Manager, Market Development Representative

Location: San Francisco, California; Seattle, Washington

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 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 groundbreaking technology drive us to make the world more agreeable. As Manager, Market Development Representative in Global Sales Development, you will lead a high-performing team of MDRs to generate qualified opportunities for DocuSign's e-signature and CLM solutions. Reporting to the Director, MDR, you will manage and motivate your team to hit pipeline quotas, coach on advanced prospecting techniques like cold calling, discovery calls, and sequences using tools like Outreach and SFDC, and foster a collaborative environment that fuels Account Executive success. Partner with senior leadership to optimize processes, hire top talent, and deliver regional pipeline targets while embodying DocuSign's innovative spirit. This hybrid role (minimum 2 days/week in-office) demands a proven sales leader with SaaS experience who thrives in fast-paced, quota-driven settings. You will drive structured mentorship via Sandler methodology, enable your team on industry campaigns and competitive messaging, analyze data to anticipate issues, and promote best practices across global teams. If you have a track record of building rapidly growing teams, exceeding quotas, and forming lasting business relationships, bring your energy to DocuSign and help power the future of agreement management.

Key Responsibilities

• Manage and motivate a team of Market Development Representatives (MDRs) to achieve individual opportunity generation quotas while measuring, monitoring, and holding team accountable for activities and results
• Lead by example and work directly with MDRs to improve cold calling, qualification, discovery calls, prospecting sequences, appointment setting, follow-up, organization, and overall prospecting effectiveness
• Collaborate with Senior Manager of Market Development to increase departmental efficiencies and processes
• Mentor each MDR individually and build a strong, cohesive, collaborative team responsible for supplying qualified leads to DocuSign Account Executives
• Take ownership of pipeline delivery requirements for the supported region and demonstrate demand generation activities to meet defined targets
• Partner with recruitment team to hire and onboard new talent for the sales team
• Support and encourage personal development plans for each team member using structured mentorship (Sandler Sales Methodology)
• Ensure team is enabled on campaigns, promotions, messaging, industry insights, and competitive intelligence for targeted industries, segments, and accounts
• Engage sales development team in demand generation actions through consistent communication and results analysis
• Anticipate issues through reporting, data analysis, and SFDC lead queue management
• Promote best use of demand generation tools (e.g., Outreach, Eloqua, SFDC) and share standard processes across countries and teams

Required Qualifications

• BA/BS degree or equivalent sales-related experience
• 5+ years of management experience leading a software sales team in a quota-carrying role
• Proven quota-attainment record of meeting and/or exceeding targets through identifying, qualifying, and closing new business as well as growing existing install bases
• Experience developing and maintaining business, sales, and vertical market plans
• Track record of building, coaching, and enabling rapidly growing sales teams
• Strong verbal and written communication skills, including excellent CRM reporting and forecasting
• Driven, enthusiastic, and hard-working nature with ability to form strong business relationships

Preferred Qualifications

• Prior experience in the SaaS industry, particularly e-signature or agreement management
• Experience negotiating and closing complex deals in competitive markets
• Familiarity with Sandler Sales Methodology and demand generation tools like Outreach, Eloqua, and SFDC
• Demonstrated success in international or multi-region sales development
• Experience mentoring teams in high-growth tech environments

Required Skills

• Sales team management and motivation
• Quota attainment and pipeline generation
• Cold calling and prospecting expertise
• Lead qualification and discovery calling
• Sandler Sales Methodology
• CRM proficiency (SFDC reporting, forecasting, lead queue management)
• Demand generation tools (Outreach, Eloqua)
• Data analysis and reporting
• Team building and individual mentoring
• Business relationship development
• Vertical market planning
• Complex deal negotiation
• Process optimization and efficiency improvement
• Cross-functional collaboration
• Strong verbal and written communication
• Results-oriented mindset

Benefits

• Competitive base salary with variable incentive pay based on sales goals achievement
• Restricted Stock Units (RSUs) eligibility
• Paid Time Off including earned time off and company holidays
• Paid Parental Leave up to six months
• Full Health Benefits Plans with 100% employer-paid options from day one
• Retirement Plans with potential employer contributions
• Learning and Development options including coaching, online courses, and education reimbursements
• Compassionate Care Leave for life-changing events

DocuSign is an Equal Opportunity Employer.