Senior Manager, GTM Strategy & Operations Quota

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).

The GTM Strategy & Operations Senior Manager is a detailed, adaptable problem-solver responsible for developing, maintaining and actioning Quotas for Sales and Customer Success globally. A successful individual in this role thinks critically, logically, and creatively to increase automation, resolve issues and to develop proactive processes to clear future roadblocks and deliver quotas to the field in a timely manner.

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

Responsibility

• Lead a team of sales strategy & operations professionals accountable for setting Sales and Customer Success quotas globally

• Leverage advanced leadership skills to set and manage the direction and work of the team so to ensure partner transparency and timely delivery

• Work in close partnership with compensation, FP&A, Policy and Governance and Sales Strategy & Operations in designing the quota model/methodology

• Orchestrate the timeline for quota delivery and lead the end to end execution to achieve the desired outcomes

• Contribute to the creation and maintenance of field facing material related to early renewals, short term renewals, leave of absence and temporary coverage policies and processes

• Drive cross-functional leadership alignment, and provide field enablement on the quota setting methodology

• Deliver clear, timely, and effective verbal and written communication to the team and appropriate levels of the organization

• Support inbound inquiries related to quotas from both sales and customer success, providing best in class customer service

• Drive improvements in cross-functional deliverables

• Lead functional and cross-functional initiatives of increasing scale and complexity

• Influence at varying organizational levels in and outside assigned function

• Communicate effectively across all organizational levels

• Cultivate a strong team culture aligned to Docusign's values

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.

Basic

• 8+ years work experience in Sales, Operations, Strategy, FPA, Management
• Experience managing quotas in a consulting, or similar field with analytical skills
• BS/BA degree
• 5+ years Management Experience Experienced management role in assigned function

Preferred

• Considerable knowledge of our business, industry, and cross-functional groups involved in our path to market
• Comfortable working in a fast-paced, dynamic environment and leading ambiguity with confidence
• Results-driven and self-motivated with the ability to multitask
• Proficiency in Salesforce and Snowflake
• Passion for driving simplification, standardization and automation across the end to end quota process
• Strong analytical, troubleshooting, and problem-solving skills
• Strong analytics, business sense, 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

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: $134,900.00 - $216,975.00 base salary

Illinois: $129,000.00 - $182,250.00 base salary

Washington: $129,000.00 - $190,550.00 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.
• Stock: This role is eligible to receive Restricted Stock Units (RSUs).

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

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

This position is not eligible for employment in the following states: Alaska, Hawaii, Maine, Mississippi, North Dakota, South Dakota, Vermont, West Virginia and Wyoming.

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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