Sr. Director, ABM

Docusign • San Francisco, CA

1d • Hybrid

About The Position

Docusign is seeking a senior leader to set and execute global account-based marketing (ABM) strategy and lead Executive Briefing Centers (EBCs) and executive engagement programs. The role is responsible for building a data-driven ABM capability that creates and accelerates pipeline, strengthens strategic customer relationships, advances high-value opportunities, and drives measurable revenue growth across the enterprise business. It owns strategy, program architecture, execution, technology, and measurement for four ABM motions: 1:1 strategic accounts, 1:few account clusters, strategic deal pursuits, and 1:many scaled programs.

The leader partners closely with Field Sales and Field Marketing to coordinate personalized account activation across global markets. The position also owns Docusign’s EBC and executive engagement programs end to end, including strategy, staffing, operations, customer experiences, executive participation, and business performance. These programs support customer acquisition and expansion, executive relationship development, and strategic opportunity acceleration.

The role leads ABM strategy and operations, strategic pursuit programs, executive briefing and engagement experiences, ABM technology and data capabilities, and global measurement and reporting. It also builds and develops a global organization spanning ABM strategy, program development, account intelligence, EBCs, and executive engagement. This is a people manager role reporting to the Vice President, Enterprise & Field Marketing. The position is hybrid, with a minimum expectation of two days per week in an office; this may vary by team but includes a weekly in-office expectation.

Requirements

• 12+ years of progressive experience in B2B enterprise marketing, including account-based marketing, demand generation, field marketing, or strategic customer engagement.
• 5+ years of people management experience, including leading and developing high-performing marketing teams.
• Experience building, leading, or scaling ABM programs in a complex enterprise technology or B2B SaaS environment.
• Experience developing and executing strategic account programs, account clusters, and scalable account-based campaigns.
• Experience leading executive engagement programs, Executive Briefing Centers, or comparable high-touch enterprise customer experience programs.
• Experience partnering with Enterprise Sales and Field Marketing to drive coordinated account activation and measurable pipeline outcomes.
• Experience supporting complex enterprise sales cycles, multi-stakeholder buying committees, and strategic opportunities.
• Experience in marketing analytics, ABM measurement, account intelligence, and marketing technology.
• Experience managing teams, budgets, cross-functional initiatives, and senior executive stakeholder relationships.
• Bachelor’s degree or equivalent practical experience.
• Demonstrated customer-first mindset, strategic and commercial acumen, ownership, and bias for action.
• Ability to build trusted Sales and Field Marketing partnerships and align stakeholders across complex organizations.
• Data-driven decision-making, operational excellence, executive influence, collaboration, and talent development skills.

Nice To Haves

• 15+ years of marketing experience, including senior leadership roles in global enterprise SaaS, cloud technology, or platform organizations.
• Proven success building an ABM center of excellence and establishing global operating models across multiple regions and account segments.
• Direct experience managing Executive Briefing Center operations, staffing, customer experience design, executive programming, and business performance.
• Demonstrated success supporting strategic enterprise pursuits, competitive displacement, and large-account expansion.
• Deep understanding of 1:1, 1:few, pursuit, and 1:many ABM strategies and their application across the customer lifecycle.
• Expertise in AI-powered marketing, predictive analytics, intent data, personalization, and account-based orchestration.
• Experience with Salesforce, Marketo, Adobe, 6sense, Demandbase, LinkedIn, and business intelligence solutions, or comparable technologies.
• Experience developing account-level measurement frameworks, attribution methodologies, and executive performance dashboards.
• Proven ability to influence senior Sales and Marketing executives and align global and regional stakeholders.
• Strong financial acumen, operational discipline, and experience managing significant marketing and customer experience investments.
• Exceptional executive presence, communication, storytelling, strategic thinking, and organizational leadership skills.
• Experience marketing enterprise platforms, digital transformation solutions, or complex business applications.

