Manager, Market Development Representative

Location: Toronto, Canada

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. With our Intelligent Agreement Management platform, we unleash 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), DocuSign drives innovation in digital transformation. As Manager, Market Development Representative in Global Sales Development, you will lead a high-performing team of MDRs to generate qualified opportunities for Account Executives, fueling DocuSign's growth in e-signature and agreement management solutions. Reporting to the Director, MDR, you will own pipeline delivery for your region, motivating your team to exceed quotas through expert coaching on cold calling, prospecting sequences, qualification, and discovery. By mentoring individuals and fostering collaboration, you'll build a powerhouse team that supplies leads driving new business and expansion in targeted industries. Partner with leadership to refine processes, leverage tools like Outreach, Eloqua, and SFDC, and enable your team on campaigns, competitive intelligence, and vertical strategies. Hire and onboard top talent, drive personal development, and analyze data to anticipate challenges and optimize demand generation. This hybrid role (minimum 2 days/week in-office) thrives in DocuSign's innovative culture, where you'll contribute to making the world more agreeable. At DocuSign, we champion equality, trust, and impact. Join us to lead with passion, innovate relentlessly, and help transform how businesses manage agreements globally.

Key Responsibilities

• Manage and motivate a team of Market Development Representatives (MDRs) to achieve individual opportunity generation quotas
• Measure, monitor, and hold MDRs accountable for activities and results while leading by example
• Coach MDRs on cold calling, qualification, discovery calls, prospecting sequences, appointment setting, follow-up, and overall prospecting effectiveness
• Collaborate with Director of Market Development to enhance departmental efficiencies and processes
• Mentor each MDR individually and build a cohesive, collaborative team supplying qualified leads to DocuSign Account Executives
• Take ownership of pipeline delivery for the supported region to meet regional targets
• Partner with recruitment to hire and onboard new sales talent
• Support and drive personal development plans for team members through structured mentorship
• Enable team on campaigns, promotions, messaging, industry insights, and competitive intelligence for targeted industries and accounts
• Engage team in demand generation via consistent communication, results analysis, and SFDC lead queue management
• Anticipate issues through reporting, data analysis, and promote best use of tools like Outreach, Eloqua, and SFDC across 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
• Experience managing processes for identifying, qualifying, and closing new business as well as growing existing install bases
• 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
• Track record of building, coaching, and enabling rapidly growing sales teams

Preferred Qualifications

• Prior experience in the SaaS industry, ideally in e-signature or agreement management
• Experience developing and maintaining business, sales, and vertical market plans
• Proven success negotiating and closing complex deals
• Familiarity with demand generation tools like Outreach, Eloqua, and Salesforce (SFDC)
• Experience in intelligent agreement management or digital transformation solutions

Required Skills

• Salesforce (SFDC) proficiency for reporting, forecasting, and lead management
• Expertise in demand generation tools (Outreach, Eloqua)
• Cold calling and prospecting sequence optimization
• Lead qualification and discovery call execution
• Team management and performance accountability
• Quota attainment and pipeline generation
• Mentorship and individual coaching
• Data analysis and results forecasting
• CRM reporting and dashboard management
• Cross-functional collaboration with recruitment and leadership
• Strong verbal and written communication
• Business relationship building
• Process improvement and efficiency optimization
• Industry and competitive messaging enablement
• Strategic planning for vertical markets

Benefits

• Competitive base salary plus uncapped commission and performance bonuses
• Comprehensive health, dental, and vision insurance with multiple plan options
• 401(k) retirement savings plan with generous 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 access to modern offices and wellness programs
• Parental leave, fertility benefits, and family-forming support
• Volunteer time off and global community impact programs

DocuSign is an Equal Opportunity Employer.