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Growth Strategy & Operations Manager

Salary$146k – $235k

LocationUS-SFO-Main, United States

Work modehybrid

Typefull-time

DepartmentBusiness/Sales Operations & Strategy

EquityIncluded

Company size10,000+ people

First seen1mo ago

Last seen1d 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 The Growth Strategy & Operations Manager will serve as the strategic lead for portfolio orchestration across Docusign’s AI-first GTM experimentation engine. Reporting to the Director, Sales Development Strategy & Operations, this role connects where we are today to where we need to go by aligning the Prospecting Science experiment portfolio, pipeline impact, and resourcing. You will translate experiment-level results into enterprise-level narratives, ensure resources are focused on the highest-impact motions, and act as the primary link between Prospecting Science and broader GTM strategy forums. This is a high-visibility role that partners daily with senior leaders across Sales, Marketing, DTS, and Finance. This position is an individual contributor role reporting to the Director, Strategy & Operations - Sales Development. Responsibility Own and maintain a living portfolio prioritization framework (expected pipe value x probability of success x speed-to-scale + resource cost) that ranks all active and proposed experiments against the FY27 pipeline ambition Define and enforce stage-gate criteria for experiment progression (Discover -> Plan -> Run -> Scale), including quantitative thresholds for kill, pivot, iterate, and scale decisions Draft SteerCo narratives, ELT investment memos, and QBR decks that connect experiment-level performance to enterprise outcomes (CW, productivity, AI reinvestment thesis) Build scenario models and program resource allocation recommendations (for example, “what if we shift 30% of outbound to agentic agents”) with quantified pipe/CW impact and confidence intervals Serve as the GTM integration point for Prospecting Science, ensuring experiments inform and are informed by AOP planning, Growth pods, ICP/routing decisions, compensation design, and coverage models Partner with the operating model lead to evolve ceremonies, Jira workflows, and intake processes as the program scales from 20 to 50+ experiments Produce quarterly portfolio rebalance recommendations that identify which experiments to accelerate, which to sunset, and where new bets should be placed Collaborate with DTS and GDA leads to ensure measurement infrastructure and attribution methodology are correctly translated into strategic decisions Represent Prospecting Science in cross-functional GTM forums (AOP, Growth pods, Commercial/Enterprise programs) so the core team can focus on execution 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 8+ years of experience in management consulting (MBB or equivalent), corporate strategy, sales/revenue strategy, or GTM operations at a high-growth technology company 3+ years of experience in portfolio management, program strategy, or experiment-driven growth roles Experience building and maintaining prioritization frameworks that drive resource allocation decisions at the executive level Experience creating executive-facing content (board decks, ELT memos, QBR narratives) that synthesizes complex operational data into clear strategic recommendations Experience with financial modeling, including scenario analysis, sensitivity modeling, and ROI/expected-value calculations Bachelor’s degree Preferred MBA or advanced degree in a quantitative or strategic discipline Experience in B2B SaaS sales strategy, pipeline generation, or demand generation environments Familiarity with agile operating models (Jira, sprint cadences, backlog management) applied to non-engineering contexts Experience with AI/ML-driven GTM motions, agentic workflows, or marketing/sales automation platforms Track record of influencing senior stakeholders (VP+) without direct authority Experience scaling experiment or innovation programs from pilot to global deployment Comfort operating in ambiguity and building structure where none exists 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 base salary Washington, Maryland, New Jersey and New York (including NYC metro area): $140,100.00 - $206,775.00 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 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 8+ years of experience in management consulting (MBB or equivalent), corporate strategy, sales/revenue strategy, or GTM operations at a high-growth technology company 3+ years of experience in portfolio management, program strategy, or experiment-driven growth roles Experience building and maintaining prioritization frameworks that drive resource allocation decisions at the executive level Experience creating executive-facing content (board decks, ELT memos, QBR narratives) that synthesizes complex operational data into clear strategic recommendations Experience with financial modeling, including scenario analysis, sensitivity modeling, and ROI/expected-value calculations Bachelor’s degree Preferred MBA or advanced degree in a quantitative or strategic discipline Experience in B2B SaaS sales strategy, pipeline generation, or demand generation environments Familiarity with agile operating models (Jira, sprint cadences, backlog management) applied to non-engineering contexts Experience with AI/ML-driven GTM motions, agentic workflows, or marketing/sales automation platforms Track record of influencing senior stakeholders (VP+) without direct authority Experience scaling experiment or innovation programs from pilot to global deployment Comfort operating in ambiguity and building structure where none exists

About the role

The Growth Strategy & Operations Manager will serve as the strategic lead for portfolio orchestration across Docusign’s AI-first GTM experimentation engine. Reporting to the Director, Sales Development Strategy & Operations, this role connects where we are today to where we need to go by aligning the Prospecting Science experiment portfolio, pipeline impact, and resourcing. You will translate experiment-level results into enterprise-level narratives, ensure resources are focused on the highest-impact motions, and act as the primary link between Prospecting Science and broader GTM strategy forums. This is a high-visibility role that partners daily with senior leaders across Sales, Marketing, DTS, and Finance. This position is an individual contributor role reporting to the Director, Strategy & Operations - Sales Development. Responsibility Own and maintain a living portfolio prioritization framework (expected pipe value x probability of success x speed-to-scale + resource cost) that ranks all active and proposed experiments against the FY27 pipeline ambition Define and enforce stage-gate criteria for experiment progression (Discover -> Plan -> Run -> Scale), including quantitative thresholds for kill, pivot, iterate, and scale decisions Draft SteerCo narratives, ELT investment memos, and QBR decks that connect experiment-level performance to enterprise outcomes (CW, productivity, AI reinvestment thesis) Build scenario models and program resource allocation recommendations (for example, “what if we shift 30% of outbound to agentic agents”) with quantified pipe/CW impact and confidence intervals Serve as the GTM integration point for Prospecting Science, ensuring experiments inform and are informed by AOP planning, Growth pods, ICP/routing decisions, compensation design, and coverage models Partner with the operating model lead to evolve ceremonies, Jira workflows, and intake processes as the program scales from 20 to 50+ experiments Produce quarterly portfolio rebalance recommendations that identify which experiments to accelerate, which to sunset, and where new bets should be placed Collaborate with DTS and GDA leads to ensure measurement infrastructure and attribution methodology are correctly translated into strategic decisions Represent Prospecting Science in cross-functional GTM forums (AOP, Growth pods, Commercial/Enterprise programs) so the core team can focus on execution

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