Director, Sales & Partner Strategy and Insights

Location: San Francisco, California; Chicago, Illinois; Seattle, Washington

Department: Business/Sales Operations & Strategy

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 the process of doing business and simplify people’s lives. With intelligent agreement management, Docusign unleashes business-critical data trapped inside documents, connecting it to systems of record to save time, money, and opportunity. As the #1 company in e-signature and contract lifecycle management (CLM), we’re seeking a Director, Sales & Partner Strategy and Insights to drive data-driven decision-making and operational excellence across our global Sales and Partner organizations. Reporting to the Vice President, Sales and Partnerships Strategy & Operations, this people manager role partners with Sales, Partner, and Revenue leaders to translate DocuSign's overarching strategy into execution. You’ll optimize the entire GTM funnel—from Marketing to Sales to Post-Sales—leveraging deep analytics, process rigor, and cross-functional collaboration to fuel growth in our e-signature and CLM platforms. As the connective tissue between GTM, RevOps, Finance, and Data teams, you’ll ensure cohesive planning, performance tracking, and execution across regions, thriving in our fast-scaling, innovation-driven culture. The ideal candidate combines GTM expertise with strong visualization skills and the ability to influence executives through insight-driven storytelling. You’ll own KPI monitoring, build scalable dashboards in Salesforce and Tableau, coordinate global operations, and champion data quality to drive measurable outcomes. This hybrid role (minimum 2 days/week in-office) is for a strategic operator passionate about powering DocuSign’s mission to transform agreements into intelligent business assets.

Key Responsibilities

• Own the end-to-end GTM funnel (Marketing → Sales → Post-Sales), tracking performance and driving optimization across pipeline generation, conversion, and retention for DocuSign's intelligent agreement management solutions
• Define and monitor key GTM KPIs, translating complex trends into actionable recommendations for Sales, Partner, and Revenue leadership
• Deliver proactive performance analytics to support CRO decision-making and seamless regional execution in e-signature and CLM growth
• Act as a trusted advisor to Sales and Partner leaders, providing data-driven insights for strategy, territory planning, and investment in global partner ecosystems
• Partner with Finance, RevOps, and Data teams to align GTM analytics with DocuSign's business priorities, ensuring consistent forecasting and reporting
• Develop executive-ready presentations and dashboards in Salesforce and Tableau that communicate performance drivers and business impact
• Serve as the global coordination hub for regional Sales & Partner Operations, driving consistent execution of strategic initiatives and planning cycles
• Drive cross-functional alignment between GTM, RevOps, Finance, Data, and Enablement to foster a data-driven culture and shared accountability
• Support CRO and leadership in key cadences like QBRs, OKRs, and forecasting calls, owning standardization and cross-regional alignment
• Champion continuous improvement in GTM data quality, reporting standards, and operational workflows to accelerate DocuSign's innovation in agreement management

Required Qualifications

• 15+ years of related experience with a Bachelor’s degree; or 12+ years with a Master’s degree; or PhD with 8+ years; or equivalent practical experience
• Bachelor’s degree in Business, Economics, Finance, Data Analytics, or a related field
• 7+ years in GTM Strategy, Sales Operations, Revenue Operations, or Business Analytics in a high-growth SaaS or technology environment
• Experience in a management role focused on Sales Partner Strategy and Insights
• Proven experience leading teams of 5+ individuals, including direct and indirect reports
• Hands-on expertise with Salesforce, Tableau, and data visualization best practices to create executive-ready dashboards and actionable insights
• Experience with global or multi-region GTM operations supporting direct Sales and Partner channels

Preferred Qualifications

• MBA or advanced degree
• Familiarity with GTM forecasting platforms and data automation tools (e.g., Clari, Gong, Snowflake)
• Demonstrated track record influencing senior leaders through data-driven storytelling across functions and regions
• Experience in e-signature, contract lifecycle management (CLM), or intelligent agreement management platforms
• Advanced analytical, operational, and leadership skills in fast-scaling SaaS environments

Required Skills

• Advanced data analytics and visualization (Salesforce, Tableau)
• GTM strategy and Sales/Revenue Operations expertise
• Leadership of cross-functional teams (5+ reports)
• Data-driven storytelling and executive influence
• Global multi-region operations management
• Salesforce dashboard development and integration
• Partner ecosystem strategy and insights
• Forecasting and KPI monitoring
• Cross-functional collaboration (Finance, RevOps, Data)
• Process optimization (e.g., MEDDPICC methodologies)
• Strategic planning and execution
• Stakeholder alignment and communication
• Analytical problem-solving for complex issues
• GTM tools (Clari, Gong, Snowflake familiarity)
• eSignature and CLM domain knowledge

Benefits

• Competitive base salary with location-specific ranges (e.g., California: $177,900 - $287,425)
• Variable incentive pay or company bonus plan based on performance
• Restricted Stock Units (RSUs) eligibility
• Paid Time Off including earned time off and company holidays
• Paid Parental Leave up to six months for birth, adoption, or foster care
• Comprehensive health benefits plans with 100% employer-paid options
• Global benefits tailored to region, supporting work-life balance and innovation culture
• Hybrid work model with minimum 2 days in-office per week

DocuSign is an Equal Opportunity Employer.