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 are seeking a Strategy and Insights Lead to drive data-driven decision-making and operational excellence across our Sales and Partner organizations, while shaping strategy and alignment across the broader global Go-To-Market (GTM) ecosystem. Partnering with Sales, Partner, and Revenue leaders, this role translates strategy into execution — leveraging analytics, process rigor, and cross-functional collaboration to optimize performance across the entire GTM funnel (Marketing → Sales → Post-Sales).

The ideal candidate brings a deep understanding of GTM motions, strong analytical and visualization expertise, and a proven ability to influence executive stakeholders through insight-driven storytelling. You will serve as the connective tissue between GTM, RevOps, Finance, and Data teams — ensuring cohesive planning, performance tracking, and execution across global regions.

This is a high-impact role for a strategic operator who thrives at the intersection of data, strategy, and execution — driving clarity, consistency, and performance across a complex, fast-scaling commercial organization.

This position is people manager role reporting to Vice President, Sales and Partnerships Strategy & Operations.

Responsibility

• Own the end-to-end GTM funnel (Marketing → Sales → Post-Sales), tracking performance and driving continuous optimization across pipeline generation, conversion, and retention

• Define and monitor key GTM KPIs, translating trends and insights into actionable recommendations for Sales, Partner, and Revenue leadership

• Deliver proactive performance analytics to support CRO decision-making and regional execution

• Act as a trusted advisor to Sales and Partner leaders, providing data-driven insights that influence strategy, territory planning, and investment decisions

• Partner closely with Finance, RevOps & Data teams to align GTM analytics with broader business priorities, ensuring consistency in forecasting, goal-setting, and reporting

• Develop executive-ready presentations and dashboards that clearly communicate performance drivers and business impact

• Serve as the global coordination hub across regional Sales amp; Partner Operations teams, ensuring consistent execution of strategic initiatives, planning cycles, and operational processes

• Drive alignment and collaboration between GTM, RevOps, Finance, Data, and Enablement teams, fostering a data-driven culture and shared accountability for results

• Support CRO and leadership team in key business cadences, including QBRs, OKRs, forecasting calls, and strategic reviews — owning standardization, preparation, and cross-regional alignment

• Build and maintain scalable, high-impact dashboards in Salesforce and Tableau, integrating data from multiple systems to support Sales and Partner analytics

• Translate executive GTM priorities into measurable, data-driven workstreams that guide regional Sales and Partner Operations execution

• Partner closely with the Sales Process, Enablement and IT teams on rollout and adoption of GTM processes, methodologies (e.g., MEDDPICC), and systems (e.g., forecasting platforms)

• Champion continuous improvement in GTM data quality, reporting standards, and operational workflows

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 related experience with a Bachelor’s degree; or 12+ years and a Master’s degree; or a PhD with 8 years experience; or equivalent experience
• Bachelor’s degree in Business, Economics, Finance, Data Analytics, or a related field
• 7+ years of experience in GTM Strategy, Sales Operations, Revenue Operations, or Business Analytics roles within a high-growth SaaS or technology environment
• Experience with a management role in Sales Partner Strategy and Insights
• Experience leading a team of 5+ individuals, both direct and indirect reports
• Experience with Salesforce, Tableau, and data visualization best practices, with the ability to synthesize complex data into intuitive, executive-ready dashboards and actionable business insights
  
  

Preferred

• MBA or advanced degree
• Experience with analytical, operational and leadership skills
• Ability to use professional concepts in developing resolution to critical issues
• Experience working with senior management and other functional leaders to set the short- and long-range strategy and resource plans for multiple or all areas across the assigned function
• Advanced leadership and management skills to set and manage the direction and work of experienced professionals working on complex deliverables
• Experience with global or multi-region GTM operations, supporting both direct Sales and Partner channels
• Ability to translate DocuSign's overarching strategy into a clear and compelling vision and strategic direction for Sales Partner Strategy and Insights
• Ability to consistently and successfully lead and oversee execution across larger teams and more complex deliverables to achieve or exceed the area strategy
• Ability to communicate in a manner that aligns larger teams and larger groups of partners and stakeholders on strategic, often highly complex initiatives
• Demonstrated track record of leading teams and delivering cross-functional initiatives that balance strategic priorities with hands-on execution and deliver measurable business outcomes
• Ability to influence senior leaders and drive strategic alignment through data-driven storytelling — connecting analytics to business strategy and execution across functions and regions
• Familiarity with GTM forecasting platforms and data automation tools (e.g., Clari, Gong, Snowflake, or similar)

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: $177,900.00 - $287,425.00 base salary

Illinois, Colorado, Massachusetts and Minnesota: $170,900.00 - $241,400.00 base salary

Washington, Maryland, New Jersey and New York (including NYC metro area): $170,900.00 - $251,325.00 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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