Manager, Sales Development

Location: Tokyo, Japan

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 opportunities. As the #1 company in e-signature and contract lifecycle management (CLM), DocuSign empowers companies to create, commit, and manage agreements innovatively. Join our innovative culture where trust, equality, and world-changing impact drive everything we do. As Manager, Sales Development in our Global Sales Development team, you will lead a team of MDRs and SDRs in the Commercial Business Unit (CBU) for Japan, reporting to the Director, Sales Development - Japan. You will motivate your team to smash individual quotas, generate high-quality opportunities, and grow Annual Contract Value (ACV) from new SMB, Corporate, and Enterprise accounts in targeted verticals and territories. Hands-on leadership is key: make qualification calls, assist in appointment setting, and deliver compelling presentations on DocuSign's e-signature and CLM value proposition. Monitor pipeline health, conversion rates, and forecasts while fostering a collaborative, high-performance team environment aligned with DocuSign's core values. This hybrid role (minimum 2 days/week in-office) thrives in our fast-paced, innovative culture. You'll develop sales strategies, ensure Salesforce.com compliance, collaborate with Marketing Demand Gen for lead conversion, and provide KPI reporting to senior leaders. Mentor xDRs on prospecting, forecasting, and vertical expertise, while identifying training opportunities to build sales superstars. If you excel at creative pipeline growth, team coaching, and driving SaaS adoption in dynamic markets, bring your leadership to DocuSign and help make the world more agreeable.

Key Responsibilities

• Manage and motivate a team of Market Development Representatives (MDRs) and Sales Development Representatives (SDRs) to achieve individual sales and opportunity generation quotas
• Measure, monitor, and hold xDRs accountable for activities and results while leading by example through lead qualification calls and appointment setting
• Effectively present DocuSign's corporate overview, value proposition, and Intelligent Agreement Management platform
• Grow Annual Contract Value (ACV) 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
• Assess sales activities and forecasts, recommend and implement improvements to meet opportunity creation goals
• Collaborate with Marketing Demand Generation to ensure effective lead follow-up and opportunity generation
• Provide detailed reporting on lead flow, key performance indicators, pipeline, and forecasts to senior management
• Mentor individual xDRs, foster team collaboration, and support training for vertical market knowledge, prospecting, and forecasting skills
• Maintain DocuSign’s core values, develop business/sales plans for team members, and drive professional development
• Work closely with the Director, Sales Development - Japan, in a people manager role reporting to them

Required Qualifications

• BA/BS degree in a business or technical related field from an accredited college or university
• 2+ years of prior sales leadership experience in a position selling SaaS/Cloud Applications Software or B2B solutions
• Proven ability to manage and motivate sales development teams to achieve quotas
• Demonstrated experience using Salesforce.com for sales processes, data management, and reporting
• Track record of monitoring pipeline, conversion rates, and delivering on sales forecasts
• Experience collaborating with marketing demand generation teams to convert leads into opportunities
• Ability to operate effectively in a fast-paced, dynamic environment with minimal supervision

Preferred Qualifications

• Proven leadership ability in building cohesive, high-performing sales teams
• Consistent history of exceeding sales and prospecting targets in SMB, Corporate, and Enterprise segments
• Ability to resolve complex, diverse, and unprecedented sales challenges
• Excellent verbal and written communication and presentation skills
• Experience driving innovative strategies to grow Annual Contract Value (ACV) in defined verticals and territories
• Familiarity with intelligent agreement management, e-signature, and CLM solutions

Required Skills

• Salesforce.com proficiency for CRM management and reporting
• Sales leadership and team motivation
• Pipeline management and forecasting
• Lead qualification and appointment setting
• Prospecting and opportunity generation
• Vertical market analysis (SMB, Corporate, Enterprise)
• Data-driven decision making
• Cross-functional collaboration with marketing
• Excellent verbal and written communication
• Presentation and storytelling skills
• Problem-solving in complex sales scenarios
• Quota attainment and performance tracking
• Coaching and mentoring
• Strategic sales process development
• Adaptability in fast-paced environments
• Knowledge of SaaS sales cycles
• E-signature and agreement management concepts

Benefits

• Comprehensive health, dental, and vision insurance plans
• 401(k) retirement savings plan with company match
• Unlimited PTO and flexible time off policies
• Professional development stipend and learning opportunities
• Stock purchase plan and employee stock options
• Parental leave and family-friendly benefits
• Wellness programs including gym memberships and mental health support
• Hybrid work model with collaborative office spaces
• Volunteer time off and community impact programs

DocuSign is an Equal Opportunity Employer.