Senior GTM Operations Analyst

Docusign • San Francisco, CA

4d • Hybrid

About The Position

As a Senior GTM Operations Analyst, you will use data, analytical tools, and AI to investigate complex go-to-market operational issues, uncover insights, and recommend resolutions that improve sales execution and support annual planning. You will develop expertise in GTM strategy, bookings frameworks, sales compensation, quota, and opportunity crediting to analyze exceptions, identify root causes, and deliver accurate, data-driven solutions.

The role focuses on resolving complex GTM and Sales Operations exceptions by analyzing sales, post-sales, opportunity, quota, and compensation data. You will evaluate scenarios, summarize findings, and recommend ways to improve accuracy, consistently apply established guidelines, and reduce manual work. You will also identify opportunities to simplify and selectively automate repeatable analytical workflows while accounting for business value, feasibility, accuracy, and the need for human judgment.

This is an individual contributor position reporting to the Sr. Director, Sales Operations. The role is hybrid, with at least two days per week in an office; the weekly in-office expectation may vary by team.

Requirements

• At least 8 years of experience in Sales Operations, GTM Operations, Sales Strategy, Consulting, or related Strategy & Operations roles.
• Bachelor's degree or equivalent practical experience.
• Experience investigating and resolving complex GTM operational exceptions involving opportunity credit, quota, sales compensation, or related processes, including reconciling data across systems and developing well-supported resolutions.
• Experience with analytical tools such as Excel or Google Sheets and with data from enterprise systems such as Snowflake, Salesforce, or Oracle.
• Experience with SaaS business models, GTM principles, bookings frameworks, quota structures, and sales compensation.
• Experience using AI or emerging technologies to analyze data, synthesize findings, or improve operational efficiency.
• Ability to manage complex assignments independently, prioritize competing demands, and maintain accountability for analytical quality, execution, and business outcomes.
• Ability to collaborate effectively across functions and adapt in fast-paced environments where priorities evolve and solutions are not fully defined.

Nice To Haves

• Experience in B2B SaaS within a global or complex, matrixed organization.
• Experience using SQL, Python, or similar analytical tools to investigate complex scenarios, reconcile data, and develop repeatable analytical solutions.
• Experience with Tableau or other business intelligence and data visualization tools.
• Experience applying AI to develop repeatable analytical workflows or streamline complex, recurring processes.
• Experience supporting annual GTM planning, quota and capacity modeling, sales compensation analysis, or opportunity crediting.
• Experience identifying recurring operational exceptions and recommending process improvements, controls, or targeted automation to prevent rework and improve accuracy.
• Experience leading cross-functional improvements or implementing changes that affect multiple teams, business processes, or systems.
• Experience partnering with senior stakeholders across GTM Operations, FP&A, Sales Compensation, HR, Field Leadership, and Strategy to resolve complex business issues.
• Strong analytical and critical-thinking skills, including the ability to analyze data from multiple sources, identify root causes and operational risks, and recommend practical, scalable solutions.
• Strong business judgment and discretion when navigating sensitive operational issues and balancing competing business priorities.
• Excellent written and verbal communication skills, including the ability to translate complex data and operational issues into concise findings, clear recommendations, and actionable guidance.

Responsibilities

• Investigate complex GTM and Sales Operations exceptions involving opportunity credit, quota, compensation, and related operational scenarios; analyze data and business context to identify root causes, evaluate alternatives, and recommend well-supported resolutions.
• Use data from Snowflake, Tableau, Salesforce, and Oracle, as well as spreadsheets, Python, and AI solutions, to examine complex scenarios, validate findings, summarize issues, and develop actionable recommendations.
• Apply AI and emerging technologies to enhance analytical workflows, accelerate investigations, synthesize complex information, and reduce repetitive manual effort; identify suitable automation opportunities based on business value, feasibility, accuracy, and the need for human judgment.
• Apply bookings frameworks, quota structures, and sales compensation metrics to develop analyses and capacity models supporting annual planning, resource allocation, and GTM decision-making.
• Investigate cross-system operational challenges, identify recurring issues and root causes, and recommend scalable solutions that improve data accuracy, reduce field friction, and prevent repeat exceptions.
• Partner with GTM leadership and stakeholders across FP&A, Revenue Operations, HR, Sales Compensation, Field Leadership, and Strategy to understand business context, validate assumptions, and align on data-driven recommendations and resolutions.

Benefits

• Company bonus plan for non-sales roles, calculated as a percentage of eligible wages and dependent on company performance; sales personnel may be eligible for variable incentive pay based on pre-established sales goals.
• Eligibility to receive Restricted Stock Units (RSUs).
• Paid time off and paid company holidays based on region.
• Up to six months of paid parental leave following birth, adoption, or foster care placement.
• Health benefit plan options, including plans that are 100% employer-paid and plans with a minimum employee contribution, available from the first day of employment.
• Retirement and pension program options with potential employer contributions.
• Learning and development options, including coaching, online courses, and education reimbursements.
• Paid Compassionate Care Leave following the loss of a loved one and other life-changing events.

What This Job Offers

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