Senior Director, Quota and Territory 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 a strong problem solver, you will work on topics that range from high level sales strategies that are transformational to our business to the nuts and bolts of sales operations that make our global business operations efficient. You will do this through a combination of analytical insight, strong business acumen, ability to partner and influence Sales, Customer Success and Partner leaders as well as leaders in the cross functional roles that support sales such as Marketing, Finance, and HR.

 

Why consider this role? You enjoy being a driver of change in a business and seeing fast results. You work hard yet efficiently, and you find time to have fun with colleagues. You have aspirations to go places and you are motivated to help grow the company to 5B in annual revenue.

 

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

 

Responsibility

• Develop a clear vision for the Territory and Quota organization to drive best practices, quality and speed of execution across Sales, Customer Success and Partners Alliances

• Design an improved process strategy framework based on internal and external research and best practices

• Engage cross-functionally, in a matrixed organization including Sales, Marketing, Partner Success, Customer Success, Operations and Product

• Collaborate with Sales, Customer Success and Partner Alliances leadership to help drive the business from strategy to execution

• Identify key opportunities for business improvement through combination of analytics, qualitative insights, and good business sense

• Conceptualize and run with projects that help improve our GTM

• Lead global a team of talented, Strategy & Operations professionals

• Build team and culture across the globe

• Drive standardization, scale and business rigor

• Align closely with these teams to understand GTM needs and ensure timely and accurate territories and quotas, underpinned by accurate data

• Measure KPIs and establish a strong financial and operational foundation and cadence for measuring the business

• Use data to drive decisions and insights that inform and direct the business

• Drive alignment across regions and shared functions to drive and execute GTM in a globally consistent way, while taking into account regionally specific needs

• Gain alignment within a large cross-functional organization to deploy new strategies and motions that positively impact Docusign’s business

• Work well with senior management and other functional leaders to set the short- and long-range strategy and resource plans for Quota and Territory Operations

• Reinforce a collaborative culture by setting or reinforcing collaborative principles, processes, and practices across Quota and Territory Operations

• Identify and action new and novel analytics to expedite and advance Quota and Territory Operations

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

• BS/BA degree in Business Management, Operations, Accounting, or Finance
• 15+ years of experience working at a SaaS company
• 15+ years of experience in Customer Success and/or Management Consulting
• 10+ years leading operational teams within a Professional Service Organization
• Experience in Quota and Territory Operations

Preferred

• Experienc