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Sr. FP&A Manager –Commercial Sales

Salary$146k – $235k

LocationUS-SFO-Main, United States

Work modehybrid

Typefull-time

DepartmentFinance & Accounting

EquityIncluded

Company size10,000+ people

First seen2w ago

Last seen6m ago

About the company

Company Overview 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 that is trapped inside of documents. Until now, these were disconnected from business systems of record, costing businesses time, money, and opportunity. 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). What you’ll do As part of the Go-To-Market FP&A team, this role will serve as the primary finance partner to Docusign’s Commercial Sales organization and work closely with the GVP of Commercial Sales. The Sr. FP&A Manager will own the end-to-end financial planning and analysis for the Commercial Business Unit, including both topline performance and operating expenses. This role requires a strong understanding of sales-driven revenue models, bookings and productivity drivers, as well as disciplined expense and headcount management. The successful candidate will combine strong financial modeling capabilities with strategic business partnership to help Commercial Sales leadership make informed investment, growth, and resource allocation decisions. This position is an individual contributor role reporting to the Director, North America Sales and Global Partners. Responsibility Own the financial planning, forecasting, and analysis for the North America Commercial Sales organization across both topline and operating expenses Develop and maintain driver-based topline models, incorporating key sales metrics such as bookings, pipeline, quota capacity, sales productivity, attainment, headcount, ramp assumptions, conversion, and other relevant business drivers Own expense forecasting and planning, including headcount, compensation, commissions where applicable, travel, programs, and other operating expenses Partner with Commercial Sales leadership to understand business performance, identify risks and opportunities, and provide recommendations related to growth, productivity, efficiency, and investment decisions Lead the annual budgeting and long-range planning processes for the Commercial Sales organization, ensuring alignment between topline expectations, resource requirements, and financial targets Analyze actual and forecasted performance against plan, identifying key drivers of variance across revenue, bookings, headcount, and operating expenses Build robust financial models and scenario analyses to support decisions related to sales capacity, hiring, productivity, territory investments, and other strategic initiatives Prepare and present financial results, forecasts, risks, opportunities, and recommendations to senior leadership Support monthly and quarterly business reviews, developing the financial narrative and insights behind Commercial Sales performance Partner closely with Revenue Operations, Sales Operations, Analytics, Accounting, and other Finance teams to ensure consistency across sales KPIs, financial assumptions, and reporting Improve forecasting processes, financial models, dashboards, and reporting to increase accuracy, scalability, and predictability Job Designation Hybrid: Employee divides their time between in-office and remote work. Access to an office location is required. (Frequency: Minimum 2 days per week; may vary by team but will be weekly in-office expectation) Positions at Docusign are assigned a job designation of either In Office, Hybrid or Remote and are specific to the role/job. Preferred job designations are not guaranteed when changing positions within Docusign. Docusign reserves the right to change a position’s job designation depending on business needs and as permitted by local law. What you bring Basic BA/BS degree in Business, Finance, or Related Field 12+ years of FP&A or Sales Finance experience supporting a revenue-generating organization Experience managing both topline forecasting/modeling and operating expense planning Experience with sales economics and key GTM drivers, including bookings, pipeline, quota capacity, productivity, attainment, and headcount Experience with financial modeling and Excel/Google Sheets, including developing driver-based forecasts and scenario models Experience managing headcount and operating expense forecasts for a large or complex organization Experience synthesizing complex financial and operational data into clear insights and actionable recommendations Experience challenging assumptions and influencing senior stakeholders Preferred Prior Sales Finance or GTM FP&A experience at a SaaS company Experience supporting a Commercial, Mid-Market, or Enterprise Sales organization FP&A experience within a publicly traded company Strong understanding of SaaS financial and operating metrics Excellent executive communication and presentation skills Wage Transparency Pay for this position is based on a number of factors including geographic location and may vary depending on job-related knowledge, skills, and experience. Based on applicable legislation, the below details pay ranges in the following locations: California: $146,400.00 - $235,375.00 annual base salary This role is also eligible for the following: Bonus: Sales personnel are eligible for variable incentive pay dependent on their achievement of pre-established sales goals. Non-Sales roles are eligible for a company bonus plan, which is calculated as a percentage of eligible wages and dependent on company performance. Stock: This role is eligible to receive Restricted Stock Units (RSUs). Global benefits provide options for the following: Paid Time Off: earned time off, as well as paid company holidays based on region Paid Parental Leave: take up to six months off with your child after birth, adoption or foster care placement Full Health Benefits Plans: options for 100% employer paid and minimum employee contribution health plans from day one of employment Retirement Plans: select retirement and pension programs with potential for employer contributions Learning and Development: options for coaching, online courses and education reimbursements Compassionate Care Leave: paid time off following the loss of a loved one and other life-changing events Work Authorization Notice: Please note that we do not provide visa sponsorship or immigration support for this position. Applicants must already be authorized to work in the United States on a full-time, permanent basis without the need for current or future sponsorship. Life at Docusign Working here Docusign is committed to building trust and making the world more agreeable for our employees, customers and the communities in which we live and work. You can count on us to listen, be honest, and try our best to do what’s right, every day. At Docusign, everything is equal. We each have a responsibility to ensure every team member has an equal opportunity to succeed, to be heard, to exchange ideas openly, to build lasting relationships, and to do the work of their life. Best of all, you will be able to feel deep pride in the work you do, because your contribution helps us make the world better than we found it. And for that, you’ll be loved by us, our customers, and the world in which we live. Accommodation Docusign is committed to providing reasonable accommodations for qualified individuals with disabilities in our job application procedures. If you need such an accommodation, or a religious accommodation, during the application process, please contact us at [email protected]. If you experience any issues, concerns, or technical difficulties during the application process please get in touch with our Talent organization at [email protected] for assistance. Applicant and Candidate Privacy Notice States Not Eligible for Employment This position is not eligible for employment in the following states: Alaska, Hawaii, Maine, Mississippi, North Dakota, South Dakota, Vermont, West Virginia and Wyoming. Equal Opportunity Employer It’s important to us that we build a talented team that is as diverse as our customers and where all employees feel a deep sense of belonging and thrive. We encourage great talent who bring a range of perspectives to apply for our open positions. Docusign is an Equal Opportunity Employer and makes hiring decisions based on experience, skill, aptitude and a can-do approach. We will not discriminate based on race, ethnicity, color, age, sex, religion, national origin, ancestry, pregnancy, sexual orientation, gender identity, gender expression, genetic information, physical or mental disability, registered domestic partner status, caregiver status, marital status, veteran or military status, or any other legally protected category. EEO Know Your Rights poster #LI-Hybrid

