SMB Account Executive – (Install Base Expansion) | Germany & Austria

About Docusign

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 an Install Base Account Executive (SMB) for Germany and Austria, you will manage a portfolio of existing Docusign clients with a clear mandate to drive new revenue expansion. This is an active hunting role within an established account base, requiring a strong balance of proactive deal generation and account relationship building. This position is focused on footprint expansion rather than pure account management or renewals.

While Customer Success colleagues focus on platform adoption and account health, you will partner closely with Renewal Managers on structuring contract renewals. However, your primary focus is driving strategic account expansion and designing commercial strategies to grow customer spend. You will achieve this by introducing new product lines, identifying unmapped departmental use cases, expanding into subsidiary entities, and scaling platform usage.

Key Responsibilities

• Conduct rigorous whitespace mapping across assigned accounts to identify unmapped business units, new departmental use cases, subsidiary entities, and cross-sell opportunities for new product lines.
• Drive net-new annual recurring revenue (GNARR) and portfolio value growth by building and executing strategic expansion plans for high-potential accounts.
• Combine an active hunting mindset with consultative account management skills, using current platform consumption and business priorities to uncover growth opportunities.
• Leverage existing internal champions and key stakeholders to gain warm introductions across corporate group structures and build wider networks.
• Partner with Customer Success and Renewals colleagues during account reviews and joint QBRs to spot commercial expansion triggers early in the customer lifecycle.
• Lead full-cycle expansion deals, from structured discovery and multi-threaded buyer engagement to solution presentation, commercial negotiation, and closing.
• Maintain high-standard CRM hygiene in Salesforce, delivering accurate weekly and monthly forecasts against an annual quota with monthly pacing.
• Actively contribute to team culture by sharing successful expansion strategies, whitespace mapping techniques, and market insights.

Why Join Docusign in this Role?

• Scale footprint growth within an established customer base in DACH, one of Docusign’s fastest-growing regions globally.
• Significant scope for revenue generation by positioning Docusign’s Intelligent Agreement Management platform portfolio.
• Sell across multiple business units (HR, Legal, Procurement, Sales, IT etc) to diverse personas ranging from technical teams to C-level business leaders.
• 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 Account 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 SaaS 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 SaaS 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.
• Experience navigating matrixed corporate structures, subsidiary relationships, and multi-department decision-making processes.
• Experience collaborating with cross-functional teams such as Customer Success, Renewals, and Solution Engineers to drive joint growth strategies.
• 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.