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Growth AI Lead — Prospecting Science Director

Salary$186k – $263k

LocationUS-Seattle-3rd, United States

Work modehybrid

Typefull-time

DepartmentGlobal Sales Development

EquityIncluded

Company size10,000+ people

First seen1mo ago

Last seen13h 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 Docusign is building one of the most advanced AI-powered prospecting programs in enterprise SaaS a global program spanning 4 regions, 12 languages, and all customer segments. The Prospecting Science function applies agentic AI, prompt engineering, and systematic experimentation to transform how enterprise sellers find, reach, and engage buyers. This role leads what gets built - defining the capability roadmap for AI agents that prospect autonomously, designing signal-to-message architectures, and governing quality across a growing portfolio of active experiments spanning inbound, outbound, and partner-sourced motions. You will own the intersection of GTM strategy and AI engineering - translating business intent into agent behavior, and agent output into measurable pipeline. This position is an individual contributor role reporting to the Sr Director, Growth Global Prospecting and Inbound Sales. Responsibility Own the capability roadmap, deciding what AI agents, prompt architectures, and signal workflows get built - and in what sequence Co-design and govern the full prompt-to-prospect pipeline, signaling detection context enrichment message generation → quality validation delivery orchestration Provide prioritization input to DTS on engineering requests, ensuring build capacity aligns with the highest-impact experiments Build and ship self-serve AI workflows directly (prompt architectures, prospecting sequences, signal logic) without requiring engineering sprints Govern production quality and approve all agent deployments before they reach prospects and own the quality bar Aggregate requests from Global Directors across segments and motions filter, prioritize, and sequence so the engineering team receives a coherent backlog rather than competing demands Manage and develop Growth AI Builders, providing technical direction and reviewing all production-bound configurations Partner with the S&O Strategy Lead on measurement design, attribution models, and investment narratives that connect agent activity to pipeline and revenue outcomes Collaborate with DTS Product Management on architecture decisions and system design for complex, multi-agent workflows Maintain a shared roadmap artifact so all stakeholders - engineering, operations, adoption, and business leads - have real-time visibility into what’s being built and what’s shipping 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 12+ years of relevant experience including 5 or more years in revenue operations, growth engineering, marketing technology, or applied AI; and at least 5 years in a B2B SaaS environment Preferred Hands-on experience building AI/ML-powered workflows in production prompt engineering, agent orchestration, or applied NLP Proven ability to translate business strategy into technical specifications and ship iteratively Experience managing or mentoring technical ICs (engineers, data scientists, or technical PMs) Strong opinions on quality: you’ve governed systems where output quality directly impacts customers Comfort operating cross-functionally you’ll work daily with engineering, product, sales operations, and frontline sellers Familiarity with modern GTM stack components (Salesforce, Outreach, Clay, enrichment APIs, intent platforms) 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: Washington: $186,100.00 - $262,825.00 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 12+ years of relevant experience including 5 or more years in revenue operations, growth engineering, marketing technology, or applied AI; and at least 5 years in a B2B SaaS environment Preferred Hands-on experience building AI/ML-powered workflows in production prompt engineering, agent orchestration, or applied NLP Proven ability to translate business strategy into technical specifications and ship iteratively Experience managing or mentoring technical ICs (engineers, data scientists, or technical PMs) Strong opinions on quality: you’ve governed systems where output quality directly impacts customers Comfort operating cross-functionally you’ll work daily with engineering, product, sales operations, and frontline sellers Familiarity with modern GTM stack components (Salesforce, Outreach, Clay, enrichment APIs, intent platforms)

About the role

Docusign is building one of the most advanced AI-powered prospecting programs in enterprise SaaS a global program spanning 4 regions, 12 languages, and all customer segments. The Prospecting Science function applies agentic AI, prompt engineering, and systematic experimentation to transform how enterprise sellers find, reach, and engage buyers. This role leads what gets built - defining the capability roadmap for AI agents that prospect autonomously, designing signal-to-message architectures, and governing quality across a growing portfolio of active experiments spanning inbound, outbound, and partner-sourced motions. You will own the intersection of GTM strategy and AI engineering - translating business intent into agent behavior, and agent output into measurable pipeline. This position is an individual contributor role reporting to the Sr Director, Growth Global Prospecting and Inbound Sales. Responsibility Own the capability roadmap, deciding what AI agents, prompt architectures, and signal workflows get built - and in what sequence Co-design and govern the full prompt-to-prospect pipeline, signaling detection context enrichment message generation → quality validation delivery orchestration Provide prioritization input to DTS on engineering requests, ensuring build capacity aligns with the highest-impact experiments Build and ship self-serve AI workflows directly (prompt architectures, prospecting sequences, signal logic) without requiring engineering sprints Govern production quality and approve all agent deployments before they reach prospects and own the quality bar Aggregate requests from Global Directors across segments and motions filter, prioritize, and sequence so the engineering team receives a coherent backlog rather than competing demands Manage and develop Growth AI Builders, providing technical direction and reviewing all production-bound configurations Partner with the S&O Strategy Lead on measurement design, attribution models, and investment narratives that connect agent activity to pipeline and revenue outcomes Collaborate with DTS Product Management on architecture decisions and system design for complex, multi-agent workflows Maintain a shared roadmap artifact so all stakeholders - engineering, operations, adoption, and business leads - have real-time visibility into what’s being built and what’s shipping

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