Partner Program Manager, Sell Track

Location: San Francisco, California

Department: Product Development, Management & Experience

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 innovation-driven culture where bold ideas transform how the world agrees, and contribute to a platform powering the future of agreements. The Partner Program Manager, Sell Track, in Product Development, Management & Experience, designs, scales, and optimizes global partner programs to grow DocuSign’s reseller and distributor ecosystems. This individual contributor role, reporting to the Senior Director, Partner Programs and Success, builds high-impact frameworks—including incentives, benefits, enablement, and performance structures—that drive partner activation, profitability, and revenue growth for e-signature and CLM solutions. As a strategic connector between partner strategy and field execution, you’ll collaborate cross-functionally with product, sales, marketing, operations, finance, and enablement teams to deliver programs solving partner needs and accelerating sell-through, all powered by AI-driven insights, analytics, and automation. Key responsibilities include owning the Sell Track strategy for resell, distribute, and transact partners; defining partner journeys aligned to business models; embedding AI for performance optimization; developing rebates, MDF, and accelerators; establishing governance and KPIs; partnering on automated workflows; and leading initiatives for enhanced partner experiences via AI personalization and portal improvements. You’ll create executive dashboards to influence decisions and ensure programs align with global GTM objectives in our dynamic, matrixed environment. This hybrid role requires minimum 2 days per week in-office (may vary by team). Pay ranges from $157,500 - $254,350 base in California (location-dependent), plus bonus, RSUs, and global benefits like full health coverage, PTO, parental leave, retirement plans, and learning opportunities. Docusign is committed to equality, trust, and making the world more agreeable—apply if you’re authorized to work full-time in the US without sponsorship.

Key Responsibilities

• Own the strategy, design, and execution of the Sell Track partner program focused on resellers, distributors, and transact partners for DocuSign's Intelligent Agreement Management platform
• Define the end-to-end partner journey, including lifecycle phases, competency requirements, incentives, and benefits aligned with reseller and distributor business models
• Integrate AI-enabled insights to identify growth opportunities, scale operations, and optimize partner performance in e-signature and CLM solutions
• Build and maintain scalable global partner programs covering recruitment, onboarding, enablement, incentives, benefits management, compliance, and performance tracking
• Develop incentive structures such as rebates, MDF, accelerators, and performance-based benefits to drive engagement and revenue outcomes
• Embed AI-driven enablement, automation, and analytics into program delivery to enhance partner experience and efficiency
• Establish program governance models, KPIs, scorecards, and utilize AI forecasting to monitor performance, incentive ROI, and make data-driven improvements
• Collaborate cross-functionally with channel leaders, sales, marketing, product, finance, legal, enablement, and operations to align programs with global GTM and revenue objectives
• Lead initiatives to optimize partner portals, personalize experiences with AI, and streamline incentive operations for DocuSign partners
• Develop executive-level reports, dashboards, and presentations using AI-enhanced tools to influence strategic decisions and communicate program impact

Required Qualifications

• 12+ years of experience in reseller & distributor partner programs, channel strategy, or ecosystem management within technology or SaaS industries
• Proven experience building and managing reseller and distributor-focused partner programs, including incentives, benefits, and performance frameworks
• Hands-on experience using AI tools or automation to scale partner engagement, operations, or program analytics
• Deep understanding of reseller and distributor business models, sales motions, margin structures, and value creation levers
• Demonstrated ability to design and implement incentive programs (rebates, MDF, accelerators, performance-based rewards) aligned to business goals
• Bachelor’s degree in Business, Marketing, or related field
• Experience launching, scaling, and managing global SaaS reseller/distributor programs
• Ability to thrive in a fast-paced, evolving, and matrixed environment

Preferred Qualifications

• MBA
• Strong analytical and financial modeling skills, including evaluating partner ROI and incentive effectiveness using AI-enhanced insights
• Familiarity with AI-powered partner management platforms, analytics solutions, and partner enablement systems

Required Skills

• Channel strategy and ecosystem management
• Partner program design and execution
• AI tools for analytics, automation, and insights
• Incentive program development (rebates, MDF, accelerators)
• Financial modeling and ROI analysis
• Reseller/distributor business models and sales motions
• Cross-functional collaboration and influence
• Program governance, KPIs, and scorecards
• Stakeholder engagement and communication
• Global SaaS program scaling
• Partner portal optimization and digital engagement
• Data-driven decision making with AI forecasting
• Executive reporting and presentation skills
• Analytical problem-solving
• Adaptability in matrixed, fast-paced environments

Benefits

• Competitive base salary: California range $157,500 - $254,350, based on location, experience, and skills
• Bonus eligibility: Company bonus plan calculated as percentage of eligible wages based on performance
• Equity: Restricted Stock Units (RSUs) for long-term value sharing
• Comprehensive health benefits: 100% employer-paid options from day one
• Paid Time Off: Generous earned PTO plus company holidays
• Paid Parental Leave: Up to six months for birth, adoption, or foster care
• Retirement plans: Employer-contributed 401(k) and pension options
• Learning & Development: Coaching, online courses, and education reimbursements
• Compassionate Care Leave: Paid time off for loss of loved ones or life events

DocuSign is an Equal Opportunity Employer.