Sr. GTM Strategy & Operations Manager

Responsibilities

• Conduct analysis that supports the construction of the overarching vision and strategic roadmap for the end-to-end GTM motion, ensuring alignment with global growth targets and defining how we operate as one cohesive team to the customer
• Identify and eliminate operational friction with the sales organization and across GTM functions
• Incorporate Al, automation and advanced analytics to accelerate our GTM processes
• Parenthesize cross-functionally with Sales, Marketing, Post-Sales, Product, Operations, HR, Legal, Finance and other teams to develop and execute company-level growth and high ROI initiatives
• Partner cross-functionally with Sales, Marketing, Post-Sales, Product, Operations, HR, Legal, Finance and other teams to develop and execute company-level growth and high ROI initiatives
• Work closely with cross-GTM analytics and intelligence, and the sales plays and programs teams to execute on our GTM Strategy
• Absorb and interpret large quantities of ambiguous quantitative and qualitative data and convert it into actionable insights and business outcomes
• Provide the C-suite and GTM leadership with deep, actionable insights regarding key drivers of business performance, recommendations and investment priorities
• Build convincing executive-level presentations supported by data-driven insights and thinking
• Influence senior stakeholders and partners
• Drive accountability and outcomes with a focus on operational strategy and execution

Requirements

• Basic 12+ years of progressive experience in top-tier tech strategy and operations roles, management consulting, private equity or other fast-paced, high-growth environments
• 4+ years of experience working in/with SaaS companies
• 4+ years of experience designing, executing and scaling GTM Strategy, Sales Strategy, and/or GTM operating models
• Experience operating and driving influence in complex matrixed environments
• Experience managing projects and complex cross-functional initiatives
• Bachelor's degree or equivalent experience

Qualifications

• Preferred MBA
• SaaS experience with a focus on Enterprise tech
• Deep understanding of SaaS business models and market trends
• Deep understanding of full-sales lifecycle from prospecting to selling, and adoption and retention
• Strong track-record of analytical and problem-solving excellence

Skills

• 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: $164,700.00 - $266,000.00 base salary
• Illinois, Colorado, Massachusetts and Minnesota: $158,300.00 - $223,625.00 base salary
• Washington, Maryland, New Jersey and New York (including NYC metro area): $158,300.00 - $232,575.00 base 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.
• 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
• Retailer 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

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
• Retailer 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

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: $164,700.00 - $266,000.00 base salary
• Illinois, Colorado, Massachusetts and Minnesota: $158,300.00 - $223,625.00 base salary
• Washington, Maryland, New Jersey and New York (including NYC metro area): $158,300.00 - $232,575.00 base salary

Schedule

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)

Qualifications

• Basic 12+ years of progressive experience in top-tier tech strategy and operations roles, management consulting, private equity or other fast-paced, high-growth environments
• 4+ years of experience working in/with SaaS companies
• 4+ years of experience designing, executing and scaling GTM Strategy, Sales Strategy, and/or GTM operating models
• Experience operating and driving influence in complex matrixed environments
• Experience managing projects and complex cross-functional initiatives
• Bachelor's degree or equivalent experience

Skills

• Preferred MBA
• SaaS experience with a focus on Enterprise tech
• Deep understanding of SaaS business models and market trends
• Deep understanding of full-sales lifecycle from prospecting to selling, and adoption and retention
• Strong track-record of analytical and problem-solving excellence

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
• Retailer 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

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: $164,700.00 - $266,000.00 base salary
• Illinois, Colorado, Massachusetts and Minnesota: $158,300.00 - $223,625.00 base salary
• Washington, Maryland, New Jersey and New York (including NYC metro area): $158,300.00 - $232,575.00 base salary

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