Account Development Associate Manager

Job Description

Account Development Associate Manager
Sales & Business Development | Dublin

Closing Date: 30th September 2021

Our agreement with employees
DocuSign is committed to building trust and making the world more agree-able for our employees, customers and the communities in which we live and work. You can count on us to listen, be honest, and try our best to do what’s right, every day. At DocuSign, everything is equal. We each have a responsibility to ensure every team member has an equal opportunity to succeed, to be heard, to exchange ideas openly, to build lasting relationships, and to do the work of their life. Best of all, you will be able to feel deep pride in the work you do, because your contribution helps us make the world better. And for that, you’ll be loved by us, our customers, and the world in which we live.

The team
Our Sales & Business Development teams collaborate with customers and partners across the globe to help them leverage the DocuSign Agreement Cloud to transform the entire system of agreement process—from preparing to signing, acting on, and managing contracts and other types of agreements. Our team’s partner with some of the largest, most innovative companies in the world in dozens of industries to bring the power of DocuSign to more customers. Whether you are selling to a small business or a large enterprise, you will apply your extensive knowledge of our solutions, and leverage our strategic partnerships to help our customers grow their top and bottom line.

This position
As the key leader in a new department and function for DocuSign, the Account Development Associate Manager plays a critical role in the success of this strategic function for DocuSign.

The AD leader recruits, trains, and develops entry-level sales representatives to have the capacity to effectively navigate systems and tools, to understand the reporting structures and decision making processes of large organizations, and to have cold, initial conversations with executives from key organizations to introduce them to the Agreement Cloud and earn their buy-in towards further conversations.

The AD leader will provide meaningful feedback and coaching to each new member of the ADR team and help establish accountability to meeting professional goals and business commitments. Personally adept at making cold calls themselves, the ADR leader will coach ADs to make these calls, to sharing DocuSign’s value proposition, and to engage a buying persona in conversation about their Agreement processes. This leader must be capable of explaining and teaching this to an employee with no prior sales experience.

The AD function is the tip of the spear, leading our sales development organization into key strategic accounts where we plan to build long, lasting relationships, so the leader of this organization must run a highly professional and effective team who represents DocuSign well while achieving monthly targets.

The AD leader also partners heavily with key stakeholders to track pipeline velocity KPIs to understand how we can build upon and accelerate the success of the AD team’s efforts in contact-sourcing, email opt-in generation, and org chart building. It is critical that the AD team’s success in achievement of their objectives aligns with an acceleration of success of the MDR team in achieving their objectives.

Strong communication skills is a must. Regular productive and proactive communication, coordination, and collaboration with business partners in Sales, Sales Operations, Sales Enablement, Human Resources, Business Development, Marketing, and Demand Generation is required.

Candidate must possess strong work ethic and character, leading by example, and ensuring actions are in line with DocuSign’s core values and policy.

This position reports to the Sales Development Director.

Responsibilities

• Recruit and hire high-aptitude, entry-level sales reps
• Provide accelerated enablement on Majors and Enterprise org structures, decision making processes, and phone-tree navigation
• Prepare and develop the team for cold calls to gain email opt-ins from executives at key organizations. Sandler methodology training will be key.
• Training on tools like Salesforce, Outreach, Eloqua
• Introduce new hires to DocuSign product
• Shadow and train new reps making outbound calls to prospects, including use of Salesforce CRM for data integrity and sales alignment
• Own and consistently develop existing onboarding and training techniques
• Partner with Sales Enablement and SDR leadership to provide team enablement program for the SDR position.
• Develop and own the career path of the organization
• Partner with MDR leadership on pipeline velocity KPIs to uncover means to accelerate the SQO output generated from the AD team’s efforts

Basic Qualifications

• BA/BS in a business or technical related field from an accredited college or university
• SaaS sales experience needed
• You have excellent communication and interpersonal skills: You love engaging with new people and companies and thrive on making successful connections using your initiative, introducing companies to a product you are passionate about
• You have a past history of consistently achieving and over-achieving your quotas. You hold yourself and those around you to a high standard
• A problem-solver at heart, you leave your ego at the door and work collaboratively to resolve situations that are broadly defined, complex, diverse, and occasionally unprecedented
• Excellent communication and presentation skills are a must; both verbal and written
• Demonstrated ability to identify new, creative ways to drive motivation and production
• Experience over attainment in an outbound Sales Development position

Preferred Qualifications

• Prior experience building a contact-acquisition department
• Experience with the full sales cycle, from prospecting to close
• Management experience

About us
DocuSign helps organizations connect and automate how they prepare, sign, act on, and manage agreements. As part of the DocuSign Agreement Cloud, DocuSign offers eSignature: the world's #1 way to sign electronically on practically any device, from almost anywhere, at any time. Today, over a million customers and hundreds of millions of users in over 180 countries use DocuSign to accelerate the process of doing business and simplify people's lives. And we help save the world’s forests and embrace environmental sustainability.

It’s important to us that we build a talented team that is as diverse as our customers and where all employees feel a deep sense of belonging and thrive. We encourage great talent who bring a range of perspectives to apply for our open positions. DocuSign makes hiring decisions based on experience, skill, aptitude and a can-do approach. We will not discriminate with regards to any legally protected characteristics.

Accommodations
DocuSign provides reasonable accommodations for qualified individuals with disabilities in job application procedures, including if you have any difficulty using our online system. If you need such an accommodation, you may contact us at [email protected].

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