Director, Engagement Management EMEA

Location: London, United Kingdom

Department: Customer Success, Consulting & Support

Work Mode: Hybrid

About the Role

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 business processes and simplify lives. With our Intelligent Agreement Management (IAM) platform, we unleash business-critical data trapped in documents, integrating e-signature and contract lifecycle management (CLM) as the #1 solutions provider. Join our innovative culture where trust, equality, and bold ideas drive us to make the world more agreeable. As Director, Engagement Management EMEA in Customer Success, Consulting & Support, you will lead a team of Engagement Managers to deliver exceptional services outcomes using the Docusign IAM platform. This people manager role reports to the Senior Director of Professional Services, EMEA, blending services sales quota responsibility, financial expertise, implementation experience, and cross-functional orchestration. Guide your team to deeply understand customer challenges and objectives, positioning e-signature, CLM, and IAM services to achieve transformative business results. Build scalable alignments with Sales, Customer Success, Partner/SI teams, and Operations, acting as a trusted advisor to negotiate joint goals and remove roadblocks. Key to success: Lead EMEA EMs to exceed quotas through pipeline management, accurate forecasting, and deal closure; collaborate on GTM strategies, SOW development, and customer journey support; and drive annual planning with Finance for territory quotas and org design. Excel in our hybrid model (minimum 2 days/week in-office) within our collaborative, innovative environment that values diverse perspectives and employee growth. Docusign is committed to equal opportunity, providing accommodations for disabilities or religious needs (contact accommodations@docusign.com). Experience the pride of contributing to a world-changing mission in a company that listens, innovates, and celebrates every team member's impact. #LI-Hybrid #LI-JM1

Key Responsibilities

• Lead and mentor Engagement Managers (EMs) across EMEA, ensuring team success in hitting and exceeding quotas
• Engage directly with Sales leadership to align on organization strategy, Go-To-Market plans, and executive customer alignments
• Guide Marketing, Pricing, Packaging, and Enablement teams on positioning Docusign Intelligent Agreement Management (IAM) services in sales cycles
• Collaborate with geo-based EM leaders to deploy consistent services sales playbooks, processes, and motions
• Manage and accurately forecast services pipeline and bookings for the EM team
• Partner closely with Sales, Customer Success (CS), and Partner/SI teams to recommend best practices and position optimal services
• Support Customer Success Managers (CSMs) throughout the customer journey to drive adoption, expansion, and services sales
• Ensure EMs develop risk-controlled SOWs with clear scope boundaries, appropriate margins, and financial reviews
• Position the value of Docusign e-signature and IAM services, negotiate, and close profitable engagements in new and existing accounts
• Participate in annual planning, working with Finance and Operations to set quotas, territory assignments, and org structure
• Act as a trusted advisor, building scalable cross-functional alignments with Sales, CS, Partners, and Operations globally

Required Qualifications

• Bachelor’s Degree or equivalent
• 12+ years of professional services and implementation experience delivering application and cloud-based technology solutions
• 6+ years of experience in leadership positions building and running high-performing teams, including in a Services selling role or equivalent
• Proven track record of attaining and exceeding overall Professional Services organization targets
• Experience leading services sales in a SaaS environment, particularly with e-signature and agreement management platforms
• Strong understanding of services operations, contracting, financials, and Statements of Work (SOW) development
• Demonstrated ability to sell services to both commercial and enterprise organizations, navigating segment-specific complexities

Preferred Qualifications

• Excellent team building skills with experience mentoring global teams
• Superior relationship-building, cross-organizational partnering, and influence/negotiation expertise
• Solid experience in services sales within a SaaS company, collaborating with license sales teams
• High acumen in Services operations, financials, and working with global cross-functional teams
• Additional expertise in industry verticals such as High Tech, Healthcare, Financial Services, or internal IT Systems and Operations

Required Skills

• Services sales quota attainment and pipeline management
• Financial acumen in services contracting, margins, and discounting
• Leadership and mentorship of high-performing teams
• Cross-functional collaboration with Sales, CS, and Partner ecosystems
• SOW development and scope/risk management
• Strategic Go-To-Market planning and playbook deployment
• Customer needs analysis for e-signature and IAM platform outcomes
• Negotiation and influence without authority
• Accurate forecasting and territory orchestration
• Global team management and alignment
• Excellent verbal, written, and presentation communication
• Relationship-building and executive stakeholder engagement
• SaaS services positioning alongside license sales
• Industry vertical knowledge (High Tech, Healthcare, Financial Services)
• Data-driven decision making for services operations

Benefits

• Competitive base salary, uncapped commissions, and performance-based incentives
• Comprehensive health, dental, and vision insurance with global coverage options
• Generous PTO policy including unlimited vacation in eligible regions and paid family leave
• 401(k) matching or equivalent pension contributions with immediate vesting
• Stock purchase plan and employee stock options to share in DocuSign's growth
• Professional development stipend for training, certifications, and conferences
• Hybrid work model with flexibility and wellness programs including mental health support
• Volunteer time off and corporate social responsibility initiatives
• On-site fitness centers, catered meals, and ergonomic home office reimbursements at select locations

DocuSign is an Equal Opportunity Employer.