Senior Manager, GTM Operations
SupportFinity™, Seattle, WA, United States
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. 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 owns the Quota Design, Strategy and Operations for Docusign’s GTM organization, ensuring alignment to company financial objectives and GTM design. The GTM Strategy & Operations Senior Manager is a detailed, adaptable problem‑solver responsible for developing, maintaining, and actioning quotas for GTM teams including Sales, Customer Success, Specialists, Solution Consultants, Partners, and XDRs globally. A successful individual in this role thinks critically, logically, and creatively to increase automation, resolve issues, and develop proactive processes to clear future roadblocks and deliver quotas to the field in a timely manner. This position is a people manager role reporting to the Sr. Director, GTM Operations.
Responsibilities
Drive continuous improvement in quota accuracy, including improving correlation between quotas and territory potential.
Improve time‑to‑quota through process and tooling enhancements.
Partner with Finance and Sales Strategy to ensure quota plans support company revenue, growth, and productivity targets.
Own the end‑to‑end quota planning lifecycle, including timeline orchestration, cross‑functional coordination, and field delivery.
Develop and maintain capacity models that translate company revenue targets into headcount, productivity, and quota requirements.
Build planning analytics frameworks to support GTM workforce planning, coverage modeling, and territory design.
Model rep productivity, ramp assumptions, attrition, and pipeline coverage.
Deliver insights on quota attainment distributions, coverage ratios, and organizational capacity to inform leadership planning decisions.
Identify opportunities to improve quota accuracy, productivity forecasting, and sales capacity planning.
Drive automation and simplification across the quota planning, modeling, and deployment processes.
Improve data quality, reporting infrastructure, and planning tooling leveraging platforms such as Salesforce and Snowflake.
Build scalable processes that reduce operational risk and enable repeatable quota cycles.
Establish governance and documentation for quota policies, ensuring consistency, transparency, and auditability.
Drive alignment across GTM leadership, Finance, Strategy, and Compensation on quota methodologies and planning assumptions.
Present quota strategies, trade‑offs, and scenario analyses to VP+ GTM and Finance leadership.
Deliver clear communication and enablement to field leadership on quota methodology and planning frameworks.
Own the governance and escalation framework for quota decisions, managing Tier‑1 strategic escalations while empowering the team to handle operational inquiries.
Lead increasingly complex cross‑functional initiatives that impact GTM planning and operational strategy.
Lead, mentor, and develop a high‑performing GTM operations team.
Establish a strong team culture aligned with Docusign’s values of Trust, Customer Focus, Simplicity, and Innovation.
Set clear goals, prioritize workstreams, and ensure consistent delivery of high‑impact outcomes.
Job Designation Hybrid: Employee divides their time between in‑office and remote work. Access to an office location is required (minimum 2 days per week).
What You Bring Basic
8+ years of experience in Sales Operations, Revenue Operations, Strategy, Finance, or Consulting.
Experience managing quota planning, sales capacity models, or revenue planning frameworks.
5+ years of people management experience.
Bachelor’s degree in Business, Economics, Finance, or a related field.
Preferred
Strong understanding of GTM planning processes including quota allocation, capacity modeling, and territory design.
Experience building analytical models for workforce planning, productivity forecasting, and coverage modeling.
Proficiency with Salesforce, Snowflake, and advanced analytics tools.
Demonstrated ability to drive automation, standardization, and process improvements.
Strong analytical and problem‑solving skills with high intellectual curiosity.
Ability to operate effectively in fast‑paced environments with ambiguity.
Strong communication and stakeholder management skills across all organizational levels.
Customer‑centric mindset with a collaborative approach to cross‑functional partnerships.
Knowledge of SaaS GTM models and revenue operations best practices.
Wage Transparency Pay varies by location and experience. Base salary ranges: California $140,000–$225,075; Illinois, Colorado, Massachusetts and Minnesota $133,800–$189,000; Washington, Maryland, New Jersey and New York (NYC metro) $133,800–$197,750.
Benefits
Paid Time Off and paid company holidays.
Paid Parental Leave: up to six months.
Full Health Benefits Plans with employer‑paid options.
Retirement Plans with potential employer contributions.
Learning and Development opportunities.
Compassionate Care Leave.
Work Authorization Notice 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.
Accommodation Docusign is committed to providing reasonable accommodations for qualified individuals with disabilities in our job application procedures. Contact accommodations@docusign.com for any accommodation needs.
Equal Opportunity Employer 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 any legally protected category.
States Not Eligible for Employment Alaska, Hawaii, Maine, Mississippi, North Dakota, South Dakota, Vermont, West Virginia and Wyoming.
