DocuSign, Inc.
Sr. Director, GTM Strategy & Programs
DocuSign, Inc., San Francisco, California, United States, 94199
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 Docusign is growing fast and we are looking for people to join our high performance team who are excited to make an impact. We are seeking a visionary and results‑driven leader to head our Go‑to‑Market (GTM) Strategy & Programs team. This role is chartered with defining, orchestrating, and optimizing our integrated, end‑to‑end Go‑to‑Market (GTM) strategy globally.
This leader is essential for guaranteeing cohesive strategy, seamless execution, and maximum growth and revenue generation across all GTM functions.
This position is a people manager role reporting to Group Vice President, GTM Strategy & Operations.
Responsibility
Establish 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
Act as the trusted strategic orchestrator, building consensus and driving integrated execution across all GTM functions (Sales, Marketing, CS, Partners, etc.) to ensure seamless handoffs and avoid functional silos
Oversee the GTM resourcing and activity portfolio, implementing robust frameworks to analyze investment effectiveness, and continuously optimizing GTM investments for maximum revenue generation and clear ROI
Own the lifecycle of high‑impact GTM Programs (initially focusing on Sales Programs), ensuring operational rigor and flawless execution from ideation and strategic planning through launch and scaling
Lead the cross‑GTM Analytics team to structure complex data analysis, derive actionable insights, and proactively prescribe strategic and operational adjustments to accelerate performance
Leverage expert knowledge in GTM motions and global market dynamics, to develop and execute forward‑thinking concepts that significantly advance or accelerate GTM performance and functional capabilities
Build consensus, influence, and drive results across diverse stakeholder groups including Sales, Sales Strategy, Enablement, Marketing, Customer Success, Digital, and Partner teams and drive integrated initiatives
Recruit, coach, and inspire a high‑performing GTM Strategy and Analytics team, fostering a culture of innovation, accountability, and continuous improvement
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
BA/BS or advanced degree, or equivalent work experience
15+ years of progressive experience in analytical/strategy roles within a fast‑paced technology company (SaaS preferred) or top‑tier management consulting
8+ years managing and developing high‑performing strategy or operations teams
Preferred
MBA or other advanced degree
Proven ability to frame and structure ambiguous, open‑ended topics, driving complex analytical, strategic, and operational project components to successful conclusions
Deep domain expertise in effective GTM strategies (prospecting, expansion, retention)
Demonstrated ability to translate vision into revenue‑producing programs
Track record of success in leading large‑scale, strategic initiatives
Global market experience
Seasoned, clear, and concise communicator with the ability to influence diverse stakeholders
Experience navigating a fast‑paced environment with competing priorities
Highly results‑driven, self‑motivated, and capable of working independently
Demonstrated ability to inspire, coach, and motivate teams to achieve stretch goals
Excellent quantitative skills and strong intellectual curiosity
Familiarity with Salesforce or similar GTM planning/CRM systems
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: $202,800.00 - $327,625.00 base salary
Illinois, Colorado, Massachusetts and Minnesota: $193,100.00 - $272,750.00 base salary
Washington, Maryland, New Jersey and New York (including NYC metro area): $193,100.00 - $286,500.00 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 event
Work Authorization Notice:
Please note that we do not provide visa sponsorship or immigration support for this position. Applicants must already be authorized to work in the United States on a full‑time, permanent basis without the need for current or future sponsorship.
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.
EEO Know Your Rights poster
#LI-Hybrid
#J-18808-Ljbffr
What you’ll do Docusign is growing fast and we are looking for people to join our high performance team who are excited to make an impact. We are seeking a visionary and results‑driven leader to head our Go‑to‑Market (GTM) Strategy & Programs team. This role is chartered with defining, orchestrating, and optimizing our integrated, end‑to‑end Go‑to‑Market (GTM) strategy globally.
This leader is essential for guaranteeing cohesive strategy, seamless execution, and maximum growth and revenue generation across all GTM functions.
This position is a people manager role reporting to Group Vice President, GTM Strategy & Operations.
Responsibility
Establish 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
Act as the trusted strategic orchestrator, building consensus and driving integrated execution across all GTM functions (Sales, Marketing, CS, Partners, etc.) to ensure seamless handoffs and avoid functional silos
Oversee the GTM resourcing and activity portfolio, implementing robust frameworks to analyze investment effectiveness, and continuously optimizing GTM investments for maximum revenue generation and clear ROI
Own the lifecycle of high‑impact GTM Programs (initially focusing on Sales Programs), ensuring operational rigor and flawless execution from ideation and strategic planning through launch and scaling
Lead the cross‑GTM Analytics team to structure complex data analysis, derive actionable insights, and proactively prescribe strategic and operational adjustments to accelerate performance
Leverage expert knowledge in GTM motions and global market dynamics, to develop and execute forward‑thinking concepts that significantly advance or accelerate GTM performance and functional capabilities
Build consensus, influence, and drive results across diverse stakeholder groups including Sales, Sales Strategy, Enablement, Marketing, Customer Success, Digital, and Partner teams and drive integrated initiatives
Recruit, coach, and inspire a high‑performing GTM Strategy and Analytics team, fostering a culture of innovation, accountability, and continuous improvement
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
BA/BS or advanced degree, or equivalent work experience
15+ years of progressive experience in analytical/strategy roles within a fast‑paced technology company (SaaS preferred) or top‑tier management consulting
8+ years managing and developing high‑performing strategy or operations teams
Preferred
MBA or other advanced degree
Proven ability to frame and structure ambiguous, open‑ended topics, driving complex analytical, strategic, and operational project components to successful conclusions
Deep domain expertise in effective GTM strategies (prospecting, expansion, retention)
Demonstrated ability to translate vision into revenue‑producing programs
Track record of success in leading large‑scale, strategic initiatives
Global market experience
Seasoned, clear, and concise communicator with the ability to influence diverse stakeholders
Experience navigating a fast‑paced environment with competing priorities
Highly results‑driven, self‑motivated, and capable of working independently
Demonstrated ability to inspire, coach, and motivate teams to achieve stretch goals
Excellent quantitative skills and strong intellectual curiosity
Familiarity with Salesforce or similar GTM planning/CRM systems
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: $202,800.00 - $327,625.00 base salary
Illinois, Colorado, Massachusetts and Minnesota: $193,100.00 - $272,750.00 base salary
Washington, Maryland, New Jersey and New York (including NYC metro area): $193,100.00 - $286,500.00 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 event
Work Authorization Notice:
Please note that we do not provide visa sponsorship or immigration support for this position. Applicants must already be authorized to work in the United States on a full‑time, permanent basis without the need for current or future sponsorship.
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.
EEO Know Your Rights poster
#LI-Hybrid
#J-18808-Ljbffr