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GTM Strategy & Operations Manager

Salary$127k – $207k

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 As a GTM Strategy & Operations Manager, you are a highly-motivated self-starter who is responsible for helping to design, drive and execute against business-level priority initiatives that accelerate our global revenue growth and optimize our GTM processes across the entire sales cycle. This is a highly-visible role. You will be responsible for helping to build supporting analysis and insights that define our GTM strategy and architecture, drive operational rigor and remove friction, and deliver the insights and outcomes that shape our trajectory. This role will support analytics, content creation and initiatives that are essential for guaranteeing a cohesive strategy, seamless execution and maximum growth and revenue generation across all GTM functions. This position is an individual contributor role reporting to the Sr. Director of GTM Strategy & Programs. Responsibility Conduct analysis that supports the construction of the overarching vision and strategic roadmap for the end-to-end GTM motion, ensuring alignment with global growth targets and defining how we operate as one cohesive team to the customer Identify and support initiatives that eliminate operational friction with the sales organization and across GTM functions Incorporate AI, automation and advanced analytics to accelerate our GTM processes Partner cross-functionally with Sales, Marketing, Post-Sales, Product, Operations, HR, Legal, Finance and other teams to develop and execute company-level growth and high ROI initiatives Work closely with cross-GTM analytics and intelligence, and the sales plays and programs teams to execute on our GTM Strategy Understand, analyse and interpret large quantities of ambiguous quantitative and qualitative data and convert it into actionable insights and business outcomes Support the development of presentations for the C-suite and GTM leadership with deep, actionable insights regarding key drivers of business performance, recommendations and investment priorities Build convincing slides and components of executive-level presentations supported by data-driven insights and thinking Help build supporting insights to influence senior stakeholders and partners Work with the rest of the GTM strategy team to drive accountability and outcomes with a focus on operational strategy and 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 progressive experience in top-tier tech strategy and operations roles, management consulting, private equity or other fast-paced, high-growth environments 2+ years of experience working in/with SaaS companies 2+ years of experience designing, executing and scaling GTM Strategy, Sales Strategy, and/or GTM operating models Experience operating and driving influence in complex matrixed environments Experience managing projects and complex cross-functional initiatives Bachelor’s degree or equivalent experience Preferred SaaS experience with a focus on Enterprise tech Understanding of SaaS business models and market trends Understanding of full-sales lifecycle from prospecting to selling, and adoption and retention Track-record of analytical and problem-solving excellence 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: $132,700.00 - $206,800.00 base salary Illinois, Colorado, Massachusetts and Minnesota: $126,500.00 - $173,900.00 base salary Washington, Maryland, New Jersey and New York (including NYC metro area): $126,500.00 - $182,500.00 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 8+ years of progressive experience in top-tier tech strategy and operations roles, management consulting, private equity or other fast-paced, high-growth environments 2+ years of experience working in/with SaaS companies 2+ years of experience designing, executing and scaling GTM Strategy, Sales Strategy, and/or GTM operating models Experience operating and driving influence in complex matrixed environments Experience managing projects and complex cross-functional initiatives Bachelor’s degree or equivalent experience Preferred SaaS experience with a focus on Enterprise tech Understanding of SaaS business models and market trends Understanding of full-sales lifecycle from prospecting to selling, and adoption and retention Track-record of analytical and problem-solving excellence

About the role

As a GTM Strategy & Operations Manager, you are a highly-motivated self-starter who is responsible for helping to design, drive and execute against business-level priority initiatives that accelerate our global revenue growth and optimize our GTM processes across the entire sales cycle. This is a highly-visible role. You will be responsible for helping to build supporting analysis and insights that define our GTM strategy and architecture, drive operational rigor and remove friction, and deliver the insights and outcomes that shape our trajectory. This role will support analytics, content creation and initiatives that are essential for guaranteeing a cohesive strategy, seamless execution and maximum growth and revenue generation across all GTM functions. This position is an individual contributor role reporting to the Sr. Director of GTM Strategy & Programs. Responsibility Conduct analysis that supports the construction of the overarching vision and strategic roadmap for the end-to-end GTM motion, ensuring alignment with global growth targets and defining how we operate as one cohesive team to the customer Identify and support initiatives that eliminate operational friction with the sales organization and across GTM functions Incorporate AI, automation and advanced analytics to accelerate our GTM processes Partner cross-functionally with Sales, Marketing, Post-Sales, Product, Operations, HR, Legal, Finance and other teams to develop and execute company-level growth and high ROI initiatives Work closely with cross-GTM analytics and intelligence, and the sales plays and programs teams to execute on our GTM Strategy Understand, analyse and interpret large quantities of ambiguous quantitative and qualitative data and convert it into actionable insights and business outcomes Support the development of presentations for the C-suite and GTM leadership with deep, actionable insights regarding key drivers of business performance, recommendations and investment priorities Build convincing slides and components of executive-level presentations supported by data-driven insights and thinking Help build supporting insights to influence senior stakeholders and partners Work with the rest of the GTM strategy team to drive accountability and outcomes with a focus on operational strategy and execution

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