GTM Strategy & Operations Manager

Location: Sao Paulo, Brazil

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 of documents. 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). We are seeking a highly talented and analytical GTM Strategy & Operations Manager to drive data-driven decision-making and operational excellence across our Enterprise Sales organization in LATAM, while supporting strategic alignment across the broader cross-functional Go-To-Market (GTM) ecosystem. In close partnership with Sales, Partner, Customer Success, and Revenue leaders, this individual contributor role, reporting to the Sales Strategy & Operations Director, will own critical analyses, reporting infrastructure, and strategic insights that shape the next level of our Enterprise GTM strategy and performance. The ideal candidate brings solid business acumen, deep knowledge of Enterprise GTM motions, and strong analytical capabilities. They excel at working with large and complex datasets—leveraging tools like SQL, Python, Salesforce, Tableau, and Snowflake—to uncover trends, surface insights, and deliver clear, executive-ready recommendations that optimize e-signature adoption and CLM efficiency. As a self-starter thriving in ambiguity, you will proactively identify opportunities to automate, streamline, and scale processes, supporting annual planning (e.g., customer segmentation, quota setting), day-to-day operations (forecasting, pipeline analysis, QBRs), and high-impact ad-hoc projects like sales incentive design and KPI dashboards. At Docusign, our innovation culture empowers you to solve complex problems with data, foster cross-functional collaboration, and contribute to making the world more agreeable. This hybrid role requires access to an office location a minimum of 2 days per week. Join us to advise senior leaders on growing LATAM Enterprise Sales through intentional, data-driven decisions that accelerate our leadership in intelligent agreement management.

Key Responsibilities

• Advise senior sales leaders on business growth and optimization through data-driven, actionable recommendations aligned with long-term strategic priorities
• Establish and maintain strong cross-functional relationships with Sales, Partner, Customer Success, and Revenue teams across LATAM GTM ecosystem
• Track key business drivers, trends, and operating metrics to provide insights and recommendations for forecasting and daily decision-making
• Support annual planning processes with data-driven recommendations on customer segmentation, headcount, financial and territory planning, and quota setting
• Drive day-to-day operations including forecasting, pipeline analysis, and Quarterly Business Reviews (QBRs)
• Lead ad-hoc projects with regional or global impact, such as GTM motion changes, process improvements, sales incentive design, and forecast modeling
• Develop and maintain reporting infrastructure and dashboards for KPI monitoring using tools like Tableau and Snowflake
• Uncover trends from complex datasets to deliver executive-ready insights on DocuSign's Intelligent Agreement Management platform performance
• Proactively identify opportunities to automate, streamline, and scale GTM processes in the LATAM Enterprise Sales organization
• Collaborate on strategic initiatives leveraging e-signature and CLM solutions to accelerate customer agreement processes

Required Qualifications

• 8+ years of relevant experience translating complex data into actionable insights and partnering with senior stakeholders
• Experience in Strategy & Operations roles at management consulting firms, investment banks, technology companies, or comparable environments
• Proficiency in English (written and verbal)
• Intermediate proficiency in Spanish
• Strong proficiency in Excel and PowerPoint for data analysis and executive presentations
• Demonstrated experience supporting sales operations, forecasting, and GTM strategies in enterprise environments
• Proven track record of working with large datasets to drive business decisions

Preferred Qualifications

• Proficiency in Spanish
• Previous SaaS industry experience, ideally in e-signature or intelligent agreement management
• Experience with Salesforce, Tableau, and Snowflake
• Previous experience with SQL queries and Python
• Familiarity with data analysis and visualization tools such as Google Analytics, Looker, or Power BI

Required Skills

• Data analysis and visualization
• SQL queries
• Python scripting
• Excel advanced functions and modeling
• PowerPoint for executive presentations
• Salesforce CRM proficiency
• Tableau dashboard development
• Snowflake data warehousing
• Business acumen in SaaS GTM strategies
• Problem structuring and complex data navigation
• Time management and prioritization
• Adaptability to ambiguity and fast-paced change
• Excellent written and verbal communication
• Attention to detail and accuracy
• Cross-functional stakeholder management
• Forecasting and pipeline analysis
• Customer segmentation and territory planning
• Process automation and optimization

Benefits

• Comprehensive health, dental, and vision insurance plans
• 401(k) retirement savings plan with company match
• Unlimited PTO policy to support work-life balance
• Professional development stipend for courses, certifications, and conferences
• Stock purchase plan and employee stock purchase program
• Hybrid work model with flexible in-office expectations (minimum 2 days/week)
• Wellness programs including mental health support and fitness reimbursements
• Parental leave and family planning benefits
• Volunteer time off and community impact programs

DocuSign is an Equal Opportunity Employer.