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Quota Operations Manager

LocationBR-Sao Paulo-TowerBridge, Brazil

Work modehybrid

Typefull-time

DepartmentBusiness/Sales Operations & Strategy

Company size10,000+ people

First seen1w 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 As a Quota Operations Manager you will own core run-the-business quota activities for Docusign’s global go-to-market organization. Your primary focus will be executing recurring quota processes, resolving and managing quota tickets, maintaining accurate operational data, and providing timely support to field and business stakeholders across Sales, Customer Success, and overlay roles. You will be a detailed, adaptable problem-solver who manages quota requests from intake through resolution, investigates root causes, performs data and calculation checks, and maintains strong operational controls. You will partner with GTM Operations, Finance, Compensation, and Docusign Technology Services to ensure quota updates are accurate, timely, documented, and auditable. This is a hands-on role for someone who enjoys the doing phase: working through daily operational queues, analyzing data, resolving exceptions, improving processes, and communicating clear outcomes to stakeholders. You will help create a reliable, scalable support experience during recurring quota cycles and throughout the year. This position is an individual contributor role reporting to the Senior Manager, Quota Operations. Responsibility Execute recurring quota activities, including quota runs, true-ups, transfers, leave-of-absence adjustments, promotions, territory or role changes, and manual exceptions Process quota updates accurately and within agreed service-level expectations across Sales and Customer Success Perform data refreshes, reconciliations, calculation checks, and quality controls before quota outputs are published Maintain quota snapshots, publication files, exception logs, and operational records across monthly and quarterly cycles Investigate operational issues, identify root causes, and recommend process or system improvements Coordinate with Finance, Compensation, GTM Operations, and DTS when an issue requires cross-functional resolution Own or contribute to the quota support queue, triaging tickets, clarifying requirements, researching issues, and driving requests through resolution Communicate status, resolution details, and next steps clearly to requestors and business partners Maintain reporting on ticket volume, aging, categories, recurring issues, and business impact to identify trends and improve service levels Escalate defects, policy questions, and complex exceptions with the right context, evidence, and recommended path forward Create and maintain field-facing enablement materials, FAQs, and process documentation that improve transparency and reduce repeat questions Use ticket and operational data to identify opportunities for automation, standardization, and continuous improvement Partner with DTS data and technology teams on integrations among Oracle EPM, Salesforce, Snowflake, Workday, Xactly, and related workflow tools Validate data mappings, source data, business rules, calculation outcomes, and downstream outputs Participate in CRP, SIT, and UAT testing cycles, validating forms, business rules, Smart View templates, dashboards, and reports Surface recurring operational issues, data defects, and quota-logic edge cases to Quota Design Operations and DTS Contribute to automation and roadmap initiatives that reduce manual effort, improve data quality, and increase scalability Support governance and approval processes for quota methodologies, allocation strategies, and operating guardrails Ensure quota policies and methodologies are aligned with GTM leadership, Finance, and Compensation Contribute to documentation and enablement materials explaining quota frameworks, planning assumptions, and methodology changes Maintain controls around quota publication, including approval workflows, locking, releasing, and snapshot management in Oracle EPM Communicate complex analytical and operational topics clearly to field leadership, business partners, and operations teams 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 Bachelor’s degree in Business, Economics, Finance, Mathematics, Data Science, Engineering, or a related field 8+ years of experience in Sales Operations, Revenue Operations, FP&A, or GTM Strategy & Operations, with exposure to quota or territory planning Experience working with planning systems, ideally Oracle EPM Planning or Sales Planning, including building and maintaining business rules, forms, and scenarios Experience building and operationalizing analytical models that support quota setting, performance analysis, headcount planning, or productivity planning Experience with Excel or Google Sheets, large datasets, and complex formulas Experience with Salesforce and Snowflake or similar CRM and data platforms Experience connecting analytical work and operational deliverables to broader business outcomes, identifying opportunities to increase value and reduce risk Experience connecting teamwork and deliverables to broader business outcomes, identifying opportunities to increase value or reduce risk Business-level English and Portuguese proficiency Preferred Strong written and verbal communication skills Strong analytical skills Hands-on experience supporting Oracle EPM Sales Planning implementations, including CRP, SIT, and UAT testing and business-side administration Background in quota methodology design and Revenue Operations, including over-assignment strategies, capacity planning, and productivity assumptions Familiarity with data flows and integrations across Salesforce, Workday, Snowflake, and Xactly in a GTM environment Experience working in a SaaS or subscription-based business model Highly analytical problem-solver with strong attention to detail and intellectual curiosity Structured, systems-thinking mindset with the ability to translate business concepts into planning logic and configuration Demonstrated ability to drive automation, process standardization, and operational excellence Excellent communicator who can translate complex data into clear narratives and recommendations Comfortable operating in a fast-paced, global, and sometimes ambiguous environment Collaborative and stakeholder-oriented, with a strong focus on customer and seller experience Able to balance precision, urgency, and sound judgment during high-volume planning and publication cycles 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 #LI-Hybrid #LI-AG2

