Vice President, Sales Strategy & Operations

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, connecting it to business systems of record to save time, money, and opportunity.

About the role

As the Vice President of Sales Strategy & Operations, you will serve as the strategic co-pilot to our Chief Revenue Officer and GTM executive leadership team. You will architect, optimize, and scale a world-class, data-driven sales engine that accelerates our global revenue growth. This is a highly visible, global, transformational leadership role responsible for defining GTM architecture, driving operational rigor, and delivering predictive intelligence that shapes our trajectory. You will lead a high-performing team to systematically remove operational friction, optimize lead-to-cash cycles, and ensure flawless execution across our direct sales and broader GTM ecosystem. This position is a people manager role reporting to the GVP, GTM Strategy & Operations.

Responsibilities

• Partner directly with the CRO and regional GTM leaders to define and execute long-term, scalable sales strategies
• Architect optimal role designs, customer-alignment, and segmentation models that maximize market penetration
• Establish a rigorous, high-accountability and data-driven operating rhythm
• Drive adoption of AI, automation, and advanced analytics to deliver highly accurate, predictable sales intelligence, including regional forecasts, pipeline assessment, and advanced predictive analytics that identify risks and uncover revenue opportunities
• Identify and eliminate operational friction within the sales organization and across GTM functions
• Drive adoption of standardized methodologies and technologies that accelerate deal velocity and field productivity
• Define and track the critical KPIs that govern business health
• Provide the C-suite and GTM leadership with deep, actionable insights regarding key drivers of business performance, recommendations, and investment priorities
• Ensure seamless operational and strategic alignment between direct sales motions and the broader partner and alliance ecosystem, integrating the partner motion into the holistic growth strategy
• Recruit, mentor, and develop a world-class team of strategy and operations professionals
• Establish an AI-first operating standard where the team leads with AI to work faster, make better-informed decisions, and think bigger

Requirements

• 15+ years of progressive Strategy & Operations leadership experience, with deep specialization in Enterprise Sales Operations within high-growth tech environments
• 10+ years of experience in SaaS, enterprise sales, or top-tier management consulting focusing on Go-To-Market and execution models
• 5+ years of executive-level people leadership, with a track record of building and managing large, geographically dispersed, high-performing teams
• Demonstrated use of AI and agentic technology in go-to-market environments
• Bachelor's degree or equivalent experience

Preferred Qualifications

• 10+ years of Partners Strategy & Operations leadership experience
• Deep understanding of the SaaS business model and market trends
• Strong track record of analytical and problem-solving excellence
• Team-building experience

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. Based on applicable legislation, the pay ranges in the following locations are:

• California: $284,400.00 - $423,475.00 base salary
• Illinois, Colorado, Massachusetts, and Minnesota: $266,300.00 - $356,150.00 base salary
• Washington, Maryland, New Jersey, and New York (including NYC metro area): $266,300.00 - $380,400.00 base salary

This role is also eligible for the following bonuses:

• 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 and 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