Senior Quota Operations Manager

Docusign • San Francisco, CA

10d • Hybrid

About The Position

This role supports the Quota Design, Strategy, and Operations for Docusign's GTM organization, with a primary focus on overlay roles such as xDRs, Specialists, Solution Consultants, and Partners globally. The GTM Strategy & Operations P5 individual contributor is a detailed, adaptable problem-solver responsible for developing, maintaining, and operationalizing quotas for overlay GTM teams, ensuring alignment to company financial objectives and GTM design. You will think critically, logically, and creatively to increase automation, resolve issues, and develop proactive processes that clear future roadblocks and deliver accurate quotas to the field in a timely manner. This position is an individual contributor role reporting to the Sr. Director, Quota & Territory Operations.

Requirements

• 12+ years of experience in Sales Operations, Revenue Operations, Strategy, Finance, or Consulting, with meaningful exposure to GTM planning
• Experience managing quota planning, sales capacity models, or revenue planning frameworks, ideally including overlay or specialist roles
• Experience building and operationalizing analytical models that support quota setting, performance analysis, or headcount and productivity planning
• Bachelor's degree in Business, Economics, Finance, Mathematics, Data Science, or a related field

Nice To Haves

• Deep knowledge of GTM planning, including quota allocation and capacity modeling, specifically for overlay motions like xDRs and Partners
• Proven track record in building decision-support models for workforce planning and productivity forecasting
• Skilled in Salesforce, Snowflake, SQL, and Excel/Sheets, with exposure to BI and data visualization tools
• Adept at driving automation and process standardization across operational workflows
• Highly analytical problem-solver with strong attention to detail and intellectual curiosity.
• Effective in fast-paced, ambiguous settings, providing structured recommendations
• Excellent communicator capable of translating complex data into clear narratives for all stakeholders
• Customer and seller-focused collaborator embodying Docusign's core values

Responsibilities

• Drive Quota design and operations for many of the GTM roles (Sales, CS, xDRs, Specialists, Solution Consultants, Partners etc.), including timeline orchestration, cross-functional coordination, and field delivery for these populations
• Drive continuous improvement in quota accuracy for overlay teams, including improving correlation between quotas and territory or book potential (for example, attainment distribution health, percentage of reps in target band)
• Improve time-to-quota (cycle time from planning start to field delivery) for overlay roles through process and tooling enhancements
• Ensure overlay quota plans support company revenue, growth, and productivity targets, including defining success metrics and tracking performance against plans for these roles
• Translate high-level GTM and quota methodologies into clear, actionable quota deliverables and documentation for overlay teams
• Develop and maintain capacity and coverage models that translate company and segment-level revenue targets into headcount, productivity, and quota requirements for overlay roles
• Drive automation and simplification across overlay quota planning, modeling, and deployment processes, reducing manual work and error risk
• Improve data quality, reporting infrastructure, and planning tooling for overlay quotas leveraging platforms such as Salesforce and Snowflake
• Build scalable, repeatable processes that reduce operational risk and enable consistent quota cycles for overlay teams
• Contribute to governance and documentation for quota policies (for example, renewals, new hires and promotions, coverage changes, leaves) with a focus on how these policies apply to overlay roles, ensuring consistency, transparency, and auditability
• Partner closely with Compensation, Territory, and GTM Operations teams to ensure policy design and implementation for overlay quotas is well understood and executable
• Build internal tools and Agentic User Interfaces (AGUI) that let operators configure, monitor, and iterate on Al-driven journeys without needing a developer for every change
• Document patterns, reusable components, and learnings so that successes can be replicated across teams and inform investments in data foundations and Al capabilities
• Drive initiatives to improve customer satisfaction, retention, and overall experience through effective system and process management
• Manage cross-functional projects and initiatives related to Strategy & Operations Al tools, processes, and system enhancements
• Drive alignment across GTM leadership, Finance, Strategy, Compensation, and Territory teams on overlay quota methodologies and planning assumptions
• Prepare and deliver clear communication, materials, and enablement to field leadership and operations partners on overlay quota methodology, planning frameworks, and in-year changes
• Support governance and escalation processes for overlay quota decisions, including analyzing and recommending resolutions for higher-impact or complex escalations, while partnering with peer teams that handle day-to-day operational inquiries
• Lead cross-functional initiatives that impact GTM planning and operational strategy for overlay roles, including pilots, new motions, or coverage changes

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: Senior