Business Development Director
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 trapped inside documents, connecting it to business systems of record to save time, money, and opportunity.
About the role
As a Business Development Director, you will define, plan, and incubate growth initiatives with Docusign partners in close collaboration with cross-functional teams. The core objective is to build a scalable partnerships growth engine around a new product powered by a partner. This is a zero-to-one building role requiring high business acumen, creativity, analytical rigor, persuasive communication, and effectiveness in cross-functional collaboration. The position is an individual contributor role reporting to the Vice President, ISV Partnerships.
Responsibilities
- Develop partnership strategy and commercial model for a specific new product, powered by partner technology and components
- Collaborate with corporate and partner marketing to align on messaging and activations
- Negotiate and close partnership agreements
- Align cross-functional teams on business goals (1-year, 3-year)
- Develop an activation plan with key marketing and sales enablement stakeholders
- Incubate the go-to-market (GTM) motion and secure proof points
- Create and publish win-wire case studies
- Leverage wins to identify, share patterns of success, and best practices
- Build a playbook for scale
Requirements
- 12+ years of related experience with a Bachelor’s degree or 8+ years with a Master’s degree
- 5+ years of experience in partnerships (ISV, SI, channel) or direct sales in SaaS
- Experience with executive-level engagement and negotiation
Preferred Qualifications
- Excellent complex business problem-solving and data-driven storytelling skills
- Strong networking and relationship-building skills
- Excellent analytical, problem-solving, and quantitative approach
- Proactive, creative, and innovative thinker
- Excellent verbal and written communication skills
- Self-motivated, organized, detail-oriented, and resourceful
- Demonstrated ability to build relationships, influence, and lead cross-functional teams without direct authority
- Ability to develop and communicate a strategy as well as short, medium, and long-range plans
- Willingness and ability to travel as necessary, typically about 10%
Schedule
Hybrid: Employee divides time between in-office and remote work. Access to an office location is required, with a minimum of 2 days per week in-office (frequency may vary by team but will include a weekly in-office expectation).
Pay
Pay for this position is based on geographic location and may vary depending on job-related knowledge, skills, and experience. The following pay range applies in California: $164,700.00 - $266,000.00 base salary.
This role is also eligible for the following bonuses:
- Sales personnel: Variable incentive pay dependent on achievement of pre-established sales goals
- Non-sales roles: Company bonus plan calculated as a percentage of eligible wages and dependent on company performance
Stock: This role is eligible to receive Restricted Stock Units (RSUs).
Benefits
- Paid Time Off: Earned time off and paid company holidays based on region
- Paid Parental Leave: 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
- Retirement Plans: Select retirement and pension programs with potential 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