What you'll doThe Prospecting Science program builds AI agents that engage prospects at enterprise scale a global program spanning 4 regions, 12 languages, and all customer segments. But building agents is only half the equation. The other half is getting hundreds of sellers to actually use them effectively, trust the output, and integrate AI-assisted workflows into their daily motion. This role bridges the gap between what gets built and what gets adopted. You will own the activation layer - designing enablement experiences, measuring adoption, diagnosing resistance, and building the feedback loops that connect field reality back to the build team.
This position is an individual contributor role reporting to the GTM Innovation, Tools & Capabilities Director.
Responsibility- Design and execute activation campaigns for every experiment that moves to Scale stage - from awareness through proficiency
- Define activation and proficiency requirements for each workflow, including what "adopted" means, the behaviors that indicate quality usage, and the signals needed to measure progress
- Partner with Operations and analytics stakeholders to instrument reporting and track adoption curves, proficiency, usage quality, override or acceptance patterns, productivity shifts, and other relevant outcome signals on a weekly basis
- Diagnose resistance patterns: interview reps, analyze usage data, identify where agents are being bypassed or misused and design interventions
- Design and deliver experiences that combine quick-start guides, practical labs, video walkthroughs, office hours, manager and peer champion programs, and "day in the life" demos showing agent-assisted workflows in action
- Maintain an activation calendar that runs alongside the build roadmap - so field teams know what's coming and can prepare
- Build structured feedback loops to capture quality issues, improvement ideas, learning moments, and wins then translate field input into clear requirements
- Partner with Regional Sr. Managers to localize activation for different markets, languages, and seller profiles
- Contribute activation readiness assessments at the bi-weekly Operating Leadership forum when experiments move to Scale stage and make the shift from rep-led to agent-assisted productivity visible, measurable, and celebrated
- Track and report on the productivity shift (from rep-led to agent-assisted) - making the transition visible and celebrated rather than invisible and resisted
Job DesignationHybrid: Employee divides their time between in-office and remote work. Access to an office location is required. (Frequency: Minimum 2 days per week; may vary by team but will be weekly in-office expectation)
Positions at Docusign are assigned a job designation of either In Office, Hybrid or Remote and are specific to the role/job. Preferred job designations are not guaranteed when changing positions within Docusign. Docusign reserves the right to change a position's job designation depending on business needs and as permitted by local law.
What you bringBasic- 3+ years in sales enablement, change management, product adoption, or learning & development in a B2B SaaS environment
- Experience driving adoption of new tools or workflows among sales teams
- Experience with AI/automation tools
Preferred- Experience supporting or leading Sales Development teams, including SDR, BDR, MDR, inside sales, or related revenue teams
- Familiarity with common Sales Dev and enablement tools (e.g., Salesforce, Outreach, Gong, LinkedIn Sales Navigator, ZoomInfo, Seismic)
- Experience planning pilot • learn iterate scale programs, including launch criteria, feedback loops, retrospectives, and readiness assessments
- Experience working across regions and time zones, and tailoring approaches to different markets or segments
- Comfort collaborating with technical stakeholders (e.g., GTM Engineers, Product Managers) and translating field needs into structured requirements, with a willingness to learn more about the underlying systems over time
- Strong learning-design and content creation skills: you can produce a compelling 2-minute video, a clear one-pager, and a structured training in the same week
- Data fluency: you measure adoption quantitatively, not just anecdotally
- Empathy for sellers: you understand that adoption is an emotional journey, not just a training problem
- Excellent cross-functional communication: you'll work daily with engineering, product, operations, and frontline managers
Wage TransparencyPay for this position is based on a number of factors including geographic location and may vary depending on job-related knowledge, skills, and experience.
Based on applicable legislation, the below details pay ranges in the following locations:
Washington, Maryland, New Jersey and New York (including NYC metro area): $39.80 - $54.43 hour
This role is also eligible for the following:
- 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.
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
Work Authorization Notice: Please note that we do not provide visa sponsorship or immigration support for this position. 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.
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