Sr. GTM Strategy & Operations Manager

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. 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).

About the role

As a Sr. GTM Strategy & Programs Manager, you are a highly-motivated self-starter responsible for helping to design, drive, and execute business-level priority initiatives that accelerate global revenue growth and optimize GTM processes across the entire sales cycle. This is a highly-visible, global transformational role where you will define GTM strategy and architecture, drive operational rigor, remove friction, and deliver insights that shape our trajectory. This role ensures a cohesive strategy, seamless execution, and maximum growth across all GTM functions. This is an individual contributor role reporting to the Sr. Director, GTM Strategy & Programs.

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 AI, automation, and advanced analytics to accelerate GTM processes.
• 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 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

• 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

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

Schedule

Hybrid: Employee divides their time between in-office and remote work. Access to an office location is required (minimum 2 days per week; may vary by team but will include a weekly in-office expectation).

Pay

Pay for this position is based on geographic location and may vary depending on job-related knowledge, skills, and experience. The following details pay ranges in specific 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: variable incentive pay dependent on achievement of pre-established sales goals.
• Non-Sales roles: company bonus plan, calculated as a percentage of eligible wages and dependent on company performance.

Stock: This role is eligible to receive Restricted Stock Units (RSUs).

Benefits

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