Sr. Director, ABM

Company Overview 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 that is trapped inside of documents. Until now, these were disconnected from business systems of record, costing businesses time, money, and opportunity. Using Docusign’s Intelligent Agreement Management platform, companies can create, commit, and manage agreements with solutions created by the #1 company in e-signature and contract lifecycle management (CLM). What you'll do Docusign is seeking an accomplished, innovative, and results-driven Senior Director of Global Account-Based Marketing (ABM) and Executive Engagement to lead our global ABM strategy, Executive Briefing Centers (EBCs), and executive engagement programs. This leader will build and scale a world-class, data-driven account-based marketing capability that creates and accelerates pipeline creation with target accounts, strengthens strategic customer relationships, advances high-value opportunities, and drives measurable revenue growth across our enterprise business. The role will own the strategy, program architecture, execution framework, technology, and measurement across four ABM motions: 1:1 strategic accounts, 1:few account clusters, strategic deal pursuits, and 1:many scaled ABM programs. Working in close partnership with Field Sales and Field Marketing, this leader will ensure ABM strategies translate into coordinated, personalized, and measurable account activation across global markets. In addition, this leader will have end-to-end ownership of Docusign’s Executive Briefing Centers and executive engagement programs, including strategy, staffing, operations, customer experiences, executive participation, and business performance. These capabilities will serve as critical components of Docusign’s enterprise go-to-market strategy, supporting customer acquisition, expansion, executive relationship development, and strategic opportunity acceleration. The ideal candidate is a strategic thinker, commercially minded operator, and inspiring people leader who combines deep enterprise SaaS marketing expertise with strong sales partnership, AI and data fluency, exceptional customer experience standards, and disciplined operational execution. This position is a people manager role reporting to the Vice President, Enterprise & Field Marketing. Responsibility Define and execute Docusign’s global ABM strategy, aligned to enterprise sales priorities, go-to-market segmentation, strategic account objectives, and revenue growthBuild and operationalize a comprehensive ABM framework across four distinct motions1:1 Strategic ABM: Highly personalized, account-specific strategies for Docusign’s largest and most strategically important enterprise customers and prospects1:Few Cluster ABM: Targeted programs for groups of accounts with shared industry priorities, business challenges, buying signals, or growth opportunitiesStrategic Pursuit ABM: Opportunity-specific programs supporting high-value deals, competitive displacement, buying committee engagement, and deal acceleration1:Many Scaled ABM: Technology-enabled, data-driven programs delivering personalized engagement across broader priority account segmentsEstablish account selection criteria, investment tiers, engagement strategies, and service-level expectations for each ABM motionDevelop repeatable account activation playbooks, campaign frameworks, and best practices that can be deployed across regions and segmentsPartner with Sales leadership, Field Marketing, Product Marketing, and Revenue Operations to align ABM investments with account planning, territory priorities, and growth opportunitiesBalance high-touch strategic account investment with scalable programs to maximize business impact, operational efficiency, and marketing ROIEstablish a deeply integrated operating model with Field Sales and Field Marketing to translate global ABM strategy into coordinated account-level executionPartner with Sales and regional Field Marketing leaders to identify and prioritize target accounts, buying groups, whitespace opportunities, and strategic pursuitsDevelop joint account activation plans that integrate digital engagement, field programs, executive experiences, partner activities, customer marketing, and sales outreachEquip Field Marketing and Sales teams with actionable account intelligence, personalized content, activation playbooks, technology, and program resourcesEstablish consistent account planning, activation reviews, pipeline inspections, and performance optimization processesPartner with Sales Development to coordinate prospecting, buying-group engagement, and opportunity creationEnsure global ABM strategies are adaptable to regional market requirements while maintaining consistent standards, governance, and measurementCreate shared accountability for account engagement, pipeline generation, opportunity progression, and customer expansionBuild and lead an ABM pursuit capability focused on Docusign’s highest-value enterprise opportunities and competitive dealsPartner with Enterprise Sales leadership to identify strategic pursuits that warrant differentiated marketing investment and executive engagementDevelop customized pursuit strategies informed by customer priorities, competitive intelligence, account relationships, buying committee dynamics, and opportunity stageOrchestrate targeted pursuit programs incorporating executive briefings, executive-to-executive engagement, personalized content, digital campaigns, customer references, events, and partner participationCollaborate with Product Marketing, Solutions Consulting, and Sales to deliver compelling differentiation and customer-specific value propositionsDevelop scalable pursuit playbooks that enable rapid activation across sales teams and geographiesMeasure pursuit performance through account engagement, opportunity progression, win rates, deal velocity, and revenue impactOwn the global strategy, operations, staffing, investment, and performance of Docusign’s Executive Briefing Centers and executive engagement programsLead and evolve the EBC organization, including briefing center leaders, program managers, customer experience professionals, and operational staffDeliver world-class executive briefing experiences that strengthen customer relationships, differentiate Docusign, demonstrate platform innovation, and accelerate strategic business