Sr Director, GTM Strategy & Operations

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

As a strong problem solver, you will work on topics that range from high level sales strategies that are transformational to our business to the nuts and bolts of sales operations that make our global business operations efficient. You will do this through a combination of analytical insight, strong discernment, ability to partner and influence both sales leaders as well as leaders in the cross functional roles that support sales such as Marketing, Finance & HR.

Why consider this role? You enjoy being a driver of change in a business and seeing fast results. You work hard yet efficiently, and you find time to have fun with colleagues. You have aspirations to go places and you are motivated to help grow the company to 5B in annual revenue.

This position is a people manager role reporting to the VP, Global Sales Strategy, Ops and Enablement.

Responsibilities

• Develop a GTM Sales Strategy & Operations vision for North America Commercial Business Unit (CBU) and drive a comprehensive sales strategy.
• Design a North America CBU strategy based on internal and external research, market analysis, and customer segmentation.
• Evangelize GTM strategy by engaging cross-functional teams in a matrixed organization including Sales, Marketing, Partner Success, Customer Success, Operations and Product.
• Partner with North America CBU sales leadership to help drive the business.
• Identify key opportunities for business improvement through combination of analytics, qualitative insights, and good business sense.
• Conceptualize and run with projects that help improve our GTM.
• Lead a global team of dedicated Sales Strategy & Ops professionals (approx 5), building team and culture across the globe.
• Drive standardization, scale and business rigor.
• Align closely with these teams to understand GTM needs and develop plays, offerings, packages, accelerators, and programs that support Customer outcomes, experiences, and realization of product value.
• Own the capacity planning process based on the annual planning cycle Evaluate and analyze effectiveness of GTM programs.
• Measure KPIs and establish a strong financial and operational foundation and cadence for measuring the business.
• Use data to drive decisions and insights that inform and direct the business.
• Build out a monthly and quarterly close packet that drives business insights to make appropriate changes in the business.
• Drive alignment across regions and shared functions to drive and implement GTM in a globally consistent way, while taking into account regionally specific needs.
• Gain alignment within a large cross-functional organization to deploy new strategies and motions that positively impact Docusign’s business.

Job Designation

Hybrid: Employee divides their time between in-office and remote work. Access to an office location is required. (Frequency: Minimum 2 days per week; may vary by team but will be weekly in-office expectation)

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

• BS/BA degree in Business Management, Operations, Accounting, or Finance.
• 15+ years of experience working at a SaaS company.
• 15+ years of experience in Customer Success and/or Management Consulting.
• 10+ years leading operational teams within a Professional Service Organization.

Preferred

• Experience driving projects from start to finish.
• MBA.
• Expert level in Excel and PowerPoint.
• Strong analytics, business acumen, and intellectual curiosity.
• Customer service oriented and ability to partner with individuals at all levels.
• Effective, clear, and concise communication skills, verbal and written.
• Comfortable and flexible working in a fast-paced environment.
• Results-driven and self-motivated with the ability to multitask.
• Familiarity with BI tools or interest in learning how to leverage BI tools.
• Proficiency in Salesforce.

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.

Based on applicable legislation, the below details pay ranges in the following locations:

California: $195,500.00 - $315,775.00 base salary.

This role is also eligible for bonus, equity and benefits.

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.

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.

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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