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What You'll Do This role owns the Quota Design, Strategy and Operations for Docusign’s GTM organization, ensuring alignment to company financial objectives and GTM design. The GTM Strategy & Operations Senior Manager is a detailed, adaptable problem‑solver responsible for developing, maintaining, and actioning quotas for GTM teams including Sales, Customer Success, Specialists, Solution Consultants, Partners, and XDRs globally. A successful individual in this role thinks critically, logically, and creatively to increase automation, resolve issues, and develop proactive processes to clear future roadblocks and deliver quotas to the field in a timely manner. This position is a people manager role reporting to the Sr. Director, GTM Operations.
Responsibilities
Drive continuous improvement in quota accuracy, including improving correlation between quotas and territory potential.
Improve time‑to‑quota through process and tooling enhancements.
Partner with Finance and Sales Strategy to ensure quota plans support company revenue, growth, and productivity targets.
Own the end‑to‑end quota planning lifecycle, including timeline orchestration, cross‑functional coordination, and field delivery.
Develop and maintain capacity models that translate company revenue targets into headcount, productivity, and quota requirements.
Build planning analytics frameworks to support GTM workforce planning, coverage modeling, and territory design.
Model rep productivity, ramp assumptions, attrition, and pipeline coverage.
Deliver insights on quota attainment distributions, coverage ratios, and organizational capacity to inform leadership planning decisions.
Identify opportunities to improve quota accuracy, productivity forecasting, and sales capacity planning.
Drive automation and simplification across the quota planning, modeling, and deployment processes.
Improve data quality, reporting infrastructure, and planning tooling leveraging platforms such as Salesforce and Snowflake.
Build scalable processes that reduce operational risk and enable repeatable quota cycles.
Establish governance and documentation for quota policies, ensuring consistency, transparency, and auditability.
Drive alignment across GTM leadership, Finance, Strategy, and Compensation on quota methodologies and planning assumptions.
Present quota strategies, trade‑offs, and scenario analyses to VP+ GTM and Finance leadership.
Deliver clear communication and enablement to field leadership on quota methodology and planning frameworks.
Own the governance and escalation framework for quota decisions, managing Tier‑1 strategic escalations while empowering the team to handle operational inquiries.
Lead increasingly complex cross‑functional initiatives that impact GTM planning and operational strategy.
Lead, mentor, and develop a high‑performing GTM operations team.
Establish a strong team culture aligned with Docusign’s values of Trust, Customer Focus, Simplicity, and Innovation.
Set clear goals, prioritize workstreams, and ensure consistent delivery of high‑impact outcomes.
Job Designation Hybrid: Employee divides their time between in‑office and remote work. Access to an office location is required (minimum 2 days per week).
What You Bring Basic
8+ years of experience in Sales Operations, Revenue Operations, Strategy, Finance, or Consulting.
Experience managing quota planning, sales capacity models, or revenue planning frameworks.
5+ years of people management experience.
Bachelor’s degree in Business, Economics, Finance, or a related field.
Preferred
Strong understanding of GTM planning processes including quota allocation, capacity modeling, and territory design.
Experience building analytical models for workforce planning, productivity forecasting, and coverage modeling.
Proficiency with Salesforce, Snowflake, and advanced analytics tools.
Demonstrated ability to drive automation, standardization, and process improvements.
Strong analytical and problem‑solving skills with high intellectual curiosity.
Ability to operate effectively in fast‑paced environments with ambiguity.
Strong communication and stakeholder management skills across all organizational levels.
Customer‑centric mindset with a collaborative approach to cross‑functional partnerships.
Knowledge of SaaS GTM models and revenue operations best practices.
Wage Transparency Pay varies by location and experience. Base salary ranges: California $140,000–$225,075; Illinois, Colorado, Massachusetts and Minnesota $133,800–$189,000; Washington, Maryland, New Jersey and New York (NYC metro) $133,800–$197,750.
Benefits
Paid Time Off and paid company holidays.
Paid Parental Leave: up to six months.
Full Health Benefits Plans with employer‑paid options.
Retirement Plans with potential employer contributions.
Learning and Development opportunities.
Compassionate Care Leave.
Work Authorization Notice 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.
Accommodation Docusign is committed to providing reasonable accommodations for qualified individuals with disabilities in our job application procedures. Contact accommodations@docusign.com for any accommodation needs.
Equal Opportunity Employer 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 any legally protected category.
States Not Eligible for Employment Alaska, Hawaii, Maine, Mississippi, North Dakota, South Dakota, Vermont, West Virginia and Wyoming.
#J-18808-Ljbffr