Docusign

Accountant

• Review contracts with customers and analyze revenue recognition arrangements to ensure compliance with ASC 606, related U.S. GAAP pronouncements, and company policy
• Identify revenue-impacting terms or discrepancies and assess their impact on revenue
• Perform monthly and quarterly close activities including preparing journal entries, account reconciliations, and fluctuation analyses
• Provide internal and external audit support documentation
• Identify process improvement opportunities and assist in driving their design and implementation
• Partner with Revenue Operations, Billing, and FPamp;A teams to drive best practices in revenue accounting and support system and process efficiencies

Revenue Accountant

Account Manager

• Champion a data-driven culture that enables transparency, prioritization, and early risk identification
• Lead, coach, and develop a high-performing Enterprise Customer Success team, fostering accountability, clarity, and collaboration
• Establish operational frameworks and success metrics to drive governance and consistency across accounts
• Build scalable engagement models that ensure predictability and alignment between customer outcomes and company goals
• Own Enterprise retention, GRR, and NRR targets for Brazil, ensuring performance through disciplined execution and proactive risk management
• Partner with Sales, RevOps, Partners and Product teams to identify growth opportunities and improve customer lifecycle efficiency
• Support strategic negotiations and customer escalations, balancing customer trust with business results
• Ensure forecast accuracy, CRM hygiene, and portfolio visibility across the team. Leverage Gainsight, Gong, and Salesforce for customer insights, performance tracking, and decision-making
• Define and monitor key health indicators to predict outcomes and guide strategic actions
• Drive continuous improvement through process optimization, feedback loops, and cross-functional collaboration
• Act as the operational connector between Enterprise teams in Brazil and regional/global leadership
• Translate global strategies into local execution plans, ensuring scalability and consistency
• Represent Customer Success in strategic planning forums, advocating for customer needs and regional insights
• Meet customers in person weekly (70%) and virtually (30%) following an organized customer engagement agenda

Strategic Customer Success Account Manager

Support Engineer

• Serve as a recognized Subject Matter Expert (SME) across multiple Docusign product areas and developer integrations, guiding customers and ISVs on enterprise-grade design patterns
• Own the resolution of the most complex, cross-functional technical cases and lead communication strategies during critical high-visibility escalations
• Identify recurring friction points for developers and drive significant improvements to processes, tooling, or documentation that scale beyond the immediate team
• Act as a key liaison between Developer Support and Engineering/Product teams, representing the customer voice in roadmap reviews and early access programs
• Lead internal training sessions, peer shadowing, and knowledge-sharing initiatives to elevate the technical proficiency of the global support team
• Champion the adoption of AI tools within the support workflow, designing prompts or automation scenarios to improve speed and accuracy for developer inquiries
• Architect and publish advanced technical tutorials, code samples, and white papers that define best practices for the external developer community
• Lead medium-to-high complexity projects that improve the organization's efficiency, such as new feature readiness or integration tool upgrades

Lead Developer Support Engineer

Solutions Engineer

• Serve as a trusted technical advisor to sales and account teams, helping public sector customers understand and adopt Docusign’s platform with confidence.
• Partner closely with customers to translate their mission, regulatory, and security requirements into practical solutions that showcase the value of our products.
• Support sales opportunities by delivering security demonstrations, leading technical discussions, and guiding customers through solution design.
• Address customer risk and compliance concerns by providing clear, contextual responses to security questionnaires, RFPs, and workshops.
• Collaborate with security, product, and infrastructure teams to align technical capabilities with customer requirements and ensure seamless transitions into deployment and ongoing success.
• Support Assessment and Authorization (A&A) activities, ensuring timely preparation and submission of necessary security artifacts and evidence to third-party assessors.