opportunitiesOversee the end-to-end executive briefing lifecycle, including intake, qualification, prioritization, agenda development, executive alignment, content preparation, experience delivery, follow-up, and measurementDevelop a consistent global executive briefing model spanning physical, virtual, and regional executive engagement experiencesPartner with Enterprise Sales and Field Marketing to integrate executive briefings into strategic account plans, 1:1 ABM programs, deal pursuits, and customer expansion strategiesCollaborate with Docusign executives, Product leadership, Solutions Consulting, Customer Success, and Product Marketing to create personalized, business-outcome-oriented executive experiencesEstablish and scale executive engagement programs, including C-suite roundtables, executive-to-executive meetings, innovation workshops, industry-specific experiences, and strategic customer forumsOwn EBC operational excellence, including staffing, facilities, technology, scheduling, resource planning, hospitality, vendor management, and customer experience standardsDevelop global operating procedures, service-level standards, capacity planning, executive participation models, and consistent briefing qualityManage EBC budgets, resources, and external partners to ensure exceptional customer experiences and efficient operationsDefine and measure executive engagement performance, including briefing utilization, customer satisfaction, executive participation, strategic account coverage, pipeline progression, deal acceleration, and revenue influenceContinuously innovate executive briefing experiences through immersive storytelling, AI-enabled personalization, emerging technologies, and customer feedbackOwn the global ABM technology strategy and roadmap, ensuring Docusign has the platforms, integrations, data, and capabilities required to execute sophisticated account-based programs at scalePartner with Marketing Operations, Revenue Operations, IT, and Analytics to integrate ABM technologies into Docusign’s broader marketing and sales ecosystemEstablish account intelligence capabilities incorporating firmographic data, intent signals, customer engagement, buying-group insights, propensity models, and whitespace analysisChampion the use of AI, predictive analytics, automation, and personalization to improve account prioritization, engagement orchestration, and marketing effectivenessDevelop technology-enabled account activation workflows that connect marketing insights to seller actions, field execution, and customer engagementEvaluate and optimize ABM platforms, intent data providers, personalization solutions, digital advertising, marketing automation, and analytics capabilitiesEstablish strong data governance, account matching, reporting consistency, and responsible AI practicesDrive adoption of ABM technology and intelligence across Sales and Field Marketing teamsContinuously assess emerging technologies and innovative approaches that improve customer relevance, operational efficiency, and program scalabilityOwn the global ABM and executive engagement measurement framework, performance dashboards, and reporting strategyEstablish consistent KPIs, baselines, attribution methodologies, and success criteria across 1:1, 1:few, pursuit, and scaled ABM programsMeasure account coverage, engagement quality, buying-group penetration, qualified pipeline creation, opportunity progression, conversion, win rates, deal velocity, customer expansion, and revenue contributionPartner with Revenue Operations and Marketing Analytics to develop credible sourced, influenced, and incremental impact measurementBuild executive dashboards that provide visibility into performance by account tier, segment, region, industry, program type, and investment levelEstablish executive briefing and executive engagement performance metrics, including program utilization, customer satisfaction, executive participation, opportunity influence, and post-engagement business outcomesImplement testing and optimization frameworks to evaluate program effectiveness, improve conversion, and maximize marketing ROILead regular business and performance reviews with Sales and Marketing leadership, translating insights into actionable investment and execution decisionsDemonstrate the commercial value of ABM and executive engagement through disciplined measurement, financial accountability, and measurable business impactBuild, lead, coach, and develop a high-performing global organization spanning ABM strategy, program development, account intelligence, executive briefing centers, and executive engagementEstablish organizational priorities, team structures, resource allocation, and performance expectations aligned to business objectivesDevelop strong partnerships with Enterprise Sales, Field Marketing, Product Marketing, Customer Success, Sales Development, and Revenue OperationsManage budgets, technology investments, agency relationships, and operational resources to maximize effectiveness and returnBuild repeatable processes, governance models, and scalable operating frameworks that support global consistency and regional flexibilityFoster a culture of innovation, customer obsession, accountability, collaboration, inclusion, and continuous improvementAttract, develop, and retain exceptional talent while building future marketing leadersCommunicate strategy, business performance, and investment recommendations effectively to senior executives Job Designation 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) Positions at Docusign are assigned a job designation of either In Office, Hybrid or Remote and are specific to the role/job. Preferred job designations are not guaranteed when changing positions within Docusign. Docusign reserves the right to change a position's job designation depending on business needs and as permitted by local law. What you bring Basic 12+ years of progressive experience in B2B enterprise marketing, including account-based marketing, demand generation, field marketing, or strategic customer engagement5+ years of people management experience, including leading and developing high-performing marketing teamsExperience building, leading, or scaling ABM programs within a complex enterprise technology or B2B SaaS environmentExperience developing and executing strategic account programs, account clusters, and