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).

We’re looking for a strategic, execution-minded Principal Growth PM to lead an important SMB customer segment at Docusign that is evolving from Sales-Led to Self-Serve-Led growth. You will be spearheading efforts to expand Docusign’s self-serve engine to SMB customers who will benefit from an omni-channel motion. This role goes far beyond just enabling these customers with self-serve capabilities - it’s also about experimenting and growing these customers through innovative ways that enable self-serve expansion and retention at scale.

This is a unique opportunity for someone who thrives as a cross-functional leader, a business owner, and an individual contributor who can navigate and influence across many teams. You’ll be at the center of revenue strategy, coordinating across analytics, product, marketing, operations, and sales to drive growth.

In this role, you will manage weekly revenue forecasts and end-to-end growth initiatives that unlock self-serve expansion and retention. You will partner closely with a cross-functional team of product managers, lifecycle marketers, sales development, customer success, sales, engineers, UX designers, analysts, operations, and other growth experts. Your goal will be to unleash Docusign’s potential by paving the way for a smooth customer experience that transforms Docusign’s GTM model into a true omni-channel experience. This is an exciting opportunity for someone with a business owner mindset and Growth PM chops, and wants to play a pivotal role in taking Docusign’s growth trajectory to brand new heights.

This position is an individual contributor role reporting to the Group Vice President, Product-Led Growth & eCommerce.

Responsibility

• Own the business performance of this SMB customer segment—revenue, expansion, retention, adoption

• Develop and drive the end-to-end business plan in close collaboration with cross-functional partners, from customer segmentation to lifecycle marketing strategy and product roadmap priorities

• Partner with Analytics and Biz Ops to define and track key performance metrics, surface insights, and align on revenue forecasts

• Lead like a hands-on business owner —whether it's writing a brief, providing feedback on marketing plans and roadmap priorities, building a forecast, or pitching a new experiment to execs

• Serve as the connective tissue across cross-functional teams, bringing clarity, urgency, accountability, and strategic direction

• Secure executive buy-in, resources, and alignment across the organization to ensure company-wide success

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 experience in growth, revenue strategy, product-led GTM, or general management roles in a SaaS environment
• Experience in growth, or GTM functions, especially around customer acquisition, retention, and monetization
• Experience leading cross functional teams across product, engineering, design, and GTM by influence with high visibility and tight interdependencies
• Experience using data and telemetry to review performance and make data-driven decisions

Preferred

• A proven ability to operate at multiple altitudes—executive presence with a willingness to get into the weeds
• Outstanding analytical foundation with an instinct for how numbers translate into customer behavior and business outcomes, and strong data analysis and modeling skills in SQL and/or excel
• A track record of influencing product and marketing teams without direct authority
• Bias for action, pragmatism over perfection, and a strong internal compass
• Familiarity with hybrid sales/self-service SaaS models
• Proven track record of driving significant, company-wide impact
• Strong bias for action and adept at hands-on problem solving
• Growth mindset, appreciating the benefit of constant iteration and “making progress over perfection
• Abilty to lead from the front by doing and inspire teams
• Excellent verbal and written communication and collaboration skills, with an ability to craft stories from data and inspire change
• Ability to articulate a clear vision to anyone at any level of the company including executives
• Masterful at taking complex concepts and simplifying it into easy to understand concepts
• Comfortable wearing multiple hats and working across a variety of highly visible workstreams

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

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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