Requirements

Basic BA/BS degree in Business, Finance, or Related Field 12+ years of FP&A or Sales Finance experience supporting a revenue-generating organization Experience managing both topline forecasting/modeling and operating expense planning Experience with sales economics and key GTM drivers, including bookings, pipeline, quota capacity, productivity, attainment, and headcount Experience with financial modeling and Excel/Google Sheets, including developing driver-based forecasts and scenario models Experience managing headcount and operating expense forecasts for a large or complex organization Experience synthesizing complex financial and operational data into clear insights and actionable recommendations Experience challenging assumptions and influencing senior stakeholders Preferred Prior Sales Finance or GTM FP&A experience at a SaaS company Experience supporting a Commercial, Mid-Market, or Enterprise Sales organization FP&A experience within a publicly traded company Strong understanding of SaaS financial and operating metrics Excellent executive communication and presentation skills

About the role

As part of the Go-To-Market FP&A team, this role will serve as the primary finance partner to Docusign’s Commercial Sales organization and work closely with the GVP of Commercial Sales. The Sr. FP&A Manager will own the end-to-end financial planning and analysis for the Commercial Business Unit, including both topline performance and operating expenses. This role requires a strong understanding of sales-driven revenue models, bookings and productivity drivers, as well as disciplined expense and headcount management. The successful candidate will combine strong financial modeling capabilities with strategic business partnership to help Commercial Sales leadership make informed investment, growth, and resource allocation decisions. This position is an individual contributor role reporting to the Director, North America Sales and Global Partners. Responsibility Own the financial planning, forecasting, and analysis for the North America Commercial Sales organization across both topline and operating expenses Develop and maintain driver-based topline models, incorporating key sales metrics such as bookings, pipeline, quota capacity, sales productivity, attainment, headcount, ramp assumptions, conversion, and other relevant business drivers Own expense forecasting and planning, including headcount, compensation, commissions where applicable, travel, programs, and other operating expenses Partner with Commercial Sales leadership to understand business performance, identify risks and opportunities, and provide recommendations related to growth, productivity, efficiency, and investment decisions Lead the annual budgeting and long-range planning processes for the Commercial Sales organization, ensuring alignment between topline expectations, resource requirements, and financial targets Analyze actual and forecasted performance against plan, identifying key drivers of variance across revenue, bookings, headcount, and operating expenses Build robust financial models and scenario analyses to support decisions related to sales capacity, hiring, productivity, territory investments, and other strategic initiatives Prepare and present financial results, forecasts, risks, opportunities, and recommendations to senior leadership Support monthly and quarterly business reviews, developing the financial narrative and insights behind Commercial Sales performance Partner closely with Revenue Operations, Sales Operations, Analytics, Accounting, and other Finance teams to ensure consistency across sales KPIs, financial assumptions, and reporting Improve forecasting processes, financial models, dashboards, and reporting to increase accuracy, scalability, and predictability

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