GTM Process Manager

Docusign • San Francisco, CA

19h • Hybrid

About The Position

As the GTM Business Process Manager, your charter is to design scalable GTM processes, and canonical flows that bring system-level coherence to a complex, multi-system enterprise revenue ecosystem. Bridging GTM strategy, operations and AI systems, you will transform operational complexity into visual clarity—using service design and process visualization to model how human teams interact with autonomous AI agents. You will serve as the primary process designer and BRD writer for end-to-end seller workflows, establishing human-in-the-loop governance that drives measurable business outcomes.
This position is an individual contributor role reporting to the Director, GTM Process & Systems Governance.

Requirements

• BS/BA degree or equivalent in work experience
• 8+ years of experience in GTM Strategy & Operations, Business Process Re-engineering, Service Design, or Enterprise Process design
• Experience with GTM processes, systems, and tools (Salesforce, GTM ecosystems, sales engagement platforms)
• Experience in process mapping and redesign using structured methodologies (e.g., swimlane diagrams, value stream mapping)
• Experience designing new processes and driving projects to successful completion

Nice To Haves

• Extensive background in Sales Strategy/Ops within high-growth SaaS environments, management consulting, or enterprise digital transformation
• Hands-on experience mapping and deploying AI agents, LLM-driven automation, and sales intelligence bots within complex GTM ecosystems
• Deep understanding of agentic orchestration, prompt engineering, and responsible AI principles, complemented by a strong service design foundation to bridge seller needs with technical infrastructure
• Proven ability to articulate vision and lead projects from initial process discovery through successful AI deployment and adoption
• Highly adaptable to ambiguous, fast-paced environments with the ability to build consensus and influence stakeholders across all levels, from individual contributors to executives
• Intellectual curiosity and self-confidence, with a focus on experimenting with emerging AI tools and operationalizing them at scale
• Business requirements gathering mastery and experience in driving feedback loops
• Strong listener and out-of-the-box thinker in developing designs that incorporate current needs with future-design thinking
• Highly focused on business process efficiency through sound design and change management
• Driver mindset with high accountability

Responsibilities

• Develop and design Process Architecture, focusing on end-to-end business design and structural integrity to re-engineer or reimagine business processes utilizing AI, and establish standards and frameworks for process design and maintenance
• Map, redesign, and maintain end-to-end canonical GTM and sales process flows and service blueprints (using Miro, Lucidchart, or similar enterprise mapping tools), aligning seller actions with back-stage AI agents to identify high-value opportunities where automation can reduce friction, accelerate cycle times, and improve rep productivity
• Design workflows for GTM motions — including qualification, outreach sequencing, pipeline management, forecasting support, and post-sale handoffs
• Define operational checkpoints and governance frameworks visually, explicitly distinguishing full agentic automation from human-validated steps, to ensure system quality, rep trust, and clear handoff criteria
• Create and maintain key documentation — including process flows, playbooks, RACIs, and developer-ready user stories/BRDs — converting high-level AI capabilities into visual playbooks and interactive workflow blueprints for IT and stakeholders, keeping operational efficiency, ease of use, and effectiveness top of mind
• Facilitate process discovery workshops and decision-making sessions on proposed process initiatives, AI augmentation strategies, and agentic solutions, delivering executive-aligned visual narratives that translate complex AI architectures into clear, compelling transformation roadmaps for cross-functional leadership
• Collaborate across departments and effectively manage stakeholders and user groups to determine downstream impacts of process or system changes; provide leadership with project status updates, feedback, and reporting on key projects
• Establish metrics to monitor workflow adoption, identify operational bottlenecks, and continuously evaluate and iterate on deployed processes and agentic solutions using user feedback and business outcome data to maximize seller productivity and revenue acceleration
• Understand the GTM process architecture of key systems in the tool stack and formulate POVs on integration streamlining

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
• Education Level: Associate degree