Growth Strategy & Operations Manager

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. Using DocuSign’s Intelligent Agreement Management platform, companies create, commit, and manage agreements with solutions from the #1 company in e-signature and contract lifecycle management (CLM).

About the role

The Growth Strategy & Operations Manager will serve as the strategic lead for portfolio orchestration across DocuSign's AI-first GTM experimentation engine. Reporting to the Director, Sales Development Strategy & Operations, this role connects current state to future goals by aligning the Prospecting Science experiment portfolio, pipeline impact, and resourcing. You will translate experiment-level results into enterprise-level narratives, ensure resources focus on the highest-impact motions, and act as the primary link between Prospecting Science and broader GTM strategy forums. This high-visibility role partners daily with senior leaders across Sales, Marketing, DTS, and Finance.

This is an individual contributor role reporting to the Director, Strategy & Operations - Sales Development.

Responsibilities

• Own and maintain a living portfolio prioritization framework (expected pipe value × probability of success × speed-to-scale + resource cost) that ranks all active and proposed experiments against the FY27 pipeline ambition.
• Define and enforce stage-gate criteria for experiment progression (Discover → Plan → Run → Scale), including quantitative thresholds for kill, pivot, iterate, and scale decisions.
• Draft SteerCo narratives, ELT investment memos, and QBR decks that connect experiment-level performance to enterprise outcomes (CW, productivity, AI reinvestment thesis).
• Build scenario models and program resource allocation recommendations (e.g., "what if we shift 30% of outbound to agentic agents") with quantified pipe/CW impact and confidence intervals.
• Serve as the GTM integration point for Prospecting Science, ensuring experiments inform and are informed by AOP planning, Growth pods, ICP/routing decisions, compensation design, and coverage models.
• Partner with the operating model lead to evolve ceremonies, Jira workflows, and intake processes as the program scales from 20 to 50+ experiments.
• Produce quarterly portfolio rebalance recommendations identifying which experiments to accelerate, sunset, or replace with new bets.
• Collaborate with DTS and GDA leads to ensure measurement infrastructure and attribution methodology are correctly translated into strategic decisions.
• Represent Prospecting Science in cross-functional GTM forums (AOP, Growth pods, Commercial/Enterprise programs) so the core team can focus on execution.

Requirements

• 8+ years of experience in management consulting (MBB or equivalent), corporate strategy, sales/revenue strategy, or GTM operations at a high-growth technology company.
• 3+ years of experience in portfolio management, program strategy, or experiment-driven growth roles.
• Experience building and maintaining prioritization frameworks that drive resource allocation decisions at the executive level.
• Experience creating executive-facing content (board decks, ELT memos, QBR narratives) that synthesizes complex operational data into clear strategic recommendations.
• Experience with financial modeling, including scenario analysis, sensitivity modeling, and ROI/expected-value calculations.
• Bachelor’s degree.

Preferred Qualifications

• MBA or advanced degree in a quantitative or strategic discipline.
• Experience in B2B SaaS sales strategy, pipeline generation, or demand generation environments.
• Familiarity with agile operating models (Jira, sprint cadences, backlog management) applied to non-engineering contexts.
• Experience with AI/ML-driven GTM motions, agentic workflows, or marketing/sales automation platforms.
• Track record of influencing senior stakeholders (VP+) without direct authority.
• Experience scaling experiment or innovation programs from pilot to global deployment.
• Comfort operating in ambiguity and building structure where none exists.

Schedule

Hybrid: Employee divides time between in-office and remote work. Access to an office location is required (minimum 2 days per week; 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 ranges apply:

• California: $146,400.00 - $235,375.00 base salary
• Washington, Maryland, New Jersey, and New York (including NYC metro area): $140,100.00 - $206,775.00 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 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.