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 the Vice President of GTM Operations, you’ll be the architect and optimize and implement a cohesive and scalable operations strategy powering our field teams across Sales, Sales Development, Customer Success, Services and Partnerships. Your remit will span Territory, Quota, Capacity, Data Operations, Policy, Governance and Partner Operations. Your role requires close collaboration with Enterprise Apps, FPamp;A, Compensation, and GTM Business Partners. As a leader over these teams you will be responsible for driving the delivery of best in class territories through our models, systems, and day to day operations.

This position is a people manager role reporting to the GVP, GTM Strategy and Operations.

Responsibility

• Conceive, set, and oversee the execution of new and novel strategies for the overall GTM Operations function, consistently seeking innovative ways to optimize our GTM ecosystem
• Own execution of end-to-end commercial planning processes including quota setting and drive the digital transformation, reducing execution time and increasing field readiness
• Establish and maintain robust GTM governance by effectively communicating, coordinating, and collaborating with field, finance, and executive stakeholders
• Own and drive our global territory strategy, leveraging your expertise to deliver best-in-class territories through advanced models, systems, and day-to-day operations with your Territory Operations and Territory Systems teams
• Oversee direct engagement operations with our partners, including partner deal operations and audits, ensuring operational fluidity and compliance
• Build, mentor, and develop high-performing teams, providing guidance and content from your experience and internal resources to empower managers and foster growth
• Champion a collaborative and inclusive relationship with Customer Success, Marketing, Sales Leadership, and our Gamp;A partners, fostering a unified approach to GTM success

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

• 15+ years of progressive experience in Commercial Operations, GTM strategy, or Sales/Customer Success
• Strategy Planning within a global enterprise or technology company.
• 10+ years in SaaS and/or Services experience
• 5+ years of diversified leadership, planning, communication, organization and people motivation skills
• 5+ experience with CRM platforms, territory and quota planning tools, and sales performance management systems.
• Bachelor’s degree or equivalent
• Ability to think strategically and translate vision into actionable, tactical execution
• Experience managing complex sales and GTM challenges within fast-growing, dynamic environments

Preferred

• Strong business acumen and ability to influence executive stakeholders with data-driven recommendations
• Possess considerable breadth and depth of knowledge in Sales, Partner, and Customer Success Operations functions, alongside a strong understanding of SaaS and subscription business models, enterprise software, finance, and compensation
• Proven ability to work seamlessly across diverse teams, including other strategy and operations teams, data science, product marketing, regional marketing, and enablement, to drive unified outcomes
• Ability to communicate complex ideas in clear, coherent terms to diverse audiences at all levels of the organization
• Track record of envisioning, building, and operating processes and policies that directly contribute to revenue goals
• Experience leading complex, global teams; collaborative leadership style with a passion for mentoring and developing teams
• Exhibits excellent organization, prioritization, and project management skills to ensure timely and effective execution
• Possesses a strong bias for action and an intrinsic ability to thrive amidst ambiguity, turning challenges into opportunities
• Strong knowledge of systems, data management and architecture is strongly preferred, and experience with automation and/or AI is a significant advantage

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: $271,900.00 – $404,950.00 base salary

Washington, New Jersey and New York (including NYC metro area): $254,400.00 – $363,700.00 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).

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 [email protected].

If you experience any issues, concerns, or technical difficulties during the application process please get in touch with our Talent organization at [email protected] for assistance.

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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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