Responsibilities

• Define and execute global ABM strategy aligned with enterprise sales priorities, go-to-market segmentation, strategic account objectives, and revenue growth.
• Build and operationalize ABM programs across 1:1 strategic accounts, 1:few account clusters, strategic deal pursuits, and 1:many scaled programs.
• Establish account selection criteria, investment tiers, engagement strategies, service-level expectations, activation playbooks, campaign frameworks, and best practices.
• Partner with Sales leadership, Field Marketing, Product Marketing, and Revenue Operations to align ABM investments with account planning, territory priorities, and growth opportunities.
• Integrate global ABM strategy with Field Sales and Field Marketing execution, including account prioritization, joint activation plans, account intelligence, reviews, pipeline inspections, and performance optimization.
• Coordinate account activation across digital engagement, field programs, executive experiences, partner activities, customer marketing, sales outreach, and Sales Development prospecting.
• Adapt global ABM strategies to regional requirements while maintaining consistent standards, governance, measurement, and shared accountability.
• Lead an ABM pursuit capability for high-value enterprise opportunities and competitive deals; develop customized strategies and orchestrate programs to engage buying committees, differentiate Docusign, accelerate deals, and measure business impact.
• Own the global strategy, operations, staffing, investment, and performance of Executive Briefing Centers and executive engagement programs.
• Lead and develop the EBC organization, including briefing center leaders, program managers, customer experience professionals, and operational staff.
• Oversee the executive briefing lifecycle from intake, qualification, prioritization, agenda development, and executive alignment through experience delivery, follow-up, and measurement.
• Develop a consistent global briefing model across physical, virtual, and regional experiences, and integrate briefings into strategic account plans, ABM programs, deal pursuits, and customer expansion strategies.
• Create executive engagement programs such as C-suite roundtables, executive-to-executive meetings, innovation workshops, industry experiences, and strategic customer forums.
• Manage EBC operations, including staffing, facilities, technology, scheduling, resource planning, hospitality, vendor management, budgets, service standards, capacity planning, and customer experience quality.
• Define and measure executive engagement performance, including utilization, customer satisfaction, executive participation, strategic account coverage, pipeline progression, deal acceleration, and revenue influence.
• Own the global ABM technology strategy and roadmap; partner with Marketing Operations, Revenue Operations, IT, and Analytics on platforms, integrations, data, and capabilities.
• Establish account intelligence using firmographic data, intent signals, customer engagement, buying-group insights, propensity models, and whitespace analysis.
• Promote AI, predictive analytics, automation, and personalization; establish technology-enabled account activation workflows, data governance, account matching, reporting consistency, and responsible AI practices.
• Evaluate and optimize ABM platforms, intent data providers, personalization solutions, digital advertising, marketing automation, and analytics capabilities, and drive technology adoption across Sales and Field Marketing.
• Own the global ABM and executive engagement measurement framework, performance dashboards, reporting strategy, KPIs, baselines, attribution methodologies, and success criteria.
• Measure account coverage, engagement, buying-group penetration, pipeline creation, opportunity progression, conversion, win rates, deal velocity, customer expansion, and revenue contribution; develop credible sourced, influenced, and incremental impact measurement.
• Lead business and performance reviews with Sales and Marketing leadership and use testing, optimization, and reporting insights to guide investment and execution decisions.
• Build, lead, coach, and develop a high-performing global organization; set priorities, team structures, resource allocation, and performance expectations.
• Develop cross-functional partnerships, manage budgets, technology investments, agency relationships, and operational resources, and establish scalable governance and processes.
• Foster innovation, customer focus, accountability, collaboration, inclusion, and continuous improvement; attract, develop, and retain talent and communicate strategy and performance to senior executives.

Benefits

• Company bonus plan for non-sales roles, calculated as a percentage of eligible wages and dependent on company performance.
• 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 described as 100% employer-paid and plans with minimum employee contributions, from day one of employment.
• Retirement and pension programs 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: Director