Sr. Director, ABM

Docusign • San Francisco, CA

1d • Hybrid

About The Position

Docusign is seeking a Senior Director of Global Account-Based Marketing (ABM) and Executive Engagement to lead its global ABM strategy, Executive Briefing Centers (EBCs), and executive engagement programs. The role will build and scale a data-driven ABM capability that creates and accelerates pipeline with target accounts, 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 across 1:1 strategic accounts, 1:few account clusters, strategic deal pursuits, and 1:many scaled ABM programs.

The leader partners closely with Field Sales and Field Marketing to coordinate personalized, measurable account activation across global markets. The role also has end-to-end ownership of EBCs and executive engagement programs, 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.

This is a people manager role reporting to the Vice President, Enterprise & Field Marketing. The position is hybrid, requiring access to an office and a weekly in-office expectation of at least two days per week; frequency may vary by team. The role is not eligible for employment in Alaska, Hawaii, Maine, Mississippi, North Dakota, South Dakota, Vermont, West Virginia, or Wyoming. Applicants must already be authorized to work in the United States on a full-time, permanent basis without current or future sponsorship.

Requirements

• 12+ years of progressive B2B enterprise marketing experience in ABM, demand generation, field marketing, or strategic customer engagement.
• 5+ years of people management experience leading and developing marketing teams.
• Experience building, leading, or scaling ABM programs in complex enterprise technology or B2B SaaS environments.
• 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.
• Exceptional executive presence, communication, storytelling, strategic thinking, and organizational leadership skills.
• Demonstrated customer-first mindset, strategic and commercial acumen, ownership, sales and field partnership, data-driven decision-making, operational excellence, executive influence, collaboration, and talent development.
• Applicants must already be authorized to work in the United States on a full-time, permanent basis without the need for current or future sponsorship.

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 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 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, 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.
• Experience marketing enterprise platforms, digital transformation solutions, or complex business applications.
• Innovation and AI-first mindset, including willingness to embrace emerging technologies to improve personalization, scalability, productivity, and customer experience.

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 clusters, strategic pursuits, and 1:many scaled programs.
• Set account selection criteria, investment tiers, engagement strategies, and service-level expectations for each ABM motion.
• Develop repeatable account activation playbooks, campaign frameworks, and best practices for deployment across regions and segments.
• Partner with Sales leadership, Field Marketing, Product Marketing, and Revenue Operations to align ABM investments with account plans, territory priorities, and growth opportunities.
• Balance high-touch account investment with scalable programs to maximize business impact, efficiency, and marketing ROI.
• Establish an integrated operating model with Field Sales and Field Marketing for coordinated account-level execution.
• Partner with Sales and regional Field Marketing leaders to prioritize target accounts, buying groups, whitespace opportunities, and strategic pursuits.
• Develop joint account activation plans spanning digital engagement, field programs, executive experiences, partner activities, customer marketing, and sales outreach.
• Equip Sales and Field Marketing teams with account intelligence, personalized content, activation playbooks, technology, and program resources.
• Establish account planning, activation reviews, pipeline inspections, and performance optimization processes; coordinate with Sales Development on prospecting, buying-group engagement, and opportunity creation.
• Adapt global ABM strategies to regional requirements while maintaining consistent standards, governance, measurement, and shared accountability for engagement, pipeline, opportunity progression, and customer expansion.
• Build and lead an ABM pursuit capability for high-value enterprise opportunities and competitive deals.
• Develop customized pursuit strategies based on customer priorities, competitive intelligence, account relationships, buying committee dynamics, and opportunity stage.
• Orchestrate pursuit programs using executive briefings, executive-to-executive engagement, personalized content, digital campaigns, customer references, events, and partners.
• Collaborate with Product Marketing, Solutions Consulting, and Sales on differentiation and customer-specific value propositions; create scalable pursuit playbooks.
• Measure pursuit results through engagement, opportunity progression, win rates, deal velocity, and revenue impact.
• Own global EBC and executive engagement strategy, operations, staffing, investment, and performance; lead and develop the EBC organization.
• Deliver executive briefing experiences that strengthen customer relationships, differentiate Docusign, demonstrate platform innovation, and accelerate business opportunities.
• Oversee the executive briefing lifecycle, from intake and qualification through agenda development, executive alignment, preparation, delivery, follow-up, and measurement.
• Develop a global executive briefing model for physical, virtual, and regional experiences, and integrate briefings into account plans, ABM programs, deal pursuits, and expansion strategies.
• Partner with Docusign executives, Product leadership, Solutions Consulting, Customer Success, Product Marketing, Enterprise Sales, and Field Marketing to create personalized, outcome-oriented executive experiences.
• Scale executive engagement programs such as C-suite roundtables, executive-to-executive meetings, innovation workshops, industry experiences, and strategic customer forums.
• Manage EBC facilities, technology, scheduling, resource planning, hospitality, vendors, budgets, service standards, capacity planning, and briefing quality.
• Measure executive engagement, including utilization, customer satisfaction, executive participation, account coverage, pipeline progression, deal acceleration, and revenue influence.
• Innovate executive briefing experiences through immersive storytelling, AI-enabled personalization, emerging technologies, and customer feedback.
• Own the global ABM technology strategy and roadmap, including platforms, integrations, data, and capabilities needed for scaled account-based programs.
• Partner with Marketing Operations, Revenue Operations, IT, and Analytics to integrate ABM technologies into the broader marketing and sales ecosystem.
• Establish account intelligence using firmographic data, intent signals, customer engagement, buying-group insights, propensity models, and whitespace analysis.
• Apply AI, predictive analytics, automation, and personalization to improve account prioritization, engagement orchestration, and marketing effectiveness.
• Develop technology-enabled workflows that connect marketing insights with seller actions, field execution, and customer engagement.
• Evaluate and optimize ABM platforms, intent data, personalization, digital advertising, marketing automation, and analytics capabilities.
• Establish data governance, account matching, reporting consistency, and responsible AI practices; drive technology and intelligence adoption across Sales and Field Marketing.
• Own global ABM and executive engagement measurement frameworks, dashboards, and reporting strategy.
• Set KPIs, baselines, attribution methodologies, and success criteria for all ABM motions.
• Measure account coverage, engagement quality, buying-group penetration, qualified pipeline, opportunity progression, conversion, win rates, deal velocity, expansion, and revenue contribution.
• Partner with Revenue Operations and Marketing Analytics on sourced, influenced, and incremental impact measurement.
• Build executive dashboards by account tier, segment, region, industry, program type, and investment level.
• Implement testing and optimization frameworks, lead performance reviews with Sales and Marketing leadership, and use findings to guide investment and execution decisions.
• Demonstrate commercial value through disciplined measurement, financial accountability, and measurable business impact.
• Build, lead, coach, and develop a global organization covering ABM strategy, program development, account intelligence, EBCs, and executive engagement.
• Set organizational priorities, team structures, resource allocation, and performance expectations aligned to business objectives.
• Develop partnerships with Enterprise Sales, Field Marketing, Product Marketing, Customer Success, Sales Development, and Revenue Operations.
• Manage budgets, technology investments, agency relationships, and operational resources to maximize effectiveness and return.
• Establish scalable processes and governance that support global consistency and regional flexibility.
• Foster innovation, customer obsession, accountability, collaboration, inclusion, and continuous improvement; attract, develop, and retain talent.
• Communicate strategy, business performance, and investment recommendations 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 plans, including options that are 100% employer paid and plans with minimum employee contributions, available from day one.
• Retirement and pension programs with potential employer contributions.
• 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