Senior Manager, Commercial Sales

Company Overview

With intelligent agreement management, Docusign unleashes business‑critical data that is trapped inside of documents. 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 Sales Manager is accountable for coaching individual contributors, exceeding quarterly and annual quota, proactive deal management, forecast accuracy, and helping their team drive adoption/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 and Life Sciences, Financial Services and Insurance.

This position is a people manager role reporting to the Regional Vice President of Sales.

Manage sales teams daily, including pipeline/deal review, coaching and customer facing within sales cycles

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; Provide value in complex negotiations and the closing of new business, including appropriate use of Senior Sales and Corporate Executives to maximize results

Ensure the team effectively leverages sales tools and systems consistently and in alignment with Rules of Engagement

Provide the sales team an effective sales executive to leverage in the sales cycle

Develop and execute upgrade/renewal process and strategies and ensure compliance to internal data management and reporting including use of internal CRM tools

Identify and support opportunities for the training and professional development of department personnel

Operate well in a fast paced, dynamic environment without requiring significant supervision

Hybrid: Employee divides their time between in‑office and remote work. Access to an office location is required. (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. Docusign reserves the right to change a position's job designation depending on business needs and as permitted by local law.

5+ years of people management experience within software sales (Enterprise, SMB or Midmarket), leading teams that close net‑new business

• 8+ years experience selling software and/or services
• 8+ years of prior leadership experience managing sales teams within software, ideally SaaS‑based offerings (both on‑premise and Cloud)
• 10+ years experience selling software in a quota‑carrying role
• Quota‑attainment record of meeting and/or exceeding targets by managing process for identifying, qualifying, and closing new business as well as and not limited to growing an existing install base
• Experience developing and maintaining business, sales, and vertical market plans as well as negotiating and closing complex deal
• Capacity to work on cross‑functional projects and teams as needed as well as leverage internal resources to problem‑solve
• English - advanced level and above