scalable account-based campaignsExperience leading executive engagement programs, Executive Briefing Centers, or comparable high-touch enterprise customer experience programsExperience partnering with Enterprise Sales and Field Marketing to drive coordinated account activation and measurable pipeline outcomesExperience supporting complex enterprise sales cycles, multi-stakeholder buying committees, and strategic opportunitiesExperience in marketing analytics, ABM measurement, account intelligence, and marketing technologyExperience managing teams, budgets, cross-functional initiatives, and senior executive stakeholder relationshipsBachelor’s degree or equivalent practical experience Preferred 15+ years of marketing experience, including senior leadership roles within global enterprise SaaS, cloud technology, or platform organizationsProven success building an ABM center of excellence and establishing global operating models across multiple regions and account segmentsDirect experience managing Executive Briefing Center operations, staffing, customer experience design, executive programming, and business performanceDemonstrated success supporting strategic enterprise pursuits, competitive displacement, and large-account expansionDeep understanding of 1:1, 1:few, pursuit, and 1:many ABM strategies and their application across the customer lifecycleExpertise in AI-powered marketing, predictive analytics, intent data, personalization, and account-based orchestrationExperience with platforms such as Salesforce, Marketo, Adobe, 6sense, Demandbase, LinkedIn, and business intelligence solutions, or comparable technologiesExperience developing account-level measurement frameworks, attribution methodologies, and executive performance dashboardsProven ability to influence senior Sales and Marketing executives and align global and regional stakeholdersStrong financial acumen, operational discipline, and experience managing significant marketing and customer experience investmentsExceptional executive presence, communication, storytelling, strategic thinking, and organizational leadership skillsExperience marketing enterprise platforms, digital transformation solutions, or complex business applicationsCustomer First Mindset: Demonstrates deep understanding of customer business priorities, buying behavior, and transformation challenges, consistently designing relevant and differentiated experiencesStrategic and Commercial Acumen: Connects marketing strategy, executive engagement, and technology investments directly to pipeline, revenue growth, and enterprise business objectivesBias for Action and Ownership: Moves decisively from strategy to execution, takes accountability for outcomes, and delivers results in dynamic environmentsSales and Field Partnership: Builds trusted relationships and shared accountability with Sales and Field Marketing organizations to accelerate account engagement and business growthInnovation and AI-First Mindset: Challenges conventional approaches and embraces emerging technologies to improve personalization, scalability, productivity, and customer experienceData-Driven Decision-Making: Uses insights, experimentation, and rigorous measurement to guide strategy, optimize investments, and demonstrate measurable impactOperational Excellence: Balances long-term strategic vision with disciplined execution, exceptional customer experience standards, and scalable global processesExecutive Influence and Collaboration: Builds credibility with senior stakeholders, communicates compelling business strategies, and drives alignment across complex organizationsTalent Development: Inspires high-performing teams, develops future leaders, and fosters a culture of accountability, curiosity, collaboration, and continuous improvemen Wage Transparency 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: $212,100.00 - $342,650.00base salary This Role Is Also Eligible For The Following Bonus: Sales personnel are eligible for variable incentive pay dependent on their achievement of pre-established sales goals. Non-Sales roles are eligible for a company bonus plan, which is calculated as a percentage of eligible wages and dependent on company performance.Stock: This role is eligible to receive Restricted Stock Units (RSUs). 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 Work Authorization Notice: Please note that we do not provide visa sponsorship or immigration support for this position. Applicants must already be authorized to work in the United States on a full-time, permanent basis without the need for current or future sponsorship. Life at Docusign Working here Docusign is committed to building trust and making the world more agreeable for our employees, customers and the communities in which we live and work. You can count on us to listen, be honest, and try our best to do what’s right, every day. At Docusign, everything is equal. We each have a responsibility to ensure every team member has an equal opportunity to succeed, to be heard, to exchange ideas openly, to build lasting relationships, and to do the work of their life. Best of all, you will be able to feel deep pride in the work you do, because your contribution helps us make the world better than we found it. And for that, you’ll be loved by us, our customers, and the world in which we live. Accommodation Docusign is committed to providing reasonable accommodations for qualified individuals with disabilities in our job application procedures. If you need such an accommodation, or a religious accommodation, during the application process, please contact us at accommodations@docusign.com. If you experience any issues, concerns, or technical difficulties during the application process please get in touch with our Talent organization at taops@docusign.com for assistance. Applicant and Candidate Privacy Notice States Not Eligible for Employment This position is not eligible for employment in the following states: Alaska, Hawaii, Maine, Mississippi, North Dakota, South Dakota, Vermont, West Virginia and Wyoming. Equal Opportunity Employer It's important to us that we build a talented team that is as diverse as our customers and where all employees feel a deep sense of belonging and thrive. We encourage great talent who bring a range of perspectives to apply for our open positions. 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