Sr. Director, Sales Compensation

Location: San Francisco, California; 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's Intelligent Agreement Management platform to accelerate business processes, simplify lives, and unleash data trapped in documents. As the #1 company in e-signature and contract lifecycle management (CLM), we empower companies to create, commit, and manage agreements seamlessly. Join our innovation-driven culture where trust, equality, and bold ideas transform how the world agrees. As Sr. Director, Sales Compensation in Business/Sales Operations & Strategy, you will be the visionary leader architecting our global sales incentive strategy to propel growth from $3B to $5B+ in revenue. Own the end-to-end design, implementation, and governance of compensation programs fueling our GTM strategy—ensuring they are innovative, scalable, and aligned with corporate objectives in the e-signature and CLM space. Serve as a trusted advisor to senior GTM and C-suite leaders, partnering cross-functionally with Finance, Sales, Product, and HR to craft novel incentives that attract top talent and drive exceptional performance in our high-growth SaaS environment. Lead a multi-layered team of compensation professionals, setting long-range strategy while fostering operational excellence and continuous improvement. This highly visible people manager role reports to the Chief Operating Officer and demands strategic mindset, deep SaaS acumen, and the ability to influence at all levels. If you're passionate about building a world-class function and impacting DocuSign's scaling trajectory, this is your opportunity to thrive in a hybrid model (minimum 2 days/week in-office). We value equal opportunity, open idea exchange, and pride in world-changing work. Benefits include competitive pay, RSUs, comprehensive health plans, PTO, parental leave, retirement contributions, and professional development. U.S. work authorization required; no sponsorship available.

Key Responsibilities

• Own the short- and long-term strategy, roadmap, and budget for DocuSign's global Sales Compensation function, aligning with goals to grow from $3B to $5B+ revenue
• Lead end-to-end design, modeling, and implementation of global sales compensation plans, SPIFFs, President's Club, and innovative incentive programs
• Conceive novel incentive structures that drive desired sales behaviors in e-signature and intelligent agreement management solutions
• Serve as primary strategic advisor to GTM executives and C-suite on compensation matters, influencing strategy at DocuSign
• Represent the function in C-suite communications to build consensus and advance enterprise objectives
• Lead, mentor, and develop a high-performing multi-layered team of compensation professionals, building diverse talent pipelines
• Steer complex, large-scale compensation initiatives to timely success in a rapidly scaling SaaS environment
• Establish scalable processes, policies, and governance ensuring accuracy, compliance, and efficiency
• Direct market analysis and competitive benchmarking to keep programs innovative and competitive for top talent
• Play a key role in multidisciplinary GTM strategies, influencing without authority across Sales, Product, Finance, and HR
• Foster operational excellence and continuous improvement in support of DocuSign's innovation culture

Required Qualifications

• 15+ years of progressive experience in sales compensation, sales strategy, or a related analytical field, with significant leadership managing multi-layered teams
• Proven experience managing teams and direct reports in high-growth SaaS environments
• BA/BS degree in Analytics, Business, Finance, or a related field
• Deep expertise in designing and implementing global sales incentive programs
• Strong track record of leading cross-functional initiatives with Finance, Sales, and HR leaders
• Experience with enterprise GTM strategies in SaaS companies scaling to multi-billion revenue
• Demonstrated ability to govern compensation processes for accuracy, compliance, and scalability

Preferred Qualifications

• Proven success leading large-scale strategic initiatives in high-growth SaaS environments like DocuSign's intelligent agreement management platform
• Regarded as a subject matter expert in sales compensation with experience setting annual and long-range function strategies
• Strong track record of attracting, developing, and retaining diverse top talent while leading through other managers
• Deep understanding of SaaS business models, e-signature industry dynamics, enterprise GTM principles, and finance
• Exceptional communication skills for executive presentations and influencing C-suite stakeholders
• MBA or advanced degree with strong familiarity in Salesforce, Xactly, and Tableau

Required Skills

• Sales compensation design and modeling
• Global incentive program governance
• Strategic roadmap and budget management
• Executive stakeholder influence and presentation
• Team leadership and talent development
• SaaS GTM and revenue growth strategies
• Cross-functional partnership (Finance, Sales, HR, Product)
• Market analysis and competitive benchmarking
• Scalable process optimization
• CRM systems (Salesforce)
• Compensation platforms (Xactly)
• Analytics tools (Tableau)
• SaaS business models and e-signature industry knowledge
• Driving sales behaviors through incentives
• Compliance and risk management
• Data-driven decision making
• Innovation in high-growth environments
• Verbal and written communication excellence

Benefits

• Competitive base salary: California $202,800 - $327,625; WA/MD/NJ/NY $193,100 - $286,500
• Variable incentive pay or company bonus plan based on performance
• Restricted Stock Units (RSUs) eligibility
• Paid Time Off including earned time off and company holidays
• Paid Parental Leave up to six months
• 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.