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GTM Operations Manager

LocationBR-Sao Paulo-TowerBridge, Brazil

Work modehybrid

Typefull-time

DepartmentBusiness/Sales Operations & Strategy

Company size10,000+ people

First seen1mo ago

Last seen2d 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 This role supports quota planning and run-the-business operations for Docusign’s GTM organization, with a primary focus on designing, configuring, and operating quota models for Sales, Customer Success, and overlay roles (e.g., xDRs, Specialists, Solution Consultants, Partners). The Sr. Planning Analyst is a detailed, adaptable problem-solver responsible for building and maintaining planning logic, supporting quota runs, and partnering with GTM Operations, Finance, Compensation, and DTS to deliver accurate, auditable quotas to the field. You will think critically, logically, and creatively to increase automation, resolve issues, and develop proactive processes that clear future roadblocks and improve the speed and quality of quota planning cycles. This position is an individual contributor role reporting to the Senior Manager, Quota Operations. Responsibility Support quota design leaders in building quota methodologies and frameworks for Sales, CS, and overlay roles (e.g., xDRs, Specialists, Solution Consultants, Partners) Design and maintain quota logic, workflows, and calculations within Oracle EPM Sales Planning in partnership with DTS configuration teams Build and run scenario modeling and impact analysis (by segment, role, geo) to evaluate quota design options, over-assignment strategies, and trade-offs, and summarize insights for GTM and Finance stakeholders Help develop and maintain capacity and coverage models that translate revenue targets into headcount, productivity, and quota requirements for targeted roles Act as a functional/business administrator for quota planning models in Oracle EPM to configure forms, rules, workflows, and views based on approved business requirements Maintain planning assumptions (e.g., retention, churn, productivity, ramp, over-assignment, allocation drivers) and ensure they are correctly reflected in scenarios and quota runs Support scenario management activities, including creating working versions, comparing scenarios, and promoting them for executive approval Maintain clear configuration documentation so changes in quota models are traceable and auditable across planning cycles Execute day-to-day RTB activities such as quota runs, true-ups, transfers, LOA adjustments, and manual exceptions in Oracle EPM and, where applicable, transitional spreadsheet models Prepare and maintain operational and field-facing reports and views for GTM, Finance, and Compensation, including quota publications, snapshots, and exception tracking Support monthly and quarterly RTB for overlay roles, including data refreshes, reconciliations, formula maintenance, and quality checks Collaborate with DTS data and technology teams on integrations between Oracle EPM, Salesforce, Snowflake, Workday, Xactly, and workflow tools; validate data mappings and rule outcomes in planning models Participate in CRP, SIT, and UAT testing cycles, helping to validate forms, business rule outcomes, Smart View templates, dashboards, and reports Surface recurring RTB issues, data defects, and quota logic edge cases to Quota Design Operations and DTS to inform roadmap and automation improvements Support governance and approval processes for quota methodologies, allocation strategies, and guardrails, ensuring alignment with GTM leadership and Finance Contribute to documentation and enablement materials explaining quota frameworks, planning assumptions, and methodology changes for field leadership and operations teams Help maintain strong controls around quota publication, including approval workflows, locking, releasing, and snapshot management in Oracle EPM 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 roles with exposure to quota or territory planning Experience working with planning systems, ideally Oracle EPM Planning / Sales Planning, including building and maintaining business rules, forms, and scenarios Experience building and operationalizing analytical models that support quota setting, performance analysis, or headcount and productivity planning Experience with Salesforce and Snowflake or similar CRM and data platforms Business-level English and Portuguese Preferred Hands-on experience supporting Oracle EPM Sales Planning implementations, including CRP/SIT/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 integrations and data flows across Salesforce, Workday, Snowflake, and Xactly in a GTM environment Experience 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 Adept at driving automation and process standardization across operational workflows Excellent communicator capable of translating complex data into clear narratives for all stakeholders Comfortable operating in fast-paced, global, and sometimes ambiguous settings, providing structured recommendations Customer and seller-focused collaborator embodying Docusign’s core values Strong analytical skills and advanced proficiency in Excel/Google Sheets; comfortable working with large datasets and complex formulas Leveraging Al & Technology: Connects teamwork and deliverables to broader business outcomes, identifying opportunities to increase value or reduce risk Strong written and verbal communication skills 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

