Manager, Sales Development Representative

Location: San Francisco, California

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 bold ideas drive us to make the world more agreeable. As Manager, Sales Development Representative in Global Sales Development, you will lead a high-performing team of SDRs to generate qualified opportunities for DocuSign's transformative e-signature and agreement management platform. Reporting to the Director, Inbound Sales Development & Global Strategy, you will motivate your team to smash quotas, monitor pipelines, and deliver accurate forecasts while jumping on calls to qualify leads, set appointments, and showcase DocuSign's unparalleled value proposition. Collaborate with Marketing and leadership to refine processes, grow ARR from new SMB, Corporate, and Enterprise accounts, and foster a collaborative team environment rooted in DocuSign's core values. This hybrid role (minimum 2 days/week in-office) demands a seasoned leader who thrives in fast-paced settings, excels at mentoring talent, and innovates to drive revenue in defined verticals and territories. Ensure Salesforce.com compliance, provide KPI reporting to executives, and champion professional development to build future sales stars. If you have a proven track record exceeding targets and igniting SaaS sales engines, bring your passion for e-signature innovation to Docusign and help power the agreement economy.

Key Responsibilities

• Manage and motivate a team of Sales Development Representatives (SDRs) to achieve individual sales and opportunity generation quotas for DocuSign's e-signature and Intelligent Agreement Management solutions
• Measure, monitor, and hold SDRs accountable for activities, results, pipeline, and conversion rates while leading by example through lead qualification calls and appointment setting
• Effectively present DocuSign's corporate overview, value proposition, and innovative agreement management capabilities to prospects
• Collaborate with the head of North American Sales Development and Marketing Demand Generation to optimize processes, lead follow-up, and increase departmental efficiencies
• Grow Monthly Recurring Revenue (ARR) from new SMB, Corporate, and Enterprise accounts in defined vertical markets and geographic territories
• Develop and execute sales processes and strategies, ensuring compliance with internal data management and Salesforce.com reporting standards
• Assess sales activities and forecasts, recommend improvements, and implement changes to meet opportunity creation and sales goals
• Provide detailed reporting on lead flow, key performance indicators, and forecasts to senior management
• Mentor individual SDRs on sales skills including vertical market knowledge, prospecting, forecasting, and DocuSign product expertise while fostering a cohesive team environment
• Identify training and professional development opportunities to build high-performing teams
• Maintain and protect DocuSign’s core values, operating effectively in a fast-paced, dynamic environment with minimal supervision

Required Qualifications

• BA/BS in a business or technical related field from an accredited college or university
• 5+ years of prior management experience in sales and/or sales development roles
• Demonstrated ability to consistently exceed sales and prospecting targets in fast-paced environments
• Proven track record of successfully resolving complex, diverse, and unprecedented situations
• Excellent communication and presentation skills, both verbal and written
• Experience managing teams accountable for pipeline generation and quota attainment
• Proficiency in Salesforce.com for data management, reporting, and forecasting

Preferred Qualifications

• Prior management experience selling SaaS/Cloud applications software at the Enterprise level
• Demonstrated ability to identify creative strategies to drive SMB, Corporate, and Enterprise adoption of DocuSign's Intelligent Agreement Management platform
• Experience in e-signature, CLM, or agreement management solutions
• Background in vertical market sales strategies for technology solutions
• Proven success in mentoring SDR teams to exceed opportunity creation goals

Required Skills

• Salesforce.com proficiency for CRM management and reporting
• Team management and motivation in high-growth SaaS environments
• Lead qualification and appointment setting expertise
• Pipeline monitoring and forecasting accuracy
• Vertical market knowledge for SMB, Corporate, and Enterprise segments
• Prospecting and opportunity generation strategies
• Excellent verbal and written communication
• Presentation and storytelling skills for value proposition delivery
• Problem-solving for complex sales scenarios
• Cross-functional collaboration with Marketing and Sales leadership
• Data-driven decision making with KPI analysis
• Creative innovation in driving revenue growth
• Mentoring and individual coaching capabilities
• Adaptability in fast-paced, dynamic settings
• Familiarity with e-signature and Intelligent Agreement Management platforms

Benefits

• Competitive base salary with variable incentive pay based on sales goal achievement
• Restricted Stock Units (RSUs) eligibility
• Comprehensive health benefits plans 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 potential employer contributions
• Learning and Development programs including coaching, online courses, and education reimbursements
• Compassionate Care Leave for life-changing events

DocuSign is an Equal Opportunity Employer.