Industry Lead - ANZ Financial Services

Location: Sydney, Australia

Department: Sales & Partnerships

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 Intelligent Agreement Management, DocuSign unleashes business-critical data trapped in documents, integrating it with systems of record to save time, money, and opportunity. As the #1 company in e-signature and contract lifecycle management (CLM), we're transforming how organizations in ANZ Financial Services manage agreements amid digital transformation. The Industry Lead - ANZ Financial Services will create, articulate, and evolve the DocuSign Agreement Cloud strategy cross-functionally within the ANZ FS marketplace. This individual contributor role, reporting to the AVP Sales, engages in solution-oriented discussions to inform, prioritize, and support sales pursuits. You will own GTM strategy delivery, collaborating with Marketing on refined messaging, thought leadership content, product roadmap alignment with industry needs, and enabling field teams to seize Agreement Cloud growth opportunities in banking, insurance, and superannuation sectors. Key responsibilities include strategic analysis (TAM, use cases, competitive differentiation), serving as SME for top customers, catalyzing IAM vision in sales cycles, developing FS-specific sales plays and demos, and interfacing with Product/Enablement teams. Represent DocuSign at industry events as a thought leader promoting e-signature innovation, while driving cross-functional adoption and execution in our hybrid model (minimum 2 days/week in-office). Bring 15+ years FS experience, strategic sales acumen, and passion for IAM to thrive in DocuSign's innovative culture. We're committed to trust, equality, and impact—join us to make the world more agreeable.

Key Responsibilities

• Create, articulate, and evolve DocuSign Agreement Cloud strategy cross-functionally for ANZ Financial Services marketplace
• Own delivery of Go-To-Market (GTM) strategy for ANZ FS, including TAM analysis, use case segmentation, competitive differentiation, and execution via extended teams
• Serve as subject matter expert and advocate for strategic ANZ FS customers, catalyzing Intelligent Agreement Management (IAM) vision in sales cycles
• Collaborate with Marketing on thought leadership content, GTM messaging, sales enablement, and customer engagement aligned to Agreement Cloud narratives
• Develop tangible sales plays, product demonstrations, and solution blueprints tailored to ANZ FS vertical
• Liaise between FS executives and internal DocuSign teams to drive cross-functional adoption growth and roadmap alignment
• Support industry events as thought leader through keynotes, panels, demos, and networking to promote e-signature and IAM innovation
• Partner with Enablement and Product teams to refine training programs and define Agreement Cloud requirements for ANZ FS needs
• Participate as senior leader in ANZ Sales, driving strategic direction and growth of Agreement Cloud in FS space
• Handle ad-hoc duties as directed by AVP Sales to support dynamic business priorities

Required Qualifications

• BS/BA degree or equivalent relevant experience
• 15+ years of industry experience with deep understanding of trends, challenges, workflows, and digital transformation in the Financial Services landscape
• Experience with complex technologies, contract analytics, and Intelligent Agreement Management solutions
• Proven track record influencing change management, problem resolution, and communicating complex ideas to cross-functional groups in scaling environments
• Demonstrated experience managing complex sales problems in fast-growing, dynamic environments while supporting multiple leadership levels
• Excellent cross-functional collaboration and strategic thinking with success building cross-functional teams
• Strong written communication skills, including developing and executing thought-leadership assets
• Willingness to travel as needed within ANZ region

Preferred Qualifications

• Subject matter expertise in Financial Services agreement types, data points, and processes specific to ANZ FS industry
• Both in-house experience and prior consulting with technology providers to the ANZ FS sector
• Experience advising customers, partners, and teams on e-signature and CLM implementation strategies at project and best-practice levels
• Proven ability building, implementing, and monitoring sales methodologies aligned with strategic goals
• Direct exposure to DocuSign Agreement Cloud or similar IAM platforms

Required Skills

• Deep Financial Services domain knowledge (ANZ-specific trends, regulations, workflows)
• Strategic planning and GTM execution
• Sales cycle leadership and complex deal management
• Thought leadership content creation and public speaking
• Cross-functional collaboration and stakeholder management
• Contract analytics and IAM platform expertise
• e-Signature and CLM solution architecture
• Change management and problem-solving
• Market analysis (TAM, competitive intelligence)
• Sales enablement and training program development
• Product roadmap influence and requirements gathering
• Excellent written and verbal communication
• Strategic thinking and innovation mindset
• Customer advocacy and relationship building
• Data-driven decision making
• Adaptability in fast-paced, scaling environments

Benefits

• Competitive base salary plus uncapped commission and performance bonuses
• Comprehensive health, dental, and vision insurance with generous coverage
• 401(k) matching and employee stock purchase program
• Unlimited PTO and flexible hybrid work model (minimum 2 days/week in-office)
• Professional development stipend and access to DocuSign University training
• Parental leave, fertility benefits, and family-forming support
• Wellness programs including mental health resources and fitness reimbursements
• Volunteer time off and company-wide impact initiatives
• Global employee assistance program and relocation support as needed

DocuSign is an Equal Opportunity Employer.