing into Commercial and Enterprise AE roles, Sales Leadership, and Customer Success Management.
• Access hands-on sales leadership coaching, structured onboarding, and individual professional development budgets to support your continuous growth.

Requirements

• Basic Qualifications
• Native-level fluency in German and professional fluency in English (written and spoken).
• Minimum of 18 months of successful sales development or direct sales experience within a Saa S or comparable technology environment.
• Demonstrated ability to build, nurture, and maintain a high-volume sales pipeline with clear examples of self-sourcing success.
• Proven track record of consistently meeting or exceeding revenue targets and key activity metrics.
• Exceptional time management, organisational skills, and the ability to thrive in a structured, monthly-paced sales cadence.
• Hybrid role based in our Dublin or Munich office with a minimum 2 days per week in-office expectation, and willingness to travel to client sites or regional events on an ad-hoc basis (~10%).
• Preferred Qualifications
• Experience managing and closing full-cycle sales opportunities in a Saa S or B2B technology environment.
• Familiarity with structured sales methodologies such as MEDDPICC, SPICED, or Command of the Message.
• High proficiency with Salesforce. com (or equivalent CRM) and modern digital sales tools.
• Natural curiosity and an analytical approach to understanding complex client workflows and quantifying business value.
• Receptive to continuous feedback, agile in adapting to platform innovations, and proactive about driving personal professional development.
• Working at Docusign

Docusign operates on a Hybrid work policy (minimum 2 days per week in-office, with specific cadence confirmed by the hiring manager).

Positions at Docusign are assigned a job designation of either In Office, Hybrid, or Remote and are specific to the role.

Docusign reserves the right to change a position's job designation depending on business needs and as permitted by local law.

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