Security Solutions Engineer

Account Executive

• Orchestrate and align cross-functional teams—including solution engineering, customer success, and marketing—to deliver value-driven outcomes and achieve measurable account goals
• Develop and expand multi-threaded relationships across customer organizations, engaging confidently with stakeholders at all levels, including the C-suite
• Identify, qualify, and close new business opportunities within enterprise accounts, with a focus on long-term customer success and retention
• Articulate the unique value of DocuSign’s Agreement Cloud and IAM solutions in ways that resonate with each customer’s strategic goals and business drivers
• Manage complex sales cycles, from discovery through negotiation and closure, leveraging structured deal methodologies and data-driven forecasting
• Partner with internal stakeholders across the business to deliver seamless customer experiences and ensure the ongoing health of key enterprise relationships

Enterprise Account Executive – Platform SaaS Sales

Business Analyst

• Administer skilling and queue assignments in the WFM platform
• Maintain and run daily/weekly scheduling tasks
• Identify abnormalities in volume, system performance, or individual activity and raise those to stakeholders until resolution
• Gain consensus with key customer stakeholders
• Measure the results of executed strategies to determine their efficacy
• Identify resource requirements and dependencies, and address gaps
• Collaborate and communicate with our operations partners to ensure alignment on plans
• Execute real-time management processes
• Develop and execute forecasting and demand planning models

Senior Workforce Management Analyst

• Drive success of the company’s Platform product goals and objectives through achieving individual sales quota
• Cultivate relationships with ecosystem partners such as SAP, Salesforce and various Global and Regional System Integrators to drive pipeline generation
• Qualify sales opportunities based on Docusign’s sales methodology and metrics, to include customer fit and success criteria
• Identify, cultivate and close on net-new Platform business as well as helping identify upsell and cross sell opportunities within assigned accounts across multiple lines of business (e.g., IT, Procurement and Senior Management)
• Leverage internal resources (e.g., Senior Executives, Presales, Professional Services, Legal) in Sales Campaigns
• Work effective with your peers at Docusign’s key partners to deliver joint value propositions
• Forecast sales activity and revenue achievements accurately through proper use of sales tools
• Collaborate effectively and engage various pre- and post-sales resources including sales development representatives, market development representatives, solutions engineers, account managers, partner account managers, as well as legal, security, professional services and customer support
• Travel as necessary, typically 25

Account Executive, Major CLM

Vice President

• Manage a sales team to grow Docusign’s baseline revenue within existing and new accounts
• Assess pipeline generation, revenue-generating activities, pipeline health and quarterly sales forecasts to determine sales progress and areas for refinement or improvement
• Coach AEs through the development of key sales skills, including vertical market management, forecasting and sales planning, prospecting and pipeline generation within account base, complex deal negotiations, cross-functional support both internally and externally, as well as CRM and reporting accuracy
• Manage team performance, create a bench of qualified talent and grow the team headcount as needed
• Develop proven and new strategies with AEs to further penetrate accounts and reinforce process and steps designed to deliver value at enterprise scale to Docusign customers
• Maintain positive and proactive line of communication between the lines of business as well as senior leadership, including developing and delivering accurate forecast and attainment details during weekly forecast calls and quarterly business reviews
• Identify and support opportunities for training as well as career diversification and growth across the team
• Operate well in a fast-paced, dynamic environment without requiring significant supervision
• Travel 20% or more as needed

Regional Vice President, Public Sector – Small and Medium Government

Consultant

• Partner with Sales team to identify customer needs and challenges
• Build integrated solutions using DocuSign’s platform
• Conduct engaging product demonstrations
• Collaborate with enterprise teams to secure new business

Distinguished Solution Consultant

Regional Vice President

• Identify, progress and close Enterprise sales opportunities with new and existing accounts
• Expand and grow existing accounts - upsell and cross-sell in these accounts
• Build and execute Enterprise plans for each account - Land and Expand
• Develop key relationships in your clients at both CxO level and Head of function / head of line of business
• Manage project and program roll out in your clients
• Develop and deliver sales presentations and products demonstrations to customers
• Seek new Enterprise business opportunities by presenting, recommending and upselling new Docusign products