Senior Manager, GTM Operations

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).

This role owns the Quota Design, Strategy and Operations for Docusign's GTM organization, ensuring alignment to company financial objectives and GTM design. The GTM Strategy & Operations Senior Manager is a detailed, adaptable problem-solver responsible for developing, maintaining and actioning Quotas for GTM teams including Sales and Customer Success, Specialists, Solution Consultants, Partners, xDRs globally. A successful individual in this role thinks critically, logically, and creatively to increase automation, resolve issues and to develop proactive processes to clear future roadblocks and deliver quotas to the field in a timely manner.

This position is a people manager role reporting to the Sr. Director, GTM Operations.

Responsibility

• Drive continuous improvement in quota accuracy, including improving correlation between quotas and territory potential (e.g., attainment distribution health, % of reps in target band)

• Improve time-to-quota (cycle time from planning start to field delivery) materially through process and tooling enhancements

• Partner with Finance and Sales Strategy to ensure quota plans support company revenue, growth, and productivity targets, including defining success metrics and tracking performance against plans

• Own the end-to-end quota planning lifecycle, including timeline orchestration, cross-functional coordination, and field delivery

• Develop and maintain capacity models that translate company revenue targets into headcount, productivity, and quota requirements

• Build planning analytics frameworks to support GTM workforce planning, coverage modeling, and territory design

• Partner with Finance and Sales Strategy to model rep productivity, ramp assumptions, attrition, and pipeline coverage

• Deliver insights on quota attainment distributions, coverage ratios, and organizational capacity to inform leadership planning decisions

• Identify opportunities to improve quota accuracy, productivity forecasting, and sales capacity planning

• Drive automation and simplification across the quota planning, modeling, and deployment processes

• Improve data quality, reporting infrastructure, and planning tooling leveraging platforms such as Salesforce and Snowflake

• Build scalable processes that reduce operational risk and enable repeatable quota cycles

• Establish governance and documentation for quota policies (e.g., renewals, new hires & promotions, coverage changes, leaves), ensuring consistency, transparency, and auditability

• Drive alignment across GTM leadership, Finance, Strategy, and Compensation on quota methodologies and planning assumptions

• Present quota strategies, tradeoffs, and scenario analyses to VP+ GTM and Finance leadership, influencing annual and inyear decisions

• Deliver clear communication and enablement to field leadership on quota methodology and planning frameworks

• Own the governance and escalation framework for quota decisions, managing only Tier1 strategic escalations while empowering your team to handle operational inquiries

• Lead increasingly complex cross-functional initiatives that impact GTM planning and operational strategy

• Lead, mentor, and develop a high-performing GTM operations team

• Establish a strong team culture aligned with Docusign's values of Trust, Customer Focus, Simplicity, and Innovation

• Set clear goals, prioritize workstreams, and ensure consistent delivery of high-impact outcomes

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 Operations, Revenue Operations, Strategy, Finance, or Consulting

• Experience managing quota planning, sales capacity models, or revenue planning frameworks

• 5+ years of people management experience

• Bachelor's degree in Business, Economics, Finance, or a related field

Preferred

• Strong understanding of GTM planning processes including quota allocation, capacity modeling, and territory design

• Experience building analytical models for workforce planning, productivity forecasting, and coverage modeling

• Proficiency with Salesforce, Snowflake, and advanced analytics tools

• Demonstrated ability to drive automation, standardization, and process improvements

• Strong analytical and problem-solving skills with high intellectual curiosity

• Ability to operate effectively in fast-paced environments with ambiguity

• Strong communication and stakeholder management skills across all organizational levels

• Customer-centric mindset with a collaborative approach to cross-functional partnerships

• Knowledge of SaaS GTM models and revenue operations best practices

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: $140,000.00 - $225,075.00 base salary

Illinois, Colorado, Massachusetts and Minnesota: $133,800.00 - $189,000.00 base salary

Washington, Maryland, New Jersey and New York (including NYC metro area): $133,800.00 - $197,750.00 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

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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