Director, Pipeline Programs

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

Docusign is seeking a visionary and results-driven leader for our Sales Programs team. This pivotal role will build and expand the strategic programs that empower our sales force to break into and expand within all accounts, driving significant growth for Docusign. You'll leverage a deep understanding of effective sales tactics and strategies, translating them into scalable, high-impact programs. This role demands a blend of strategic foresight, operational excellence, and inspirational leadership.

 

The Sales Programs team is the engine that brings horizontal and vertical solutions to our customers, helping them realize the profound value of the Docusign platform. As the leader, you'll empower this team to design, launch, measure, and optimize sophisticated sales programs by collaborating seamlessly with cross-functional leaders across our entire Go-To-Market (GTM) organization. Our mission is clear: drive adoption and accelerate revenue.

 

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

 

Responsibility

• Establish the overarching vision and roadmap for sales programs, ensuring alignment with global GTM objectives and revenue targets across all segments. You'll be instrumental in building out and scaling this critical capability within Docusign

• Recruit, coach, and inspire a team of top-tier Sales Program Managers, fostering a culture of innovation, accountability, and continuous improvement. This includes providing regular feedback, fostering professional growth, and building a strong, collaborative team environment

• Oversee the end-to-end lifecycle of sales programs, from ideation and strategic planning to detailed operationalization and flawless field execution

• Act as a trusted advisor and strategic partner to Sales leaders, while orchestrating deep cross-functional collaboration with key stakeholders across GTM Sales, Enablement, Marketing, Customer Success, Analytics, Partners, and other relevant teams. You'll ensure seamless handoffs and integrated campaigns

• Implement robust measurement frameworks to analyze program effectiveness, draw actionable insights from complex data sets, and continuously optimize programs for maximum revenue generation across all account types

• Play a significant role in shaping the Docusign GTM motion by identifying emerging opportunities and influencing strategic decisions based on program insights

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

• 12+ years of experience in a Sales Strategy & Operations role

• 5+ years of experience managing and developing high-performing teams in Sales Programs, Sales Strategy, or Sales Operations

• Experience in developing effective sales strategies (prospecting, expansion, retention) across various account sizes, with a demonstrated ability to translate strategic vision into actionable, revenue-producing programs

• Experience with designing, launching, and scaling complex sales programs

• Experience with CRM systems (Salesforce.com)

• BA/BS degree or equivalent work experience

Preferred

• Demonstrated ability to inspire, coach, and motivate teams to achieve aggressive goals

• Exceptional ability to build consensus, influence, and drive results across diverse stakeholder groups including Sales, Sales Strategy, Enablement, Marketing, Customer Success, Analytics, an