GTM Process Strategy Manager

Location: San Francisco, California

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 business processes and simplify lives through intelligent agreement management. As the #1 company in e-signature and contract lifecycle management (CLM), Docusign unleashes business-critical data trapped in documents, connecting it to systems of record to save time, money, and opportunity. Join our innovative culture where trust, equality, and world-changing impact define our work. As the GTM Process Strategy Manager in Business/Sales Operations & Strategy, your charter is to drive overall business growth with a focus on GTM Process and System excellence. You will develop, manage, and improve new and existing processes supporting DocuSign's broader GTM Strategy and Operations. Owning strategic improvement initiatives, you will partner with cross-functional teams including Sales, IT, Enablement, Revenue Operations, Product, and Compensation. This individual contributor role reports to the Director, GTM Process Strategy & Operations, and thrives in our hybrid work model (minimum 2 days/week in-office). Key responsibilities include identifying innovative process enhancements, serving as GTM process SME, managing change impacts, documenting flows and playbooks, analyzing Salesforce architecture, defining requirements for technical solutions, mitigating risks, reporting progress to leadership, and facilitating alignment on initiatives. You will play a pivotal role in annual planning to ensure seamless launches that power e-signature adoption and intelligent agreement management at scale. What you bring: BS/BA or equivalent, 8+ years in GTM Strategy/Operations or consulting, deep GTM systems experience, and the ability to influence from ICs to executives in high-growth SaaS settings. Preferred: Sales Ops with leadership exposure. Excel in ambiguity, articulate visions, and execute with curiosity and confidence. This role offers competitive pay (CA: $126,900-$197,800 base, plus bonus/RSUs), global benefits, and a chance to build trust in a diverse, inclusive environment. Docusign is an Equal Opportunity Employer; no visa sponsorship.

Key Responsibilities

• Identify and drive innovative process improvements across GTM functions, collaborating with Sales, IT, Enablement, Revenue Operations, Product, and Compensation teams
• Represent GTM Processes in Annual Operational Planning, delivering process expertise, documentation, and successful project launches
• Serve as subject matter expert (SME) on standard GTM processes, acting as escalation point for issues and decision-making
• Manage stakeholders to assess and mitigate downstream impacts of process or system changes
• Create and maintain key documentation including process flows, playbooks, and RACIs, prioritizing operational efficiency, user experience, and effectiveness
• Analyze GTM process architecture in systems like Salesforce, evaluating user impacts from technical builds
• Recommend clear business requirements and user stories for developers to resolve operational inefficiencies, managing stakeholder communications
• Identify, catalog, and resolve project risks with mitigation plans, owning execution to resolution
• Provide leadership with regular project status updates, feedback, and reporting on key initiatives
• Facilitate decision-making and alignment on process initiatives to support DocuSign's intelligent agreement management growth
• Drive strategic improvements that accelerate e-signature adoption and GTM excellence in a high-growth SaaS environment

Required Qualifications

• BS/BA degree or equivalent relevant work experience
• 8+ years of experience in GTM Strategy and Operations, Consulting, or equivalent roles
• Proven experience with GTM Processes, Systems, and Tools including Salesforce
• Demonstrated ability to interact with and influence all levels from individual contributors to executives
• Strong understanding of SaaS business models and go-to-market principles in high-growth environments
• Track record of articulating vision, executing complex projects, and driving consensus in ambiguous situations
• Comfortable thriving in fast-paced, innovative environments with high intellectual curiosity and self-confidence

Preferred Qualifications

• Sales Strategy Operations experience working closely with Sales Leadership
• Prior exposure to e-signature, CLM, or intelligent agreement management platforms
• Experience in cross-functional process optimization within tech/SaaS companies
• Familiarity with Annual Operational Planning in scaling GTM organizations
• Expertise in creating process documentation like flows, playbooks, and RACIs

Required Skills

• GTM process design and optimization
• Salesforce architecture and configuration
• Cross-functional stakeholder management
• Strategic project execution and delivery
• Business requirements and user story creation
• Risk identification and mitigation planning
• Process documentation (flows, playbooks, RACIs)
• SaaS go-to-market strategy
• E-signature and CLM process expertise
• Structured thinking in ambiguous environments
• Executive communication and influence
• Consensus building across teams
• Analytical problem-solving
• Fast-paced adaptability
• Intellectual curiosity and innovation mindset
• Data-driven decision making

Benefits

• Competitive base salary with bonus eligibility based on company performance
• Restricted Stock Units (RSUs) as part of total compensation
• 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 from day one
• Retirement Plans with potential employer contributions
• Learning and Development opportunities including coaching, online courses, and education reimbursements
• Compassionate Care Leave for life-changing events

DocuSign is an Equal Opportunity Employer.