Lead Solution Consultant
Docusign, Washington, District of Columbia, United States
Company Overview
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).
What you'll do Docusign is growing fast, and we are looking for people to join our high‑performance team who are excited to make a difference and help where needed. The Lead Solution Consultant works alongside the Public Sector/Federal Enterprise sales team to discover and understand complex customer business problems and requirements in order to translate and create a solution using Docusign’s platform. This role seeks to illustrate the value and benefits of the Docusign offering via an engaging story. This position is an individual‑contributor role reporting to the Senior Director, Solution Consulting.
Responsibility
Drive success of the company’s goals and objectives through achieving individual sales quotas
Build and lead a sales pipeline through prospecting efforts into a geographic territory or within the core verticals
Develop and deliver customized sales presentations and product demonstrations, by phone and via online demo
Develop and negotiate enterprise level proposals and contracts
Forecast sales activity and revenue achievements accurately through proper use of sales tools
Collaborate effectively and engage various pre‑/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
Job Designation Remote: Employee is not required to be in or near an office frequently and works from a designated remote work location for the majority of the time. Positions at Docusign are assigned a job designation of either In Office, Hybrid or Remote and are specific to the role/job. Preferred job designations are not guaranteed when changing positions within Docusign. Docusign reserves the right to change a position’s job designation depending on business needs and as permitted by local law.
What you bring Basic
8+ years of experience in Pre‑Sales/Solution Consulting or Sales Engineering, specifically supporting Federal or Public Sector accounts
Experience with Federal security standards, including FedRAMP, DoD Impact Levels (IL4/IL5), FIPS 140-2, and Section 508 accessibility requirements
Proven ability to architect solutions within a cloud environment, including business process mapping and how the Docusign platform integrates with agency systems via APIs and webhooks
Ability to undergo a background investigation and obtain/maintain a U.S. government security clearance
Preferred
Elite storytelling skills with the ability to navigate complex “mission‑first” requirements and deliver value‑driven presentations to agency CIOs and program managers
Experience with the Docusign platform, including advanced knowledge of eSignature, Contract Lifecycle Management (CLM), and document generation within regulated environments
Expert understanding of Federal procurement processes and the Presidential Management Agenda regarding digital transformation and “paperless” initiatives
Possession of an active Secret or Top Secret clearance
Proven track record of designing custom automated workflows that solve complex agency bottlenecks and improve service delivery to citizens
Demonstrated ability to drive success within the long, multi‑stage procurement and implementation cycles typical of Federal agencies
Wage Transparency Pay for this position is based on a number of factors including geographic location and may vary depending on job‑related knowledge, skills, and experience.
Pay Ranges
California: $129,200.00 – $192,750.00 base salary
Illinois, Colorado, Massachusetts and Minnesota: $127,700.00 – $185,225.00 base salary
Washington, Maryland, New Jersey and New York (incl. NYC metro area): $127,700.00 – $187,400.00 base salary
Washington DC: $129,200.00 – $187,400.00 base salary
Ohio: $122,500.00 – $177,625.00 base salary
Additional Compensation
Bonus: Sales personnel are eligible for variable incentive pay dependent on their achievement of pre‑established sales goals. Non‑Sales roles are eligible for a company bonus plan, which is calculated as a percentage of eligible wages and dependent on company performance.
Stock: This role is eligible to receive Restricted Stock Units (RSUs).
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
Work Authorization Notice Please note that we do not provide visa sponsorship or immigration support for this position. Applicants must already be authorized to work in the United States on a full‑time, permanent basis without the need for current or future sponsorship.
Life at Docusign Docusign is committed to building trust and making the world more agreeable 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.
Working here 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 than we found it. And for that, you’ll be loved by us, our customers, and the world in which we live.
Accommodation Docusign is committed to providing reasonable accommodations for qualified individuals with disabilities in our job application procedures. If you need such an accommodation, or a religious accommodation, during the application process, please contact us at accommodations@docusign.com.
If you experience any issues, concerns, or technical difficulties during the application process please get in touch with our Talent organization at taops@docusign.com for assistance.
Applicant and Candidate Privacy Notice States Not Eligible for Employment This position is not eligible for employment in the following states: Alaska, Hawaii, Maine, Mississippi, North Dakota, South Dakota, Vermont, West Virginia and Wyoming.
Equal Opportunity Employer 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 is an Equal Opportunity Employer and makes hiring decisions based on experience, skill, aptitude and a can‑do approach. We will not discriminate based on race, ethnicity, color, age, sex, religion, national origin, ancestry, pregnancy, sexual orientation, gender identity, gender expression, genetic information, physical or mental disability, registered domestic partner status, caregiver status, marital status, veteran or military status, or any other legally protected category.
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What you'll do Docusign is growing fast, and we are looking for people to join our high‑performance team who are excited to make a difference and help where needed. The Lead Solution Consultant works alongside the Public Sector/Federal Enterprise sales team to discover and understand complex customer business problems and requirements in order to translate and create a solution using Docusign’s platform. This role seeks to illustrate the value and benefits of the Docusign offering via an engaging story. This position is an individual‑contributor role reporting to the Senior Director, Solution Consulting.
Responsibility
Drive success of the company’s goals and objectives through achieving individual sales quotas
Build and lead a sales pipeline through prospecting efforts into a geographic territory or within the core verticals
Develop and deliver customized sales presentations and product demonstrations, by phone and via online demo
Develop and negotiate enterprise level proposals and contracts
Forecast sales activity and revenue achievements accurately through proper use of sales tools
Collaborate effectively and engage various pre‑/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
Job Designation Remote: Employee is not required to be in or near an office frequently and works from a designated remote work location for the majority of the time. Positions at Docusign are assigned a job designation of either In Office, Hybrid or Remote and are specific to the role/job. Preferred job designations are not guaranteed when changing positions within Docusign. Docusign reserves the right to change a position’s job designation depending on business needs and as permitted by local law.
What you bring Basic
8+ years of experience in Pre‑Sales/Solution Consulting or Sales Engineering, specifically supporting Federal or Public Sector accounts
Experience with Federal security standards, including FedRAMP, DoD Impact Levels (IL4/IL5), FIPS 140-2, and Section 508 accessibility requirements
Proven ability to architect solutions within a cloud environment, including business process mapping and how the Docusign platform integrates with agency systems via APIs and webhooks
Ability to undergo a background investigation and obtain/maintain a U.S. government security clearance
Preferred
Elite storytelling skills with the ability to navigate complex “mission‑first” requirements and deliver value‑driven presentations to agency CIOs and program managers
Experience with the Docusign platform, including advanced knowledge of eSignature, Contract Lifecycle Management (CLM), and document generation within regulated environments
Expert understanding of Federal procurement processes and the Presidential Management Agenda regarding digital transformation and “paperless” initiatives
Possession of an active Secret or Top Secret clearance
Proven track record of designing custom automated workflows that solve complex agency bottlenecks and improve service delivery to citizens
Demonstrated ability to drive success within the long, multi‑stage procurement and implementation cycles typical of Federal agencies
Wage Transparency Pay for this position is based on a number of factors including geographic location and may vary depending on job‑related knowledge, skills, and experience.
Pay Ranges
California: $129,200.00 – $192,750.00 base salary
Illinois, Colorado, Massachusetts and Minnesota: $127,700.00 – $185,225.00 base salary
Washington, Maryland, New Jersey and New York (incl. NYC metro area): $127,700.00 – $187,400.00 base salary
Washington DC: $129,200.00 – $187,400.00 base salary
Ohio: $122,500.00 – $177,625.00 base salary
Additional Compensation
Bonus: Sales personnel are eligible for variable incentive pay dependent on their achievement of pre‑established sales goals. Non‑Sales roles are eligible for a company bonus plan, which is calculated as a percentage of eligible wages and dependent on company performance.
Stock: This role is eligible to receive Restricted Stock Units (RSUs).
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
Work Authorization Notice Please note that we do not provide visa sponsorship or immigration support for this position. Applicants must already be authorized to work in the United States on a full‑time, permanent basis without the need for current or future sponsorship.
Life at Docusign Docusign is committed to building trust and making the world more agreeable 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.
Working here 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 than we found it. And for that, you’ll be loved by us, our customers, and the world in which we live.
Accommodation Docusign is committed to providing reasonable accommodations for qualified individuals with disabilities in our job application procedures. If you need such an accommodation, or a religious accommodation, during the application process, please contact us at accommodations@docusign.com.
If you experience any issues, concerns, or technical difficulties during the application process please get in touch with our Talent organization at taops@docusign.com for assistance.
Applicant and Candidate Privacy Notice States Not Eligible for Employment This position is not eligible for employment in the following states: Alaska, Hawaii, Maine, Mississippi, North Dakota, South Dakota, Vermont, West Virginia and Wyoming.
Equal Opportunity Employer 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 is an Equal Opportunity Employer and makes hiring decisions based on experience, skill, aptitude and a can‑do approach. We will not discriminate based on race, ethnicity, color, age, sex, religion, national origin, ancestry, pregnancy, sexual orientation, gender identity, gender expression, genetic information, physical or mental disability, registered domestic partner status, caregiver status, marital status, veteran or military status, or any other legally protected category.
EEO Know Your Rights poster
#J-18808-Ljbffr