Director, Horizontal ISV Partnerships

Docusign • San Francisco, CA

5d • Hybrid

About The Position

The Director of Horizontal ISV Partnerships will lead the partner mission across our top ISV and technology partners globally, bringing the strength of the partner base into the Docusign business. This seasoned leader will manage a team of several direct reports to develop and execute the ISV ecosystem strategy for Intelligent Agreement Management, including our strategic partnerships with OpenAI and Anthropic. This leader will also engage with our product and sales team to drive innovation and GTM, and will work closely with our international team to expand our partner ecosystem in focus countries for our expanding regional coverage model. The ideal leader will bring foundational experience in developing a complex ISV ecosystem encompassing referral, OEM and resale dynamics. This leader will leverage first-hand experience building partnerships and driving technical integrations, attuned to the rapid growth and innovation inherent in SaaS companies delivering strong, direct value to end-customers. Finally, this leader will collaborate closely with executive leadership in sales, marketing, customer success, product, and enablement to drive vision and strategy for the ISV ecosystem and ensure the success of partners globally. This position is a people manager role reporting to the Vice President, ISV Ecosystem & ISV Embed Leader.

Requirements

• Cross-functional experience blending sales, marketing, product, and operations, with a well-honed ability to deal with multiple competing demands and prioritize appropriately, as well as work effectively in matrices with multiple departments and customer types
• 10+ years relevant experience working with SaaS partnerships
• Experience developing and executing partner GTM plans
• Experience managing cross-functionally to build and transform partnership businesses
• Experience with cloud requirements in the North American market
• Project/program management experience

Nice To Haves

• Experience working with ISV partners like Hubspot, Stripe, OpenAI and CLEAR
• Experience building and driving OEM/Embed partnerships with SaaS Vendors, including PLG motions
• Experience creating Go-To-Market plans and extending these to increase partner-related revenues
• People management experience
• Working knowledge of the software and application development processes
• Excellent problem-solving and analytical skills
• Strong communication and presentation skills – both verbal and written

Responsibilities

• Develop and lead our Horizontal ISV partnership segment (including AI partners), with a focus on selecting, recruiting, and developing new partnerships for OEM, cosell/referral and reseller motions
• Lead day-to-day management of our AI partnerships and define the strategy that helps us drive the company from $3B in revenue to $5B+ by strategically aligning Docusign with key partner solutions
• Drive our partnership strategy, management, and recruiting for our horizontal ISV segment (CRM, HR, Procurement, Legal, etc.) with a focus on the large impactful partners
• Manage cross-functionally within Docusign to drive our ISV partnerships business
• Build go-to-market (GTM) plans and business cases through collaboration with an extended cross-functional team
• Work with Sales to drive the recruiting of new partners and to expand existing partner relationships
• Work with product to understand and convey new ISV requirements and the development of new functionality, as well as to identify and recruit new partners
• Work with the Docusign marketing team to develop and execute on-demand generation campaigns
• Conduct quarterly business reviews and develop executive relationships with Docusign and partner executives
• Present partner updates at monthly executive meetings

Benefits

• 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

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed