Manage a team of Public Sector Account Executives responsible for growing the revenue of Docusign’s IAM – Intelligent Agreement Management product suite, including CLM – Contract Lifecycle Management & AI, across North America within the Public Sector (US State & Local and Federal Government, including Federal Civilian, Defense and Aerospace)
Partner closely with the Public Sector Enterprise field sales team to drive coordinated account strategies, co‑selling motions, and aligned coverage across target agencies, programs, and initiatives
Drive a consistent, repeatable sales approach across the Public Sector Enterprise segment, including vertical market management (State & Local, Federal Civilian, Defense and Aerospace), forecasting, pipeline management, prospecting within account bases, complex negotiations, and other necessary Enterprise selling skills
Leverage, develop and expand relationships with Federal and Government System Integrators, Resellers and Defense Contractors to create influence, expand reach, and drive both direct and ecosystem‑sourced revenue
Develop strong partnerships with Talent Acquisition and Human Resources to create and maintain a bench of qualified Public Sector–savvy talent, and hire culturally aligned team members with experience in government procurement, security, and compliance
Communicate and prioritize product, security, compliance and business needs from the Public Sector field to appropriate corporate departments, advocating for enhancements that support State & Local and Federal customer requirements
Identify and support opportunities for training, enablement and career diversification and growth across the team, with a focus on Public Sector sales competencies, capture strategies and ecosystem collaboration
Operate well in a fast‑paced, dynamic environment and be able to think creatively and independently while navigating complex Public Sector buying cycles, RFPs/RFIs, contracts, and regulatory considerations
Requirements
12+ years of sales team management experience, specifically within software sales
5+ years prior experience selling software in a quota‑carrying role
5+ years experience with Contract Lifecycle Management, Legal Tech, AI‑focused, and/or adjacent software solutions, in either a leadership, direct sales, presales or customer success capacity
Experience selling into US State & Local and/or Federal Government (including Civilian, Defense and/or Aerospace) or leading teams that sell into these segments
Ability to travel 25% or more as needed
Benefits
Paid Time Off: earned time off, as well as paid company holidays based on region
Paid Parental Leave: take up to six months off with your child after birth, adoption or foster care placement
Full Health Benefits Plans: options for 100% employer paid and minimum employee contribution health plans from day one of employment
Retirement Plans: select retirement and pension programs with potential for employer contributions
Learning and Development: options for coaching, online courses and education reimbursements
Compassionate Care Leave: paid time off following the loss of a loved one and other life-changing events