Vice President, Sales and Partnerships Strategy & Operations

Company Overview

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).

What you'll do

As the Vice President of Sales and Partnerships Strategy & Operations you'll work closely with our Chief Revenue Officer, GVP of Partners, and GTM executive leadership to define, optimize, and execute a cohesive global sales and partner strategy. You will lead the transformation and scaling of our sales and partnership organization as we expand globally, delivering data-driven insights and actionable recommendations to achieve revenue goals.

 

This position is a people manager role reporting to the GVP, GTM Strategy & Operations.

 

Responsibility

• Lead and develop a team of sales and partnerships strategy professionals who collaborate directly with global and regional GTM leaders to drive growth and optimize performance

• Develop and optimize global sales and partner strategies, collaborating with the CRO and GVP of Partners

• Play a critical role in expanding our global reach by developing and executing strategies to leverage and grow our partner ecosystem, defining joint GTM motions, and ensuring alignment between direct sales and partner channels

• Deliver predictable sales intelligence through robust regional forecasting and ensure seamless integration of partner-sourced and influenced pipelines

• Establish consistent forecasting processes to provide accurate visibility into pipeline, close rates, and future revenue projections; and identify risks and opportunities

• Define and track key performance indicators for sales and partner effectiveness

• Provide deep, data-driven insights and recommendations to sales and partnerships leadership on pipeline strength, rep productivity, participation, etc. guiding strategic decisions and optimizing performance

• Design, implement, and refine end-to-end sales processes (e.g., lead routing, deal review stages) to drive efficiency; standardize sales methodologies and ensure adoption; drive the transformation and scaling of the sales organization, enhancing visibility

• Manage and mentor a team of GTM strategy professionals supporting regional GTM leaders on market analysis, competitive positioning, and local strategy tailoring

• Collaborate with partner operations to ensure sales processes complement and integrate with partner engagement workflows

• Collaborate with Finance on financial planning and pricing

• Provide market feedback to Product and Pricing

• Coordinate with Customer Success and Marketing

• Align with Legal and RevOps on revenue cycle data processes and friction reduction

• Partner with the GTM Enablement Leader to mature training and tools

Job Designation

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.

What you bring

Basic

• 15+ years of progressive Sales and Partners Strategy Operations leadership experience, or experience with demonstrated success in , sales, partnerships or other go-to-market leadership positions with a deep understanding of Go-To-Market and execution model
• 10+ years of experience in SaaS and/or Enterprise sales
• 5+ years of diversified leadership, planning, communication, organization and people motivation skills. or equivalent experience
• Bachelor's degree or equivalent

Preferred

• Deep understanding of the SaaS business model, customer dynamics, and market trends
• Demonstrated ability to make sound financial judgments and strategically allocate resources to achieve business objectives
• Expert