Sr Director, GTM Strategy & Operations

Company Overview

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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.

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.

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 a 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 considering 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)

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.

California : $195,500.00 - $315,775.00 base salary. This role is also eligible for bonus, equity and benefits.

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.

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.

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