Sr. Director, GTM Strategy & Programs

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

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 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 high-performance team in a culture of innovation where bold ideas drive global growth. Docusign is growing fast and seeks a visionary Sr. Director, GTM Strategy & Programs to lead our Go-to-Market (GTM) Strategy & Programs team within Business/Sales Operations & Strategy. Reporting to the Group Vice President, GTM Strategy & Operations, this people manager role defines, orchestrates, and optimizes our integrated, end-to-end GTM strategy globally. You will ensure cohesive strategy, seamless execution, and maximum revenue across Sales, Marketing, Customer Success, Partners, and more, powering DocuSign's leadership in e-signature and CLM innovation. Key responsibilities include establishing the GTM vision aligned with global targets, orchestrating cross-functional execution to eliminate silos, optimizing resourcing for ROI, owning high-impact programs (starting with Sales), leading analytics for performance acceleration, and inspiring a world-class team. Thrive in our hybrid model (minimum 2 days/week in-office) and fast-paced environment committed to trust, equality, and making the world more agreeable. Bring 15+ years in SaaS strategy or consulting, deep GTM expertise, and a track record of revenue impact. This role offers competitive pay, RSUs, comprehensive benefits, and the pride of transforming how the world agrees. U.S. work authorization required; no sponsorship available. Not eligible in AK, HI, ME, MS, ND, SD, VT, WV, WY.

Key Responsibilities

• Establish the overarching vision and strategic roadmap for DocuSign's end-to-end GTM motion, aligning with global growth targets in intelligent agreement management and e-signature solutions
• Act as the trusted strategic orchestrator, building consensus and driving integrated execution across Sales, Marketing, Customer Success, Partners, and other GTM functions to ensure seamless handoffs
• Oversee the GTM resourcing and activity portfolio, implementing frameworks to analyze investment effectiveness and optimize for maximum revenue and ROI
• Own the full lifecycle of high-impact GTM Programs, focusing initially on Sales Programs, from ideation through launch, scaling, and flawless execution
• Lead the cross-GTM Analytics team to structure complex data analysis, derive actionable insights, and prescribe adjustments to accelerate performance
• Leverage expertise in GTM motions and global market dynamics to develop forward-thinking concepts that advance DocuSign's e-signature and CLM capabilities
• Build consensus and drive results across diverse stakeholders including Sales Strategy, Enablement, Marketing, Customer Success, Digital, and Partner teams
• Recruit, coach, and inspire a high-performing GTM Strategy and Analytics team, fostering innovation, accountability, and continuous improvement
• Navigate competing priorities in a fast-paced environment to deliver cohesive strategies that power DocuSign's growth
• Champion integrated GTM approaches that simplify agreements and unleash business-critical data for over 1.5 million customers worldwide

Required Qualifications

• BA/BS or advanced degree, or equivalent work experience
• 15+ years of progressive experience in analytical/strategy roles within a fast-paced technology company (SaaS preferred) or top-tier management consulting
• 8+ years managing and developing high-performing strategy or operations teams
• Proven ability to frame and structure ambiguous, open-ended topics, driving complex analytical, strategic, and operational projects to successful conclusions
• Deep domain expertise in effective GTM strategies (prospecting, expansion, retention)
• Track record of success in leading large-scale, strategic initiatives with global market experience
• Demonstrated ability to translate vision into revenue-producing programs

Preferred Qualifications

• MBA or other advanced degree
• Seasoned communicator with ability to influence diverse stakeholders in fast-paced environments
• Excellent quantitative skills and strong intellectual curiosity
• Familiarity with Salesforce or similar GTM planning/CRM systems
• Experience inspiring teams to achieve stretch goals in innovative SaaS settings

Required Skills

• Strategic visioning and roadmap development
• Cross-functional stakeholder influence and consensus-building
• GTM investment optimization and ROI analysis
• Program management from ideation to scaling
• Advanced data analytics and actionable insights generation
• Global market dynamics and SaaS GTM expertise
• Team leadership, coaching, and motivation
• Quantitative analysis and modeling
• Salesforce or CRM system proficiency
• Ambiguity resolution and complex problem structuring
• Clear, concise communication
• Results-driven execution in fast-paced environments
• Innovation in e-signature and agreement management strategies
• Revenue program translation from vision
• Intellectual curiosity and continuous improvement mindset
• Seamless GTM handoff orchestration

Benefits

• Competitive base salary with location-specific ranges (e.g., California: $202,800 - $327,625)
• Bonus eligibility: Company bonus plan based on performance for non-sales roles
• Restricted Stock Units (RSUs) as part of total compensation
• Paid Time Off including earned time off and company holidays
• Paid Parental Leave up to six months for birth, adoption, or foster care
• Full Health Benefits Plans with 100% employer-paid options from day one
• Retirement Plans with potential employer contributions
• Learning and Development including coaching, online courses, and education reimbursements
• Compassionate Care Leave for life-changing events

DocuSign is an Equal Opportunity Employer.