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Docusign · 2 days ago

Sr. Director, Sales & Partner Strategy and Insights

US-WA-Seattle

Full-time

Hybrid

Director/Executive

$178K/yr - $287K/yr

15+ years exp

Docusign is a leader in e-signature and contract lifecycle management solutions, serving over 1.5 million customers worldwide. They are seeking a Strategy and Insights Lead to drive data-driven decision-making and operational excellence across their Sales and Partner organizations, optimizing performance across the entire Go-To-Market funnel.

Business Process Automation (BPA)Cloud ManagementComputerE-SignatureInformation TechnologySaaSSoftware

No H1B

Responsibilities

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

Qualification

GTM StrategySales OperationsRevenue OperationsData AnalyticsSalesforceTableauData VisualizationExecutive CommunicationAnalytical SkillsLeadershipCross-functional Collaboration

Required

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)

Benefits

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).

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