Vice President, Sales Strategy & Operations

Docusign • San Francisco, CA

1d • Hybrid

About The Position

As the Vice President of Sales Strategy & Operations, you will serve as the strategic co-pilot to our Chief Revenue Officer and GTM executive leadership team. You will architect, optimize, and scale a world-class, data-driven sales engine that accelerates our global revenue growth. This is a highly visible, global, transformational leadership role. You will be responsible for defining our GTM architecture, driving operational rigor, and delivering the predictive intelligence that shapes our trajectory. You will lead a high-performing team to systematically remove operational friction, optimize our lead-to-cash cycles, and ensure our direct sales and broader GTM ecosystem are executing flawlessly. This position is a people manager role reporting to the GVP, GTM Strategy & Operations.

Requirements

• 15+ years of progressive Strategy & Operations leadership experience, with a deep specialization in Enterprise Sales Operations within high-growth tech environments
• 10+ years of experience in SaaS, enterprise sales, or top-tier management consulting focusing on Go-To-Market and execution models
• 5+ years of executive-level people leadership, with a track record of building and managing large, geographically dispersed, high-performing teams
• Demonstrated use of AI and agentic technology in go-to-market environments
• Bachelor's degree or equivalent experience

Nice To Haves

• 10+ years of Partners Strategy & Operations leadership experience
• Deep understanding of the SaaS business model and market trends
• Strong track-record of analytical and problem-solving excellence
• Team building experience

Responsibilities

• Partner directly with the CRO and regional GTM leaders to define and execute long-term, scalable sales strategies
• Architect optimal roles designs, customer-alignment, and segmentation models that maximize market penetration
• Establish a rigorous, high accountability and data-driven operating rhythm
• Drive adoption of AI, automation, and advanced analytics to deliver highly accurate, predictable sales intelligence, including regional forecasts, pipeline assessment, and advanced predictive analytics that identify risks and uncover revenue opportunities
• Identify and eliminate operational friction with the sales organization and across GTM functions
• Drive adoption of standardized methodologies and technologies that accelerate deal velocity and drive field productivity
• Define and track the critical KPIs that govern business health
• Provide the C-suite and GTM leadership with deep, actionable insights regarding key drivers of business performance, recommendations and investment priorities
• Ensure seamless operational and strategic alignment between our direct sales motions and our broader partner and alliance ecosystem, seamlessly integrating the partner motion into our holistic growth strategy
• Recruit, mentor, and develop a world-class team of strategy and operations professionals
• Establish an AI-first operating standard where the team leads with AI to work faster, make better informed decisions, and think bigger

Benefits

• 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
• 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).

What This Job Offers

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