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 Senior Director of Sales Compensation, you will be the visionary leader responsible for architecting our global sales incentive strategy to fuel our growth from $3B to $5B in revenue and beyond. You will own the end-to-end design, implementation, and governance of all compensation programs that drive our Go-To-Market (GTM) strategy, ensuring they are innovative, scalable, and directly aligned with our corporate objectives. This role requires a strategic mindset, deep business acumen, and the ability to serve as a trusted advisor to our most senior GTM and C-suite leaders on all matters of sales compensation and incentive design.

You will lead a multi-layered team of compensation professionals, setting the long-range strategy and direction for the function while fostering a culture of operational excellence and continuous improvement. This is a highly visible role that requires robust cross-functional partnership with executive leadership in Finance, Sales, Product, and HR to create novel incentive solutions that attract and retain top talent and drive exceptional performance. If you are excited to build and lead a world-class compensation function and make a significant impact on a rapidly scaling business, this is the opportunity for you.

This position is a people manager role reporting to the Chief Operating Officer.

Responsibility

• Own the short and long-term strategy, roadmap, and budget for the global Sales Compensation function, ensuring alignment with overarching company goals

• Translate the company's strategy into a clear and compelling vision for your team and the broader organization

• Lead the end-to-end design, modeling, and implementation of all global sales compensation plans, SPIFFs, and other incentive programs like President’s Club

• Conceive and develop new and novel incentive structures that advance the function's capabilities and drive desired sales behaviors

• Serve as the primary strategic advisor to senior GTM and executive leaders on compensation matters

• Represent the function in communications and interactions with senior stakeholders, including the C-suite, to influence strategy and gain consensus

• Lead, mentor, and develop a high-performing, multi-layered team of compensation professionals

• Build a strong pipeline of diverse top talent and develop future leaders within the organization

• Steer highly complex and large-scale compensation initiatives to a successful and timely conclusion

• Establish and manage scalable operational processes, policies, and governance to ensure accuracy, compliance, and efficiency across all programs

• Direct comprehensive market analysis and competitive benchmarking to ensure all compensation programs are innovative, competitive, and effective in attracting and retaining top-tier talent

• Play a leadership role in defining multidisciplinary strategies across the GTM organization

• Influence effectively without authority at all organizational levels to drive strategic initiatives forward

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 experience in sales compensation, sales strategy, or a related analytical field, with a significant portion in a leadership capacity managing multi-layered teams
• Experience managing teams and direct reports
• BA/BS degree in a relevant Analytics field
  
  

Preferred

• A proven track record of success in leading large-scale, strategic initiatives in a high-growth environment
• Has significant experience and proven effectiveness in setting annual and longer-range strategies for their function
• Has a strong track record of attracting, developing, and retaining diverse top talent
• Experience leading through other managers and developing leadership capabilities in others
• Deep understanding of SaaS business models, enterprise GTM principles, and finance
• Regarded as a subject matter expert in the sales compensation field
• Exceptional verbal and written communication skills, with the demonstrated ability to craft and deliver high-quality executive presentations and influence senior stakeholders
• Strong familiarity with CRM, compensation, and analytics systems within the SaaS industry, particularly Salesforce, Xactly, and Tableau
• MBA or other advanced degree

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

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 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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