Director, GTM Process Strategy & Operation

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

As a strong problem solver with advanced leadership skills, the GTM Process Strategy & Operation Director will lead a cross-functional team focused on delivering tangible business process simplifications, which will improve internal/external customer satisfaction, and increase AE productivity. A successful candidate will have considerable Sales Process experience, work well in a rapidly changing environment, excel at leading highly complex initiatives with both short term and long term objectives, is experienced in working across all levels of the organization, thrives on hard work and demonstrates the highest level of integrity.

This position is a people manager role reporting to the Vice President, GTM Operations & Productivity.

Responsibility

• Be accountable for achieving short-and long-term strategic goals and objectives, set in partnership with Senior Leadership to standardize, streamline and scale sales processes globally, yielding increased AE productivity and revenue
• Be responsible for leading a team of business process and systems professionals supporting GTM functions by creating and optimizing business processes and systems including but not limited to Account Planning, Territory Planning, RevUp, Opportunity Execution, Forecasting, Sales Handover and IAM discovery
• Contribute to the definition of multidisciplinary strategies across Sales and CS
• Represent global sales processes in Transformational programs so to ensure impacts are surfaced and solutions planned prior to launch
• Leverage advanced leadership skills to set and manage the direction and work of the team so to ensure collaborator transparency and timely delivery
• Partner with technical teams to ensure parity between process and system solutions within new and existing platforms, and drive decisions through design, implementation, and roll out
• Drive cross-functional leadership alignment, and partner with Enablement to develop solid strategies for change management and user adoption
• Drive operational excellence and rigor in maintaining process documentation and developing analysis of process and data flows
• Optimize end-to-end GTM processes, including but not limited to prospecting, opportunity execution, account planning, territory planning, and GTM performance management
• Manage process improvement roadmap, focused on balancing long-term solutioning with tactical wins and continuous improvement
• Collaborate with cross-functional teams for discovery purposes in order to define and document business and system requirements, ensuring alignment with objectives
• Work in partnership with DTS and key collaborators to define, develop, and implement key performance indicators for standardized global processes
• Influence business decisions across the organization with data-driven insights and recommendations to facilitate timely progress on meeting business objectives
• Represent global sales processes in DTS prioritization cadence
• Manage partner communication and progress reporting at various levels of the organization including leadership and executives
• Deliver clear, timely, and effective verbal and written communication to the team and appropriate levels of the organization
• Cultivate a strong team culture aligned to Docusign's values
• Manage a highly specialized team with deep domain expertise in sales processes
• Work with senior management and other functional leaders to set the short- and long-range strategy and resource plans for multiple priorities
• Own the short- and long-term strategy, roadmap, budgets and other resource plans for assigned area within the assigned function
• Play a leadership role in contributing to the definition of multidisciplinary strategies across the assigned function
• Have overall control of planning, staffing, budgeting, managing expense priorities, and recommending and implementing changes to methods

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 relevant experience
• Experience working with cross functional teams to drive alignment and implementation of standard sales processes globally
• Experience partnering with enablement to drive change management as appropriate based on process changes implemented
• Experience in function of assignment or related function, including significant experience managing teams and direct reports
• Experience leading teams across multiple business cycles to consistently achieve team and individual team member goals and objectives
• Experience contributing to annual and longer-range strategies and resource planning in function of assignment or related function
• BA/BS or advanced degree, or equivalent work experience

Preferred

• Excellent communication skills, both written and oral, including the ability to convey complex requirements in a clear, concise and credible manner
• Strong executive presentation skills
• Experience driving projects from start to finish and leading cross-functional teams
• Strong analytics, business acumen, and intellectual curiosity
• Customer service oriented and ability to partner with individuals at all levels
• Has considerable knowledge of our business, industry, and cross-functional groups involved in our path to market
• Effective, clear, and concise communication skills, verbal and written
• Comfortable and flexible working in a fast-paced environment
• Results-driven and self-motivated with the ability to multitask
• Proficiency in Salesforce
• Masters Degree

Wage Transparency

Based on applicable legislation, the below details pay ranges in the following locations:

California: $171,500.00 - $277,025.00 base salary

Illinois: $164,800.00 - $232,750.00 base salary

Washington: $164,800.00 - $242,225.00 base salary

This role is also eligible for bonus, equity and 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
• 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

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.

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#LI-Hybrid

Salary : $164,800 - $232,750