Director, SDR

Location: Dublin, Ireland

Department: Global Sales Development

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 of documents. Using Docusign’s Intelligent Agreement Management platform—the #1 in e-signature and contract lifecycle management (CLM)—companies can create, commit, and manage agreements seamlessly. The Director, SDR (EMEA) will lead and motivate a large team of 40 Sales Development Representatives and 4 managers to exceed opportunity generation quotas and pipeline requirements, fueling DocuSign's growth in the EMEA region. Reporting to the EMEA AVP, Sales Development, this highly motivated, organized, and data-oriented leader will provide vision and strategy for the organization, ensuring best-in-class execution of sales development programs. You will measure, monitor, and hold teams accountable for activities and results, leading by example while developing strategies to enhance prospecting effectiveness for e-signature and CLM solutions. Increase efficiencies, optimize processes, and build a collaborative team that delivers qualified leads to Account Executives in a fast-paced, innovative culture. Key responsibilities include acting as the liaison with Sales, Marketing, and Sales Ops leaders; forecasting accurately within 5%; setting prospecting strategy; resolving issues decisively; managing resourcing and expenses; leading complex initiatives; fostering career development; managing remote teams; driving diversity and inclusion; implementing policies; leveraging demand gen; hiring and onboarding; coaching consistently; and analyzing Salesforce data to anticipate challenges. This hybrid role requires a minimum of 2 days per week in-office, embracing DocuSign's commitment to trust, equality, and making the world more agreeable. At DocuSign, we are committed to building trust and ensuring every team member has equal opportunity to succeed. Join us to feel deep pride in your contributions to intelligent agreement management innovation, supported by competitive benefits, professional growth, and a culture that values bold ideas and global impact.

Key Responsibilities

• Lead and motivate a team of 40 Sales Development Representatives and 4 managers across EMEA to exceed opportunity generation quotas and pipeline requirements for DocuSign's Intelligent Agreement Management platform
• Set the vision and prospecting strategy for the SDR organization, ensuring best-in-class execution of sales development programs focused on e-signature and CLM solutions
• Act as the primary liaison for the SDR organization with senior leaders in Sales, Marketing, and Sales Operations to align on pipeline goals and demand generation activities
• Forecast pipeline accurately within 5%, manage Salesforce lead queues, reporting, and data analysis to anticipate and resolve issues proactively
• Hire, onboard, and drive structured coaching for SDRs and managers, fostering career progression and a positive, inclusive team culture
• Develop organizational strategy, improve prospecting effectiveness, and increase departmental efficiencies through innovative processes and GenAI tools
• Make planning, resourcing, and expense priority decisions; lead change management and multiple complex, organization-wide initiatives
• Build collaborative cross-functional virtual teams, resolve issues decisively, and leverage demand generation to meet regional pipeline targets
• Monitor team activities and results, holding managers and reps accountable while leading by example in a hybrid work environment
• Champion diversity and inclusion efforts, implement organizational policies, and manage remote teams across EMEA time zones

Required Qualifications

• 7+ years of experience managing large sales or sales development teams, with proven success managing both reps and managers in organizations of 30+ people
• 3+ years of experience managing managers in a fast-paced B2B SaaS environment
• BA/BS degree from an accredited college or university
• Demonstrated ability to lead high-performing teams to exceed opportunity generation and pipeline quotas
• Experience forecasting sales pipelines accurately within 5% in a high-growth tech company
• Proven track record of building and leading diverse, remote teams across EMEA regions
• Strong proficiency in Salesforce.com for lead management, reporting, and data analysis
• Experience hiring, onboarding, and developing large SDR teams (40+ reps)

Preferred Qualifications

• Strong sales development and/or sales closing experience in e-signature or agreement management solutions
• Proven experience leveraging Generative AI (GenAI) tools to drive efficiency in sales development
• Deep understanding of modern prospecting techniques and lead qualification methodologies (e.g., MEDDPICC, BANT)
• Experience implementing and optimizing sales development tech stacks (Outreach, Chorus, ZoomInfo, etc.)
• Track record of launching new teams, processes, or locations in a high-growth SaaS company
• Experience developing business, sales, and vertical market plans in B2B technology

Required Skills

• Data analysis and trend identification for data-driven decision-making
• Modern prospecting techniques and lead qualification (MEDDPICC, BANT)
• Salesforce.com proficiency for CRM, lead queues, and reporting
• Sales development tech stack optimization (Outreach, Chorus, ZoomInfo)
• Generative AI tools for sales efficiency and strategic insights
• Strategic planning and business development in B2B SaaS
• Cross-functional collaboration and senior stakeholder management
• Remote team leadership and change management
• Pipeline forecasting and quota attainment
• Structured coaching and talent development
• PowerPoint, Excel, and Google Suite proficiency
• Strong interpersonal, communication, and networking skills
• Self-motivation, organization, and resourcefulness
• Comfort with innovation, experimentation, and high-growth environments
• Diversity, equity, and inclusion leadership
• Expense management and resourcing decisions

Benefits

• Competitive base salary and uncapped commission structure with top-tier sales incentives
• Comprehensive health, dental, and vision insurance with global coverage options
• 401(k) matching and international pension plans for long-term financial security
• Unlimited PTO and flexible hybrid work model (minimum 2 days/week in-office)
• Professional development stipend, leadership training, and career growth opportunities
• DocuSign stock options and employee stock purchase program
• Wellness programs including mental health support and fitness reimbursements
• Parental leave, family planning benefits, and employee assistance programs
• Volunteer time off and community impact initiatives aligned with DocuSign's mission

DocuSign is an Equal Opportunity Employer.