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 Senior Analyst in Sales Development Strategy & Operations, you will turn Sales Development funnel and productivity data into actionable insights that improve pipeline generation, conversion, and efficiency across Sales Development motions (inbound, outbound, and partner). You will own visibility into Sales Development performance from routed lead to pipeline and closed-won, supporting Docusign’s Inbound and Outbound Sales Development teams. You will partner closely with Sales Development leadership, Sales, Growth Marketing, Partner teams, Finance, and Analytics to inform strategic decisions, optimize go-to-market investments, and improve how we measure impact. This role blends analytics, strategy, and execution, with exposure to executive-level decision-making.

This position is an individual contributor role reporting to the Director, Strategy & Operations - Sales Development.

Responsibility

• Monitor and analyze performance across the lead-to-SQO-to-pipeline funnel (volume, conversion, quality) for inbound and outbound motions (i.e., identifying key drivers of change and surfacing actionable recommendations to improve pipeline and closed-won outcomes)

• Build standardized views of performance across segments, roles, motions (outbound, inbound, partner), and geographies so leaders can quickly see what is working and what is at risk

• Use SQL (e.g., Snowflake) and Salesforce data to build and refine datasets that power Sales Development reporting and analysis, including lead routing, contact engagement and pipeline reporting

• Ensure data accuracy and consistency, proactively identifying gaps, anomalies, and opportunities to improve measurement for all motions

• Analyze Sales Development productivity, via Sales Development-sourced pipeline, and attribution to evaluate performance and inform investment decisions across inbound, outbound, and partner motions

• Partner with stakeholders to improve how we measure and optimize ROI across channels, sequences, and incentive structures

• Deliver insights and reporting for QBRs, weekly business reviews, pipeline councils, annual planning, and OKRs for Sales Development, with clear views by motion, region, and segment

• Contribute to pipeline forecasting, target setting, and performance narratives used by Sales Development and GTM leadership, including rep productivity, coverage ratios, and motion mix

• Collaborate with Sales Development leaders, Sales, Growth Marketing, Partner, Finance, and Analytics on high-priority initiatives, bringing structure to ambiguous problems and aligning teams around data-driven decisions

• Translate complex analyses into clear, concise stories and recommendations for senior audiences in Sales Development and broader GTM leadership forums (e.g., Quarterly Business Reviews)

• Own end-to-end delivery of moderately complex analyses and workstreams, including scoping, stakeholder alignment, and translating findings into clear recommendations and follow-up actions for inbound and outbound motions

• Balance short-term priorities with longer-term strategic projects that improve how Sales Development runs the business and how leaders consume insights

• Explore new technological approaches, specifically leveraging AI and agentic workflows, to improve reporting, diagnostics, experimentation, and narrative generation where possible

• Apply functional knowledge to deliver both routine and complex tasks independently, using AI as a tool to enhance speed, quality, and scalability of analytics, and recommend improvements to processes or tools based on experience and insights

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

• BA/BS degree in a business, analytics, or quantitative field (e.g., Economics, Business, Statistics, Engineering, Data Science)

• 5+ years of experience in Business Intelligence, Sales Development Operations, Sales Operations, Partner Operations, or Marketing Analytics roles, with direct exposure to inbound and outbound Sales Development / Sales teams and motions

• Experience with SQL, with knowledge of relational databases and data warehouses (e.g., Snowflake)

• Experience managing and analyzing large datasets to support funnel, attribution, and pipeline reporting and diagnostics

• Experience translating data into clear, actionable recommendations for non-technical stakeholders

Preferred

• Experience in a SaaS company or high-growth B2B environment working with Sales Development and Sales organizations, ideally including partner or channel motions

• Experience with AI, Tableau, Power BI, or similar analytics and visualization tools

• Experience working with senior leaders and presenting insights in QBRs or executive forums

• Comfort working in fast-paced environments with changing priorities and incomplete information, with a high degree of intellectual curiosity and ownership

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 

Canada: CAD $X/hour - CAD $X/hour or CAD $X - CAD $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

Work Authorization Notice: Please note that we do not provide visa sponsorship or immigration support for this position. Applicants must already be authorized to work in the United States on a full-time, permanent basis without the need for current or future sponsorship.

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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