Senior Manager, Quota Operations

About the role

This role owns the Quota Design, Strategy and Operations for Docusign’s GTM organization, ensuring alignment to company financial objectives and GTM design.

Responsibilities

• Drive continuous improvement in quota accuracy, including improving correlation between quotas and territory potential (e.g., attainment distribution health, % of reps in target band)
• Improve time-to-quota (cycle time from planning start to field delivery) materially through process and tooling enhancements
• Parenth with Finance and Sales Strategy to ensure quota plans support company revenue, growth, and productivity targets, including defining success metrics and tracking performance against plans
• Own the end-to-end quota planning lifecycle, including timeline orchestration, cross-functional coordination, and field delivery
• Build planning analytics frameworks to support GTM workforce planning, coverage modeling, and territory design
• Model rep productivity, ramp assumptions, attrition, and pipeline coverage
• Deliver insights on quota attainment distributions, coverage ratios, and organizational capacity to inform leadership planning decisions
• Identify opportunities to improve quota accuracy, productivity forecasting, and sales capacity planning
• Drive automation and simplification across the quota planning, modeling, and deployment processes
• Improve data quality, reporting infrastructure, and planning tooling leveraging platforms such as Salesforce and Snowflake
• Build scalable processes that reduce operational risk and enable repeatable quota cycles
• Establish governance and documentation for quota policies (e.g., renewals, new hires & promotions, coverage changes, leaves), ensuring consistency, transparency, and auditability
• Drive alignment across GTM leadership, Finance, Strategy, and Compensation on quota methodologies and planning assumptions
• Present quota strategies, trade-offs, and scenario analyses to VP+ GTM and Finance leadership, influencing annual and in-year decisions
• Deliver clear communication and enablement to field leadership on quota methodology and planning frameworks
• Own the governance and escalation framework for quota decisions, managing only Tier-1 strategic escalations while empowering your team to handle operational inquiries
• Lead increasingly complex cross-functional initiatives that impact GTM planning and operational strategy
• Lead, mentor, and develop a high-performing GTM operations team
• Establish a strong team culture aligned with Docusign’s values of Trust, Customer Focus, Simplicity, and Innovation
• Set clear goals, prioritize workstreams, and ensure consistent delivery of high-impact outcomes

Requirements

Basic 12+ years of experience in Sales Operations, Revenue Operations, Strategy, Finance, or Consulting

5+ years of people management experience

Bachelor’s degree in Business, Economics, Finance, or a related field

Strong understanding of GTM planning processes including quota allocation, capacity modeling, and territory design

Experience building analytical models for workforce planning, productivity forecasting, and coverage modeling

Proficiency with Salesforce, Snowflake, and advanced analytics tools

Demonstrated ability to drive automation, standardization, and process improvements

Strong analytical and problem-solving skills with high intellectual curiosity

Able to operate effectively in fast-paced environments with ambiguity

Strong communication and stakeholder management skills across all organizational levels

Customer-centric mindset with a collaborative approach to cross-functional partnerships

Knowledge of SaaS GTM models and revenue operations best practices

Qualifications

Preferred: Strong understanding of GTM planning processes including quota allocation, capacity modeling, and territory design

Experience building analytical models for workforce planning, productivity forecasting, and coverage modeling

Proficiency with Salesforce, Snowflake, and advanced analytics tools

Demonstrated ability to drive automation, standardization, and process improvements

Strong analytical and problem-solving skills with high intellectual curiosity

Able to operate effectively in fast-paced environments with ambiguity

Strong communication and stakeholder management skills across all organizational levels

Knowledge of SaaS GTM models and revenue operations best practices

Skills

Strong understanding of GTM planning processes including quota allocation, capacity modeling, and territory design

Experience building analytical models for workforce planning, productivity forecasting, and coverage modeling

Proficiency with Salesforce, Snowflake, and advanced analytics tools

Demonstrated ability to drive automation, standardization, and process improvements

Strong analytical and problem-solving skills with high intellectual curiosity

Able to operate effectively in fast-paced environments with ambiguity

Strong communication and stakeholder management skills across all organizational levels

Knowledge of SaaS GTM models and revenue operations best practices

Benefits

Global benefits provide options for the following:

• Paid Time Off: earned time off, as well as paid company holidays based on region
• Paid Parental Leave: take 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
• Retail 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

Pay

Based on a number of factors including geographic location and may vary depending on job-related knowledge, skills, and experience.

Schedule

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)