Growth Strategy & Operations Manager

Docusign • San Francisco, CA

3d • Hybrid

About The Position

The Growth Strategy & Operations Manager will serve as the strategic lead for portfolio orchestration across Docusign's AI-first GTM experimentation engine. Reporting to the Director, Sales Development Strategy & Operations, this role connects where we are today to where we need to go by aligning the Prospecting Science experiment portfolio, pipeline impact, and resourcing. You will translate experiment-level results into enterprise-level narratives, ensure resources are focused on the highest-impact motions, and act as the primary link between Prospecting Science and broader GTM strategy forums. This is a high-visibility role that partners daily with senior leaders across Sales, Marketing, DTS, and Finance. This position is an individual contributor role reporting to the Director, Strategy & Operations - Sales Development.

Requirements

• 8+ years of experience in management consulting (MBB or equivalent), corporate strategy, sales/revenue strategy, or GTM operations at a high-growth technology company
• 3+ years of experience in portfolio management, program strategy, or experiment-driven growth roles
• Experience building and maintaining prioritization frameworks that drive resource allocation decisions at the executive level
• Experience creating executive-facing content (board decks, ELT memos, QBR narratives) that synthesizes complex operational data into clear strategic recommendations
• Experience with financial modeling, including scenario analysis, sensitivity modeling, and ROI/expected-value calculations
• Bachelor's degree

Nice To Haves

• MBA or advanced degree in a quantitative or strategic discipline
• Experience in B2B SaaS sales strategy, pipeline generation, or demand generation environments
• Familiarity with agile operating models (Jira, sprint cadences, backlog management) applied to non-engineering contexts
• Experience with AI/ML-driven GTM motions, agentic workflows, or marketing/sales automation platforms
• Track record of influencing senior stakeholders (VP+) without direct authority
• Experience scaling experiment or innovation programs from pilot to global deployment
• Comfort operating in ambiguity and building structure where none exists

Responsibilities

• Own and maintain a living portfolio prioritization framework (expected pipe value x probability of success x speed-to-scale + resource cost) that ranks all active and proposed experiments against the FY27 pipeline ambition
• Define and enforce stage-gate criteria for experiment progression (Discover -> Plan -> Run -> Scale), including quantitative thresholds for kill, pivot, iterate, and scale decisions
• Draft SteerCo narratives, ELT investment memos, and QBR decks that connect experiment-level performance to enterprise outcomes (CW, productivity, AI reinvestment thesis)
• Build scenario models and program resource allocation recommendations (for example, "what if we shift 30% of outbound to agentic agents") with quantified pipe/CW impact and confidence intervals
• Serve as the GTM integration point for Prospecting Science, ensuring experiments inform and are informed by AOP planning, Growth pods, ICP/routing decisions, compensation design, and coverage models
• Partner with the operating model lead to evolve ceremonies, Jira workflows, and intake processes as the program scales from 20 to 50+ experiments
• Produce quarterly portfolio rebalance recommendations that identify which experiments to accelerate, which to sunset, and where new bets should be placed
• Collaborate with DTS and GDA leads to ensure measurement infrastructure and attribution methodology are correctly translated into strategic decisions
• Represent Prospecting Science in cross-functional GTM forums (AOP, Growth pods, Commercial/Enterprise programs) so the core team can focus on execution

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

What This Job Offers

• Job Type: Full-time
• Career Level: Senior