Requirements

Basic Bachelor’s degree in Business, Economics, Finance, Mathematics, Data Science, Engineering, or a related field 8+ years of experience in Sales Operations, Revenue Operations, FP&A, or GTM Strategy & Operations, with exposure to quota or territory planning Experience working with planning systems, ideally Oracle EPM Planning or Sales Planning, including building and maintaining business rules, forms, and scenarios Experience building and operationalizing analytical models that support quota setting, performance analysis, headcount planning, or productivity planning Experience with Excel or Google Sheets, large datasets, and complex formulas Experience with Salesforce and Snowflake or similar CRM and data platforms Experience connecting analytical work and operational deliverables to broader business outcomes, identifying opportunities to increase value and reduce risk Experience connecting teamwork and deliverables to broader business outcomes, identifying opportunities to increase value or reduce risk Business-level English and Portuguese proficiency Preferred Strong written and verbal communication skills Strong analytical skills Hands-on experience supporting Oracle EPM Sales Planning implementations, including CRP, SIT, and UAT testing and business-side administration Background in quota methodology design and Revenue Operations, including over-assignment strategies, capacity planning, and productivity assumptions Familiarity with data flows and integrations across Salesforce, Workday, Snowflake, and Xactly in a GTM environment Experience working in a SaaS or subscription-based business model Highly analytical problem-solver with strong attention to detail and intellectual curiosity Structured, systems-thinking mindset with the ability to translate business concepts into planning logic and configuration Demonstrated ability to drive automation, process standardization, and operational excellence Excellent communicator who can translate complex data into clear narratives and recommendations Comfortable operating in a fast-paced, global, and sometimes ambiguous environment Collaborative and stakeholder-oriented, with a strong focus on customer and seller experience Able to balance precision, urgency, and sound judgment during high-volume planning and publication cycles

About the role

As a Quota Operations Manager you will own core run-the-business quota activities for Docusign’s global go-to-market organization. Your primary focus will be executing recurring quota processes, resolving and managing quota tickets, maintaining accurate operational data, and providing timely support to field and business stakeholders across Sales, Customer Success, and overlay roles. You will be a detailed, adaptable problem-solver who manages quota requests from intake through resolution, investigates root causes, performs data and calculation checks, and maintains strong operational controls. You will partner with GTM Operations, Finance, Compensation, and Docusign Technology Services to ensure quota updates are accurate, timely, documented, and auditable. This is a hands-on role for someone who enjoys the doing phase: working through daily operational queues, analyzing data, resolving exceptions, improving processes, and communicating clear outcomes to stakeholders. You will help create a reliable, scalable support experience during recurring quota cycles and throughout the year. This position is an individual contributor role reporting to the Senior Manager, Quota Operations. Responsibility Execute recurring quota activities, including quota runs, true-ups, transfers, leave-of-absence adjustments, promotions, territory or role changes, and manual exceptions Process quota updates accurately and within agreed service-level expectations across Sales and Customer Success Perform data refreshes, reconciliations, calculation checks, and quality controls before quota outputs are published Maintain quota snapshots, publication files, exception logs, and operational records across monthly and quarterly cycles Investigate operational issues, identify root causes, and recommend process or system improvements Coordinate with Finance, Compensation, GTM Operations, and DTS when an issue requires cross-functional resolution Own or contribute to the quota support queue, triaging tickets, clarifying requirements, researching issues, and driving requests through resolution Communicate status, resolution details, and next steps clearly to requestors and business partners Maintain reporting on ticket volume, aging, categories, recurring issues, and business impact to identify trends and improve service levels Escalate defects, policy questions, and complex exceptions with the right context, evidence, and recommended path forward Create and maintain field-facing enablement materials, FAQs, and process documentation that improve transparency and reduce repeat questions Use ticket and operational data to identify opportunities for automation, standardization, and continuous improvement Partner with DTS data and technology teams on integrations among Oracle EPM, Salesforce, Snowflake, Workday, Xactly, and related workflow tools Validate data mappings, source data, business rules, calculation outcomes, and downstream outputs Participate in CRP, SIT, and UAT testing cycles, validating forms, business rules, Smart View templates, dashboards, and reports Surface recurring operational issues, data defects, and quota-logic edge cases to Quota Design Operations and DTS Contribute to automation and roadmap initiatives that reduce manual effort, improve data quality, and increase scalability Support governance and approval processes for quota methodologies, allocation strategies, and operating guardrails Ensure quota policies and methodologies are aligned with GTM leadership, Finance, and Compensation Contribute to documentation and enablement materials explaining quota frameworks, planning assumptions, and methodology changes Maintain controls around quota publication, including approval workflows, locking, releasing, and snapshot management in Oracle EPM Communicate complex analytical and operational topics clearly to field leadership, business partners, and operations teams

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