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 roles with exposure to quota or territory planning Experience working with planning systems, ideally Oracle EPM Planning / Sales Planning, including building and maintaining business rules, forms, and scenarios Experience building and operationalizing analytical models that support quota setting, performance analysis, or headcount and productivity planning Experience with Salesforce and Snowflake or similar CRM and data platforms Business-level English and Portuguese Preferred Hands-on experience supporting Oracle EPM Sales Planning implementations, including CRP/SIT/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 integrations and data flows across Salesforce, Workday, Snowflake, and Xactly in a GTM environment Experience 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 Adept at driving automation and process standardization across operational workflows Excellent communicator capable of translating complex data into clear narratives for all stakeholders Comfortable operating in fast-paced, global, and sometimes ambiguous settings, providing structured recommendations Customer and seller-focused collaborator embodying Docusign’s core values Strong analytical skills and advanced proficiency in Excel/Google Sheets; comfortable working with large datasets and complex formulas Leveraging Al & Technology: Connects teamwork and deliverables to broader business outcomes, identifying opportunities to increase value or reduce risk Strong written and verbal communication skills

About the role

This role supports quota planning and run-the-business operations for Docusign’s GTM organization, with a primary focus on designing, configuring, and operating quota models for Sales, Customer Success, and overlay roles (e.g., xDRs, Specialists, Solution Consultants, Partners). The Sr. Planning Analyst is a detailed, adaptable problem-solver responsible for building and maintaining planning logic, supporting quota runs, and partnering with GTM Operations, Finance, Compensation, and DTS to deliver accurate, auditable quotas to the field. You will think critically, logically, and creatively to increase automation, resolve issues, and develop proactive processes that clear future roadblocks and improve the speed and quality of quota planning cycles. This position is an individual contributor role reporting to the Senior Manager, Quota Operations. Responsibility Support quota design leaders in building quota methodologies and frameworks for Sales, CS, and overlay roles (e.g., xDRs, Specialists, Solution Consultants, Partners) Design and maintain quota logic, workflows, and calculations within Oracle EPM Sales Planning in partnership with DTS configuration teams Build and run scenario modeling and impact analysis (by segment, role, geo) to evaluate quota design options, over-assignment strategies, and trade-offs, and summarize insights for GTM and Finance stakeholders Help develop and maintain capacity and coverage models that translate revenue targets into headcount, productivity, and quota requirements for targeted roles Act as a functional/business administrator for quota planning models in Oracle EPM to configure forms, rules, workflows, and views based on approved business requirements Maintain planning assumptions (e.g., retention, churn, productivity, ramp, over-assignment, allocation drivers) and ensure they are correctly reflected in scenarios and quota runs Support scenario management activities, including creating working versions, comparing scenarios, and promoting them for executive approval Maintain clear configuration documentation so changes in quota models are traceable and auditable across planning cycles Execute day-to-day RTB activities such as quota runs, true-ups, transfers, LOA adjustments, and manual exceptions in Oracle EPM and, where applicable, transitional spreadsheet models Prepare and maintain operational and field-facing reports and views for GTM, Finance, and Compensation, including quota publications, snapshots, and exception tracking Support monthly and quarterly RTB for overlay roles, including data refreshes, reconciliations, formula maintenance, and quality checks Collaborate with DTS data and technology teams on integrations between Oracle EPM, Salesforce, Snowflake, Workday, Xactly, and workflow tools; validate data mappings and rule outcomes in planning models Participate in CRP, SIT, and UAT testing cycles, helping to validate forms, business rule outcomes, Smart View templates, dashboards, and reports Surface recurring RTB issues, data defects, and quota logic edge cases to Quota Design Operations and DTS to inform roadmap and automation improvements Support governance and approval processes for quota methodologies, allocation strategies, and guardrails, ensuring alignment with GTM leadership and Finance Contribute to documentation and enablement materials explaining quota frameworks, planning assumptions, and methodology changes for field leadership and operations teams Help maintain strong controls around quota publication, including approval workflows, locking, releasing, and snapshot management in Oracle EPM

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