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 a Manager of GTM Enablement Business Partners, you will lead a team of GTM Enablement enablement professionals focused on driving sales effectiveness and performance outcomes across our go-to-market teams in the EMEA region. This role will manage a team of embedded partners who collaborate directly with sales, presales, customer success and other customer-facing leaders to identify performance gaps, design targeted interventions, deliver the necessary training and measure results to ensure desired outcomes are achieved. You’ll be responsible for overseeing execution, scaling best practices, coaching your team to success, and aligning closely with senior sales and GTM stakeholders in region.

This position is a People Manager role reporting to VP, GTM Enablement

Responsibility:

• Lead, coach and develop a high-performing team of GTM Enablement Business Partners aligned to the GTM functions we support including but not limited to sales, presales, customer success and partner teams
• Establish team and individual goals as well any processes or guidelines to ensure alignment with global standards for each GTM team as well as consistent delivery and business impact
• Act as a player-coach where needed, specifically for GTM stakeholders with no GTM Performance Partner assigned
• Build a trusted relationship with the GroupVice President in EMEA along with the regional sales, presales, customer success and partner leadership teams. You will serve as their main point of contact for all GTM enablement in the region
• Ensure your team is tightly aligned with leadership priorities and represents those priorities to the broader GTM Enablement team, specifically the content teams
• Act as an escalation and alignment point between GTM Performance Partners and global GTM Enablement leadership
• Develop and deliver a strategic, performance based enablement plan that aligns to the business goals of stakeholders on a quarterly basis
• Plan and prepare to deliver a quarterly business review to the GTM leadership teams in region
• Ensure your GTM Performance Partners are providing input into your strategic plan and the performance gaps of their respective stakeholder teams are captured in your plan
• Guide your team in using data, feedback, and field insights to identify skill, process, behavior or product knowledge gaps in stakeholders your team supports
• Ensure any recommendations for programs to intervene are aligned with key business metrics like pipeline coverage, conversion rates, deal size and quota attainment
• Oversee the creation of performance improvement plans created by Performance Partners to address the gaps identified — ensure the plans created clearly identify the problems to solve, the necessary training and enablement to help remedy and any content dependencies that should be communicated to the Global Enablement Program Manager team for assistance
• Oversee the delivery of field training to the GTM stakeholders supported by the GTM Performance Partners. Performance Partners will be expected to deliver training and enablement to their stakeholders
• Collaborate with the Global Program Managers to ensure consistency between global programs and local delivery
• Help standardize frameworks for global enablement programs
• Track and report on the impact using enablement KPIs and GTM performance metrics
• Collect insights from the GTM Enablement Business Partners to inform global enablement programs, enablement content, sales or success processes and internal tools
• Lead retrospectives and post-mortem analyses to assess the effectiveness of any interventions or programs the Performance Partners delivered
• Seek and provide real-time feedback on the training the Performance Partners deliver
• Create and promote a culture of learning, accountability, and data-driven decision making

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 of experience in Sales Enablement, Sales Leadership, or GTM roles within B2B SaaS or tech companies (Typically requires a minimum of 8 years of related experience with a Bachelor’s degree or 6 years and a Master’s degree or a PhD with 3 years experience) or equivalent experience
• Strong grasp of B2B sales processes, sales methodologies (e.g., MEDDICC, Challenger), and sales performance metrics
• Proven ability to coach, manage, and scale distributed enablement teams
• Exceptional communication, stakeholder management, and cross-functional collaboration skill
• Experience with Salesforce.com, Microsoft Word, PowerPoint and Excel
• Experience with Google Suite
• Sets team and individual team member objectives and goals by cascading functional objectives and goals to ensure team and individual team member alignment
• With increasing independence, determines how team structures and approaches their work
• Accountable to ensure consistent achievement of own and team's goals and objectives on-time, within-budget, and to the highest quality possible
• Delivers projects or work that enable the function to achieve its strategic and operational goals and objectives
• Routinely interacts with cross-functional partners and stakeholders and effectively influences with or without authority
• Effectively hires, develops, and retains diverse top talent

Preferred:

• 2+ years of people leadership experience (managing enablement or customer-facing GTM team)
• Experience with sales performance consulting, coaching, or embedded enablement models
• Proficiency with enablement platforms (Mindtickle, Highspot, Gong, Seismic) and CRM/reporting tools (Salesforce, Clari, Tableau)
• Familiarity with customer success or marketing enablement in addition to sales

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: $X/hour - $X/hour or $X - $X base salary

Illinois, Colorado, Massachusetts and Minnesota: $X/hour - $X/hour or $X - $X base salary

Washington, Maryland, New Jersey and New York (including NYC metro area): $X/hour - $X/hour or $X - $X base salary

Washington DC: $X/hour - $X/hour or $X - $X base salary

Ohio: $X/hour - $X/hour or $X - $X 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

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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