GTM Business Process Manager

About the role

This role is responsible for the development, management, and improvement of both new and existing business processes to support the broader GTM strategy and innovation. You will drive process discovery and design, and act as a resident expert in developing processes, policies and user expectations as we instrument changes within systems.

Responsibilities

• Develop and design Process Architecture, focusing on end-to-end business design and structural integrity to re-engineer or reimagine business process to transform utilizing AIEstablish 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
• Understand the GTM process architecture of key systems in tool stack and formulate POVs on integration streamlining

Requirements

Basic BS/BA degree or equivalent in work experience8+ years of experience in GTM Strategy and Operations, Consulting, or equivalent rolesExperience 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 completionExperience in business requirements gathering and driving feedback loops

Qualifications

Preferred Sales Strategy Operations experience working closely with Sales LeadershipPrior exposure to high-growth work environments with a strong understanding of SaaS business models and go-to-market principlesExcellent at articulating vision and executing projects end-to-end, from process discovery through AI deployment and adoptionComfortable and flexible working in a fast-paced, ambiguous environment where AI capabilities and business needs are rapidly evolvingWell-developed ability to bring structured thinking into highly ambiguous and open-ended problem situations, then drive to consensusExperience deploying AI agents or automation specifically within sales or GTM contexts (e.g., AI Sales Dev workflows, AI-assisted forecasting, deal intelligence agents, enablement bots)Ability to interact with and influence all levels from ICs to executives including translating AI concepts into accessible business value narrativesHigh degree of intellectual curiosity, self-confidence, and a builder's mindset energized by experimenting with emerging AI tools and operationalizing them at scaleFamiliarity with prompt engineering, agent orchestration patterns, and responsible AI principles as they apply to enterprise GTM workflowsStrong listener and out-of-the-box thinker in developing designs that incorporate current needs with future-design thinkingHighly focused on business process efficiency through sound design and change managementDriver mindset with high accountability

Skills

Basic BS/BA degree or equivalent in work experience8+ years of experience in GTM Strategy and Operations, Consulting, or equivalent rolesExperience 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 completionExperience in business requirements gathering and driving feedback loops

Benefits

Global benefits provide options for the following: Paid Time Off: earned time off, as well as paid company holidays based on regionPaid Parental Leave: take up to six months off with your child after birth, adoption or foster care placementFull Health Benefits Plans: options for 100% employer paid and minimum employee contribution health plans from day one of employmentRetirement Plans: select retirement and pension programs with potential for employer contributionsLearning and Development: options for coaching, online courses and education reimbursementsCompassionate Care Leave: paid time off following the loss of a loved one and other life-changing events

Pay

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: $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: 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)

Equal Opportunity Employer

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. EEO Know Your Rights poster