Vice President, Sales and Partnerships 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. 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).

As the Vice President of Sales and Partnerships Strategy & Operations you'll work closely with our Chief Revenue Officer, GVP of Partners, and GTM executive leadership to define, optimize, and execute a cohesive global sales and partner strategy. You will lead the transformation and scaling of our sales and partnership organization as we expand globally, delivering data-driven insights and actionable recommendations to achieve revenue goals.

This position is a people manager role reporting to the GVP, GTM Strategy & Operations.

Responsibility

• Lead and develop a team of sales and partnerships strategy professionals who collaborate directly with global and regional GTM leaders to drive growth and optimize performance

• Develop and optimize global sales and partner strategies, collaborating with the CRO and GVP of Partners

• Play a critical role in expanding our global reach by developing and executing strategies to leverage and grow our partner ecosystem, defining joint GTM motions, and ensuring alignment between direct sales and partner channels

• Deliver predictable sales intelligence through robust regional forecasting and ensure seamless integration of partner-sourced and influenced pipelines

• Establish consistent forecasting processes to provide accurate visibility into pipeline, close rates, and future revenue projections; and identify risks and opportunities

• Define and track key performance indicators for sales and partner effectiveness

• Provide deep, data-driven insights and recommendations to sales and partnerships leadership on pipeline strength, rep productivity, participation, etc. guiding strategic decisions and optimizing performance

• Design, implement, and refine end-to-end sales processes (e.g., lead routing, deal review stages) to drive efficiency; standardize sales methodologies and ensure adoption; drive the transformation and scaling of the sales organization, enhancing visibility

• Manage and mentor a team of GTM strategy professionals supporting regional GTM leaders on market analysis, competitive positioning, and local strategy tailoring

• Collaborate with partner operations to ensure sales processes complement and integrate with partner engagement workflows

• Collaborate with Finance on financial planning and pricing

• Provide market feedback to Product and Pricing

• Coordinate with Customer Success and Marketing

• Align with Legal and RevOps on revenue cycle data processes and friction reduction

• Partner with the GTM Enablement Leader to mature training and tools

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

• 15+ years of progressive Sales and Partners Strategy Operations leadership experience, or experience with demonstrated success in , sales, partnerships or other go-to-market leadership positions with a deep understanding of Go-To-Market and execution model
• 10+ years of experience in SaaS and/or Enterprise sales
• 5+ years of diversified leadership, planning, communication, organization and people motivation skills. or equivalent experience
• Bachelor's degree or equivalent

Preferred

• Deep understanding of the SaaS business model, customer dynamics, and market trends
• Demonstrated ability to make sound financial judgments and strategically allocate resources to achieve business objectives
• Expert in defining and executing long-term strategic and operational objectives across go-to-market functions
• Proven ability to build and optimize GTM methodologies and processes that directly drive revenue and organizational capabilities
• Thrives in navigating complex sales and GTM challenges with agility
• Possess an analytical mindset, capable of translating complex data into clear, actionable strategies
• Adept at resolving intricate problems and articulating solutions clearly to executive and cross-functional teams
• A highly collaborative leader who builds enduring relationships at all levels, fosters a one team mindset, and effectively influences strategic decisions
• A skilled change leader with superb executive communication skills
• A strong track record of recruiting, developing, and mentoring high-performing teams characterized by purpose, collaboration, and operational excellence

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: $271,900.00 - $404,950.00 base salary

Illinois and Colorado: $254,400.00 - $340,200.00 base salary

Washington, New Jersey and New York (including NYC metro area): $254,400.00 - $363,700.00 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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