Director, Sales & Partner Strategy and Insights

Docusign, Inc.•Seattle, WA

60d•Hybrid

About The Position

We are seeking a Strategy and Insights Lead to drive data-driven decision-making and operational excellence across our Sales and Partner organizations, while shaping strategy and alignment across the broader global Go-To-Market (GTM) ecosystem. Partnering with Sales, Partner, and Revenue leaders, this role translates strategy into execution - leveraging analytics, process rigor, and cross-functional collaboration to optimize performance across the entire GTM funnel (Marketing → Sales → Post-Sales). The ideal candidate brings a deep understanding of GTM motions, strong analytical and visualization expertise, and a proven ability to influence executive stakeholders through insight-driven storytelling. You will serve as the connective tissue between GTM, RevOps, Finance, and Data teams - ensuring cohesive planning, performance tracking, and execution across global regions. This is a high-impact role for a strategic operator who thrives at the intersection of data, strategy, and execution - driving clarity, consistency, and performance across a complex, fast-scaling commercial organization. This position is people manager role reporting to Vice President, Sales and Partnerships Strategy & Operations.

Requirements

15+ years of related experience with a Bachelor's degree; or 12+ years and a Master's degree; or a PhD with 8 years experience; or equivalent experience
Bachelor's degree in Business, Economics, Finance, Data Analytics, or a related field
7+ years of experience in GTM Strategy, Sales Operations, Revenue Operations, or Business Analytics roles within a high-growth SaaS or technology environment
Experience with a management role in Sales Partner Strategy and Insights
Experience leading a team of 5+ individuals, both direct and indirect reports
Experience with Salesforce, Tableau, and data visualization best practices, with the ability to synthesize complex data into intuitive, executive-ready dashboards and actionable business insights

Nice To Haves

MBA or advanced degree
Experience with analytical, operational and leadership skills
Ability to use professional concepts in developing resolution to critical issues
Experience working with senior management and other functional leaders to set the short- and long-range strategy and resource plans for multiple or all areas across the assigned function
Advanced leadership and management skills to set and manage the direction and work of experienced professionals working on complex deliverables
Experience with global or multi-region GTM operations, supporting both direct Sales and Partner channels
Ability to translate DocuSign's overarching strategy into a clear and compelling vision and strategic direction for Sales Partner Strategy and Insights
Ability to consistently and successfully lead and oversee execution across larger teams and more complex deliverables to achieve or exceed the area strategy
Ability to communicate in a manner that aligns larger teams and larger groups of partners and stakeholders on strategic, often highly complex initiatives
Demonstrated track record of leading teams and delivering cross-functional initiatives that balance strategic priorities with hands-on execution and deliver measurable business outcomes
Ability to influence senior leaders and drive strategic alignment through data-driven storytelling - connecting analytics to business strategy and execution across functions and regions
Familiarity with GTM forecasting platforms and data automation tools (e.g., Clari, Gong, Snowflake, or similar)

Responsibilities

Own the end-to-end GTM funnel (Marketing → Sales → Post-Sales), tracking performance and driving continuous optimization across pipeline generation, conversion, and retention
Define and monitor key GTM KPIs, translating trends and insights into actionable recommendations for Sales, Partner, and Revenue leadership
Deliver proactive performance analytics to support CRO decision-making and regional execution
Act as a trusted advisor to Sales and Partner leaders, providing data-driven insights that influence strategy, territory planning, and investment decisions
Partner closely with Finance, RevOps & Data teams to align GTM analytics with broader business priorities, ensuring consistency in forecasting, goal-setting, and reporting
Develop executive-ready presentations and dashboards that clearly communicate performance drivers and business impact
Serve as the global coordination hub across regional Sales amp; Partner Operations teams, ensuring consistent execution of strategic initiatives, planning cycles, and operational processes
Drive alignment and collaboration between GTM, RevOps, Finance, Data, and Enablement teams, fostering a data-driven culture and shared accountability for results
Support CRO and leadership team in key business cadences, including QBRs, OKRs, forecasting calls, and strategic reviews - owning standardization, preparation, and cross-regional alignment
Build and maintain scalable, high-impact dashboards in Salesforce and Tableau, integrating data from multiple systems to support Sales and Partner analytics
Translate executive GTM priorities into measurable, data-driven workstreams that guide regional Sales and Partner Operations execution
Partner closely with the Sales Process, Enablement and IT teams on rollout and adoption of GTM processes, methodologies (e.g., MEDDPICC), and systems (e.g., forecasting platforms)
Champion continuous improvement in GTM data quality, reporting standards, and operational workflows

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).
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

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