Lead Solution Consultant

The Federal Lead Solution Consultant partners with the Federal presales Solution Consulting and field sales teams to discover and understand government agency challenges, complex processes, and architectural landscapes in order to build integrated solutions leveraging Docusign’s platform and suite of products. Through engaging stories and custom-built demonstrations, the SC illustrates the value and benefits of modernizing an agency’s System of Agreement via the Docusign Intelligent Agreement Management offering, with a strong emphasis on meeting stringent federal security and compliance standards.

This position is an individual contributor role reporting to the Director, Solution Consulting.

Responsibility

• Collaborate with the Federal Solutions Consulting and Field Sales teams to cultivate and secure net-new business within an assigned territory of US Federal agencies and targeted accounts
• Uncover, comprehend, and document complex business challenges, processes, and federal enterprise architecture
• Engage in meaningful business and technical conversations, sharing industry insights with key stakeholders from multiple divisions within federal organizations (Civilian, DoD, and/or Intelligence communities)
• Establish technical credibility and build confidence in recommended solutions leveraging your product expertise, custom product demonstrations, technical Q&A, business process diagrams, and product roadmap discussions
• Articulate selected recommendations, the business value they provide, and how they align with federal mandates to diverse audiences
• Work collaboratively with sales partners and other internal teams to navigate the federal procurement cycle and provide a world-class buying experience
• Understand the Contract Lifecycle Management space as it applies to public sector acquisition and operations
• Demo and sell based on value-selling methodologies defined by the company

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

• 8+ years prior experience within a presales role selling SaaS solutions, with significant experience selling directly to US Federal Government customers
• BS/BA degree or equivalent in relevant work experience
• Experience navigating federal technical business documentation and procurement vehicles (e.g., federal RFPs, RFIs, SOWs)
• Must be a US Citizen (due to federal data access and compliance requirements)

Preferred

• 10+ years prior presales experience within a Federal-focused SaaS offering, ideally cloud-based
• Deep understanding of federal security and compliance frameworks (e.g., FedRAMP, FISMA, NIST, DoD Impact Levels)
• Active US Government security clearance or the ability to obtain one
• Proven experience working with military or civilian government personnel at multiple levels of an organization
• Familiarity with Enterprise-class software systems commonly used in the public sector (ERP, CRM, and ECM systems)
• Proven experience with software system configuration and integration
• Familiarity with HTML, XML, and structured data
• Familiarity with electronic signature concepts and federal mandates regarding digital modernization

California: $135,100.00 - $201,450.00 base salary

Illinois, Colorado, Massachusetts and Minnesota: $131,800.00 - $191,200.00 base salary

Washington, Maryland, New Jersey and New York (including NYC metro area): $131,800.00 - $195,925.00 base salary

Washington DC: $135,100.00 - $195,925.00 base salary

Ohio: $128,200.00 - $185,875.00 base salary

This role is also eligible for the following:

• 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).

Global benefits provide options for the following:

• 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

Working here

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.

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.

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).