Senior Manager, GTM Enablement Business Partners

Location: Seattle, Washington; Chicago, Illinois; San Francisco, California

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 drive transformation in GTM excellence. As the Senior Manager, GTM Enablement Business Partners for NA and LATAM (reporting to the Vice President, GTM Enablement), you will lead a team of embedded GTM Enablement Business Partners and Trainers focused on driving sales effectiveness for customer-facing teams in sales, presales, and customer success. You will pinpoint performance gaps, design targeted solutions tied to e-signature and CLM innovation, oversee execution, scale best practices, coach your team, and align closely with senior GTM stakeholders. This hybrid people manager role (minimum 2 days/week in-office) demands strategic vision to translate pipeline growth, ACV expansion, and churn reduction into enablement plans that power DocuSign's global success. Key responsibilities include defining regional enablement strategies, leading QBRs to showcase impact, hiring and developing diverse talent, influencing leadership with data insights, and ensuring programs align with metrics like conversion rates and quota attainment. Collaborate with global content leaders to standardize frameworks, track KPIs via tools like Salesforce and Gong, and foster a culture of continuous learning in our fast-paced, innovative environment. What you bring: 12+ years in B2B SaaS GTM roles, deep sales process knowledge, proficiency in Salesforce and enablement platforms, and 5+ years leading distributed teams. Thrive in our collaborative culture by influencing without authority, delivering high-impact projects, and promoting accountability. Pay ranges vary by location (e.g., CA: $157,500-$254,350 base) with RSUs, bonus, comprehensive benefits, and parental leave.

Key Responsibilities

• Define and deliver regional or segment-level enablement strategy for NA and LATAM aligned with GTM leadership priorities and DocuSign's Intelligent Agreement Management goals
• Translate executive business goals (pipeline growth, ACV expansion, churn reduction) into performance-focused enablement plans for e-signature and CLM solutions
• Lead quarterly/annual business reviews with GTM leadership to demonstrate enablement impact on sales effectiveness
• Lead, coach, and develop a high-performing team of GTM Enablement Business Partners and Trainers across North America and LATAM
• Set team and individual goals, establish processes for alignment with global standards, and act as a player-coach when needed
• Act as primary point of contact for GVPs/Regional GTM Leadership, escalate field issues, and influence agendas with performance insights
• Guide team in identifying performance gaps using data, feedback, and field insights; oversee creation and delivery of targeted improvement plans
• Oversee field training delivery, collaborate with content leaders for global-local consistency, and track impact via KPIs like pipeline coverage and quota attainment
• Collect insights to inform global enablement programs, lead retrospectives, and foster a culture of learning, accountability, and data-driven decisions
• Hire, develop, and retain diverse top talent while ensuring consistent achievement of goals on-time and within budget

Required Qualifications

• 12+ years of experience in Sales Enablement, Sales Leadership, or GTM roles within B2B SaaS or tech companies, with a Bachelor’s degree; or 12 years with a Master’s degree; or 8 years with a PhD; or equivalent practical experience
• Strong grasp of B2B sales processes, sales methodologies (e.g., MEDDICC, Challenger), and sales performance metrics
• Proficiency with Salesforce.com, Microsoft Word, PowerPoint, Excel, and Google Suite
• 5+ years of people leadership experience managing enablement or customer-facing GTM teams
• Demonstrated ability to set team and individual objectives by cascading functional goals for alignment
• Accountable for consistent achievement of team goals on-time, within-budget, and to the highest quality
• Proven track record delivering projects that enable strategic and operational function goals

Preferred Qualifications

• Experience with sales performance consulting, coaching, or embedded enablement models
• Proficiency with enablement platforms (Mindtickle, Highspot, Gong, Seismic) and CRM/reporting tools (Salesforce, Clari, Tableau)
• Familiarity with customer success or marketing enablement in addition to sales
• Proven ability to coach, manage, and scale distributed enablement teams
• Exceptional communication, stakeholder management, and cross-functional collaboration skills
• Routinely interacts with cross-functional partners and influences with or without authority

Required Skills

• B2B SaaS sales enablement expertise
• Sales methodologies (MEDDICC, Challenger)
• Sales performance metrics and KPIs
• Salesforce.com proficiency
• Enablement platforms (Mindtickle, Highspot, Gong, Seismic)
• CRM/reporting tools (Clari, Tableau)
• People leadership and team development
• Stakeholder management and influence
• Cross-functional collaboration
• Data-driven decision making
• Performance gap analysis
• Coaching and player-coach capabilities
• Strategic planning and execution
• Communication (verbal and written)
• Project management and delivery
• Distributed team scaling
• E-signature and CLM domain knowledge
• Culture of learning and accountability

Benefits

• Competitive base salary based on location (e.g., California: $157,500 - $254,350; WA/NY: $151,200 - $222,450)
• Variable incentive pay or company bonus plan tied to performance
• Restricted Stock Units (RSUs) eligibility
• Paid Time Off including earned time off and company holidays
• Paid Parental Leave up to six months for birth, adoption, or foster care
• Comprehensive health benefits plans with 100% employer-paid options from day one
• Retirement and pension programs with potential employer contributions
• Global benefits tailored by region with focus on work-life balance
• Hybrid work model with minimum 2 days in-office per week

DocuSign is an Equal Opportunity Employer.