GTM Business Process Manager

About the role

This role is a hybrid position requiring a minimum of 2 days per week in-office presence. The primary responsibilities include:

• Develop and design Process Architecture, focusing on end-to-end business design and structural integrity.
• Establish standards and frameworks for process design and maintenance.
• Collaborate across departments and provide leadership with project status updates, feedback, and appropriate reporting on key projects.
• Manage stakeholders and user groups to determine downstream impacts of process, or system changes.
• Create and maintain key documentation such as process flows, playbooks, and RACIs, while keeping operational efficiency, ease of use, and effectiveness top of mind.
• Facilitate decision-making and alignment on proposed process initiatives, AI augmentation strategies, and agentic solutions.
• Map, analyze, and redesign end-to-end GTM and sales process flows to identify high-value opportunities where AI agents and automation can reduce friction, accelerate cycle times, and improve rep productivity.
• Design workflows for GTM motions - including qualification, outreach sequencing, pipeline management, forecasting support, and post-sale handoffs.
• Recommend clear business requirements and user stories for developers as they design technical solutions to address operational inefficiencies and manage communications to all impacted stakeholders.
• Define strategy on human-in-the-loop checkpoints versus full automation design decisions.
• Monitor, evaluate, and iterate on deployed processes, applying user feedback and business outcome metrics.

Responsibilities

The GTM Business Process Manager is responsible for:

• Developing and managing new and existing business processes to support the broader GTM strategy and innovation.
• Driving process discovery and design, and acting as a resident expert in developing processes, policies, and user expectations as changes occur within systems.
• Own and drive strategic improvement initiatives with cross-functional teams such as Sales, Partner, IT, Enablement, Revenue Operations, Product, and Growth.
• Understanding the GTM process architecture of key systems in the tool stack and formulating opinions on integration streamlining.

Requirements

To be considered for this role, candidates should possess:

• A basic BS/BA degree or equivalent in work experience.
• At least 8 years of experience in GTM Strategy and Operations, Consulting, or equivalent roles.
• Experience with GTM processes, systems, and tools (Salesforce, GTM ecosystems, sales engagement platforms).
• Experience in process mapping and redesign using structured methodologies (e.g., swimlane diagrams, value stream mapping).
• Experience designing new processes and driving projects to successful completion.
• Experience in business requirements gathering and driving feedback loops.

Qualifications

Candidates should also have:

• Prior experience in Sales Strategy Operations, working closely with Sales Leadership.
• Exposure to high-growth work environments with a strong understanding of SaaS business models and go-to-market principles.
• Excellent communication and project management skills, including the ability to articulate vision and execute projects end-to-end.
• Comfortable and flexible working in a fast-paced, ambiguous environment where AI capabilities and business needs are rapidly evolving.
• Well-developed ability to bring structured thinking into highly ambiguous and open-ended problem situations, then drive to consensus.
• Experience deploying AI agents or automation specifically within sales or GTM contexts.
• Experience in prompt engineering, agent orchestration patterns, and responsible AI principles as they apply to enterprise GTM workflows.
• A high degree of intellectual curiosity, self-confidence, and a builder's mindset energized by experimenting with emerging AI tools and operationalizing them at scale.
• A strong listener and out-of-the-box thinker in developing designs that incorporate current needs with future-design thinking.
• A highly focused on business process efficiency through sound design and change management.
• A driver mindset with high accountability.

Skills

The ideal candidate should have:

• Experience with structured methodologies for process design and maintenance.
• Expertise in process mapping and redesign.
• Strong project management and leadership skills.
• Ability to communicate complex ideas clearly and effectively.
• Experience with AI and automation in sales or GTM contexts.
• Strong analytical and problem-solving skills.
• Ability to work in a fast-paced, ambiguous environment.

Benefits

Docusign offers a comprehensive benefits package including:

• Paid Time Off
• Paid Parental Leave
• Full Health Benefits Plans
• Retirement Plans
• Learning and Development Programs
• Compassionate Care Leave
• Stock Options

Pay

The base salary for this position is based on a number of factors including geographic location and may vary depending on job-related knowledge, skills, and experience. The pay ranges in the following locations are:

• California: $132,700.00 - $206,800.00 base salary
• Illinois, Colorado, Massachusetts and Minnesota: $126,500.00 - $173,900.00 base salary
• Washington, Maryland, New Jersey and New York (including NYC metro area): $126,500.00 - $182,500.00 base salary

Schedule

This role is a hybrid position requiring a minimum of 2 days per week in-office presence. The remaining days can be worked remotely.