Sales Strategy & Operations Manager

Location: Tokyo, Japan

Department: Business/Sales Operations & Strategy

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 the process of doing business and simplify people’s lives. With intelligent agreement management, Docusign unleashes business-critical data trapped inside of documents. Using Docusign’s Intelligent Agreement Management platform, companies can create, commit, and manage agreements with solutions created by the #1 company in e-signature and contract lifecycle management (CLM). Join our innovative culture where bold ideas and diverse perspectives drive transformative impact in the APJ region. Our Sales Strategy & Operations team is responsible for building the most efficient sales organization at DocuSign Japan. We translate data into actionable insights that inform and influence strategic goals and investment priorities for our sales organization, powering growth in e-signature and CLM solutions. We are a highly collaborative and diverse group, representing various cultures and professional backgrounds. We value making a real impact on the business, constantly learning and developing our skills in a fun, inclusive environment where every voice is heard. This individual contributor role reports to the APJ Sr Director, Sales Strategy & Operations, and is designated as Hybrid (minimum 2 days per week in-office). In this role, you will advise senior leaders on data-driven strategies to optimize DocuSign Japan's business, lead annual planning processes like customer segmentation and quota setting, adapt global best-practices to the Japanese market, track key metrics for forecasting, and spearhead high-impact projects such as GTM changes and sales incentive design. You will support daily operations including pipeline analysis and QBRs while fostering strong cross-functional partnerships to drive sales efficiency and innovation. What you bring: Excellent bilingual communication skills, 8+ years of experience guiding executives with data insights, deep Japan market knowledge, and strong problem-solving abilities. Preferred: SaaS sales ops experience, SQL/Salesforce proficiency, and productivity tool expertise. At Docusign, we’re committed to building trust, equality, and a world more agreeable—join us to unleash your potential and make a lasting impact.

Key Responsibilities

• Advise senior leaders of DocuSign Japan on growing and optimizing their businesses by making data-driven recommendations that help achieve long-term strategic priorities in intelligent agreement management
• Lead annual planning for the Japan business through data-driven recommendations, including customer segmentation, headcount, financial and territory planning, and quota setting
• Adapt global operational and strategic best-practices from DocuSign's e-signature and CLM platforms to fit the unique Japan market
• Track business drivers, trends, and operating metrics to provide insights and recommendations advising sales leadership on forecasting and day-to-day decisions
• Lead ad-hoc projects with regional or global impact, such as Go-to-market strategy changes, process improvements, sales incentive design, and forecast modeling
• Establish strong working relationships with peers and cross-functional teams to achieve sales operations objectives
• Support day-to-day operations including forecasting, pipeline analysis, and Quarterly Business Reviews (QBRs)
• Collaborate with sales teams to translate complex data into actionable insights that drive efficiency in DocuSign's sales organization
• Monitor and analyze performance metrics to optimize sales strategies for e-signature and agreement management solutions
• Influence investment priorities by identifying opportunities to accelerate business growth in Japan

Required Qualifications

• Excellent written and verbal communication skills in both Japanese and English
• Ability to craft high-quality executive presentations for senior stakeholders
• 8+ years of relevant experience with demonstrated ability to partner with and guide senior decision-makers through data-driven recommendations
• Deep understanding of the Japanese business environment and market dynamics
• Ability to structure complex problems, navigate challenging data sets, and develop effective solutions
• Ability to effectively manage time, prioritize tasks, and work within deadlines with little supervision
• Proven track record in sales strategy and operations, ideally in a SaaS environment

Preferred Qualifications

• Proficiency with productivity tools such as Excel, Google Sheets, PowerPoint, and Google Slides
• Experience working with SQL and Salesforce
• Sales Strategy & Operations experience in a SaaS environment, particularly in e-signature or agreement management
• Familiarity with APJ region sales dynamics and global best practices adaptation
• Background in leading cross-functional projects with regional or global impact

Required Skills

• Data analysis and visualization
• Executive presentation and storytelling
• Strategic planning and forecasting
• Problem-solving with complex datasets
• Japanese and English bilingual communication
• Sales operations and strategy
• Cross-functional collaboration
• Time management and prioritization
• Customer segmentation and territory planning
• Quota setting and financial modeling
• Pipeline management and forecasting
• SQL querying (preferred)
• Salesforce CRM proficiency (preferred)
• Excel and Google Sheets advanced functions
• PowerPoint and Google Slides design
• Adaptation of global best practices
• Stakeholder influence and relationship building

Benefits

• Competitive salary and performance-based incentives
• Comprehensive health, dental, and vision insurance
• 401(k) retirement savings plan with company match
• Flexible time off and paid parental leave
• Professional development stipend and learning opportunities
• Hybrid work model with collaborative office spaces
• Employee stock purchase plan
• Wellness programs and mental health support
• Global volunteer time off and community impact initiatives

DocuSign is an Equal Opportunity Employer.