Strategic Business Transformation Director - GTM

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.

What you'll do

The Enterprise Transformation team drives large scale transformation from start to finish and serves as a connector across the organization to ensure realization of intended business outcomes. In this role, you will lead and run transformation initiatives focused on improving GTM policy, processes, systems and data in partnership with Sales, Marketing and Customer Success teams.

This position is an individual contributor role reporting to the Vice President, Enterprise Transformation and Program Office.

Responsibility

• Lead high-impact initiatives to improve policies, processes, systems, and data in collaboration with sales, marketing, tech, and customer success teams
• Align transformation programs with bold goals to boost renewals, growth, and new GTM motions
• Present to top leadership, build consensus, and confidently drive decisions about solutions, policies and procedures that shape the future
• Rally cross-functional teams to deliver strategic transformations that create real impact aligned to organizational strategy
• Guide GTM partners with expertise, transforming attitudes and leading them through the journey
• Lead by example and foster collaboration, growth, and an atmosphere of excellence
• Analyze and improve GTM workflows, including lead generation, pipeline management, goaling, opportunity and deal lifecycle, forecasting, compensation, renewals, expansion, customer success and retention journey
• Collaborate with senior leadership to align GTM transformation initiatives with overarching business goals and strategic objectives
• Leverage data-driven decision-making processes to enhance program execution, ensuring informed strategies, optimized performance, and measurable outcomes for GTM processes and experience
• Align cross-functional GTM teams and feedback loops to deliver a seamless customer journey from acquisition to retention
• Champion the implementation of new tools and technologies to enhance operational efficiency and decision-making
• Leverage PMO tools and methodologies to implement and handle scope, timelines, risks, and resources.
• Facilitate timely and accurate executive communication to broad audiences
• Liaise between executives and operational teams to drive alignment and clarity
• Lead across regions and cultures, ensuring global alignment to achieve outcomes
• Implement mechanisms for continuous feedback and improvement
• Build frameworks for tracking and reporting business performance, driving data-informed decisions
• Lead the evolution of systems and processes to support company growth and prepare for the next stage of maturity
• Drive initiatives with an outside-in approach, prioritizing exceptional user experiences

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)

What you bring

Basic

• 15+ years of experience in Go To Market functions, such as Sales, Sales Ops, Customer Success, CS Ops, Digital, Partner Ops, etc.
• Bachelor's Degree
• Experience working within GTM functions in a SaaS environment
• 10+ years of strong project management experience, with a history of driving cross functional programs at enterprise level
• Experience with CRM systems (e.g., Salesforce) and GTM tools (e.g., HubSpot, Marketo)
• Background Commerce (CPQ) processes and systems (e.g. Apttus/Conga, Zuora, Salesforce CPQ) experience

Preferred

• MBA, Master of Science in Information Management, Masters in Data Science
• Strong understanding of GTM strategies, including sales enablement, customer acquisition, and retention
• Experience partnering with multiple collaborators, building relationships across the organization
• Ability to work in a fast-paced, dynamic environment and adapt to evolving priorities
• Energetic, methodical problem solver with the ability to complete complex programs
• Certification in project management (e.g., PMP, Agile) is an asset
• Proven ability to design and deliver complex, cross-functional transformation programs
• Demonstrated ability to think strategically and translate high level strategy goals into tactical plans for execution teams

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

Washington, New Jersey and New York (including NYC metro area): $186,200.00 - $276,125.00 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).

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. At Docusign, everything is equal.

Accommodation

Docusign is committed to providing reasonable accommodations for qualified individuals with disabilities in our job application procedures.

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. Docusign is an Equal Opportunity Employer and makes hiring decisions based on experience, skill, aptitude and a can-do approach.

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