Manager, Partner Development Representative

Location: Seattle, Washington

Department: Global Sales Development

Work Mode: Hybrid

About the Role

DocuSign brings agreements to life, empowering over 1.5 million customers and a billion people in 180+ countries with intelligent agreement management. As the #1 company in e-signature and contract lifecycle management (CLM), we unleash business-critical data trapped in documents, accelerating business processes and simplifying lives. Join our innovative culture where trust, equality, and bold ideas drive us to make the world more agreeable. As Manager, Partner Development Representative in Global Sales Development, you will lead a team of PDRs to generate, facilitate, and close qualified opportunities within our partner ecosystem, fueling adoption of DocuSign's e-signature and CLM solutions. Reporting to the Sr. Director, MDR, you will motivate your team to exceed quotas, build scalable processes with Sales and BD leadership, and mentor talent in a collaborative environment. Your strategic oversight will drive pipeline growth through partner-wide plans, upgrades, renewals, and innovative projects, all while ensuring Salesforce compliance and accurate forecasting. This hybrid role (minimum 2 days/week in-office) demands a results-oriented leader passionate about SaaS sales innovation. Thrive in our fast-paced, inclusive culture by coaching on prospecting, negotiations, and market strategies tailored to diverse industries. Partner cross-functionally to identify improvements via analytics and insights, conceptualize pipeline-enhancing initiatives, and deliver on ambitious goals. At DocuSign, your impact will transform how businesses manage agreements, backed by competitive pay, RSUs, comprehensive benefits, and endless growth opportunities. We seek candidates authorized to work full-time in the US without sponsorship. DocuSign is committed to equal opportunity, reasonable accommodations, and building trust every day.

Key Responsibilities

• Manage and motivate a team of Partner Development Representatives (PDRs) to achieve opportunity generation quotas in DocuSign's intelligent agreement management ecosystem
• Measure, monitor, and hold PDRs accountable for activities, results, and adherence to Salesforce.com data management standards
• Coach PDRs on sales skills including prospecting within partner accounts, forecasting, negotiations, and market management to drive e-signature and CLM adoption
• Develop and execute upgrade, renewal processes, and partner-wide business plans to meet sales quotas
• Collaborate with Sales, Business Development, and Marketing leadership to build scalable systems maximizing indirect sales efficiency
• Forecast accurately and deliver on team quotas while mentoring PDRs for professional growth
• Identify business improvement opportunities using analytics, insights, and innovative approaches to enhance pipeline generation
• Partner cross-functionally to drive pipeline strategy, execute projects, and support ad hoc initiatives
• Assess sales activities and recommend/implement improvements to achieve goals in a hybrid work environment
• Foster a cohesive, collaborative team culture aligned with DocuSign's innovation and trust-building values

Required Qualifications

• BS/BA degree or equivalent relevant experience
• 5+ years of management experience in channel or direct sales at a SaaS company
• Proven track record of meeting and exceeding revenue targets through identifying, qualifying, and closing new business opportunities
• Experience managing teams responsible for generating and facilitating sales pipelines
• Strong proficiency in Salesforce.com for CRM, reporting, and forecasting
• Demonstrated ability to develop and execute business, sales, and vertical market plans
• History of building and coaching high-performing sales teams in fast-paced environments

Preferred Qualifications

• Experience selling e-signature, CLM, or intelligent agreement management solutions
• Track record of cultivating strategic partner relationships across industries and territories
• Success in negotiating and closing complex contracts while growing existing install bases
• Prior experience driving innovation in partner development strategies to accelerate pipeline generation
• Demonstrated leadership in cross-functional projects leveraging analytics and qualitative insights

Required Skills

• Channel and direct sales management in SaaS
• Revenue generation and quota attainment
• Team building, coaching, and performance accountability
• Salesforce.com proficiency for CRM, reporting, and forecasting
• Business and sales planning development
• Prospecting, qualifying, and closing deals
• Cross-functional collaboration and project management
• Strategic partner relationship cultivation
• Analytical thinking with qualitative insights
• Excellent verbal, written, and presentation communication
• Negotiation of complex contracts
• Fast-paced, results-driven mindset
• Intellectual curiosity and innovation
• Independent self-motivation
• Vertical market strategy expertise
• Pipeline generation and forecasting accuracy

Benefits

• Competitive base salary: $100,900 - $146,025 (WA, MD, NJ, NY including NYC metro)
• Variable incentive pay based on sales goal achievement
• Restricted Stock Units (RSUs) eligibility
• Comprehensive health benefits with 100% employer-paid options from day one
• Generous Paid Time Off and company holidays
• Paid Parental Leave up to six months
• Retirement plans with employer contributions
• Learning and Development programs including coaching and education reimbursements
• Compassionate Care Leave for life-changing events

DocuSign is an Equal Opportunity Employer.