What you'll doDocusign is seeking an accomplished, innovative, and results-driven Senior Director of Global Account-Based Marketing (ABM) and Executive Engagement to lead our global ABM strategy, Executive Briefing Centers (EBCs), and executive engagement programs. This leader will build and scale a world-class, data-driven account-based marketing capability that creates and accelerates pipeline creation with target accounts, strengthens strategic customer relationships, advances high-value opportunities, and drives measurable revenue growth across our enterprise business. The role will own the strategy, program architecture, execution framework, technology, and measurement across four ABM motions: 1:1 strategic accounts, 1:few account clusters, strategic deal pursuits, and 1:many scaled ABM programs. Working in close partnership with Field Sales and Field Marketing, this leader will ensure ABM strategies translate into coordinated, personalized, and measurable account activation across global markets. In addition, this leader will have end-to-end ownership of Docusign's Executive Briefing Centers and executive engagement programs, including strategy, staffing, operations, customer experiences, executive participation, and business performance. These capabilities will serve as critical components of Docusign's enterprise go-to-market strategy, supporting customer acquisition, expansion, executive relationship development, and strategic opportunity acceleration. The ideal candidate is a strategic thinker, commercially minded operator, and inspiring people leader who combines deep enterprise SaaS marketing expertise with strong sales partnership, AI and data fluency, exceptional customer experience standards, and disciplined operational execution.
This position is a people manager role reporting to the Vice President, Enterprise & Field Marketing.
Responsibility- Define and execute Docusign's global ABM strategy, aligned to enterprise sales priorities, go-to-market segmentation, strategic account objectives, and revenue growth
- Build and operationalize a comprehensive ABM framework across four distinct motions
- 1:1 Strategic ABM: Highly personalized, account-specific strategies for Docusign's largest and most strategically important enterprise customers and prospects
- 1:Few Cluster ABM: Targeted programs for groups of accounts with shared industry priorities, business challenges, buying signals, or growth opportunities
- Strategic Pursuit ABM: Opportunity-specific programs supporting high-value deals, competitive displacement, buying committee engagement, and deal acceleration
- 1:Many Scaled ABM: Technology-enabled, data-driven programs delivering personalized engagement across broader priority account segments
- Establish 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 that can be deployed across regions and segments
- Partner with Sales leadership, Field Marketing, Product Marketing, and Revenue Operations to align ABM investments with account planning, territory priorities, and growth opportunities
- Balance high-touch strategic account investment with scalable programs to maximize business impact, operational efficiency, and marketing ROI
- Establish a deeply integrated operating model with Field Sales and Field Marketing to translate global ABM strategy into coordinated account-level execution
- Partner with Sales and regional Field Marketing leaders to identify and prioritize target accounts, buying groups, whitespace opportunities, and strategic pursuits
- Develop joint account activation plans that integrate digital engagement, field programs, executive experiences, partner activities, customer marketing, and sales outreach
- Equip Field Marketing and Sales teams with actionable account intelligence, personalized content, activation playbooks, technology, and program resources
- Establish consistent account planning, activation reviews, pipeline inspections, and performance optimization processes
- Partner with Sales Development to coordinate prospecting, buying-group engagement, and opportunity creation
- Ensure global ABM strategies are adaptable to regional market requirements while maintaining consistent standards, governance, and measurement
- Create shared accountability for account engagement, pipeline generation, opportunity progression, and customer expansion
- Build and lead an ABM pursuit capability focused on Docusign's highest-value enterprise opportunities and competitive deals
- Partner with Enterprise Sales leadership to identify strategic pursuits that warrant differentiated marketing investment and executive engagement
- Develop customized pursuit strategies informed by customer priorities, competitive intelligence, account relationships, buying committee dynamics, and opportunity stage
- Orchestrate targeted pursuit programs incorporating executive briefings, executive-to-executive engagement, personalized content, digital campaigns, customer references, events, and partner participation
- Collaborate with Product Marketing, Solutions Consulting, and Sales to deliver compelling differentiation and customer-specific value propositions
- Develop scalable pursuit playbooks that enable rapid activation across sales teams and geographies
- Measure pursuit performance through account engagement, opportunity progression, win rates, deal velocity, and revenue impact
- Own the global strategy, operations, staffing, investment, and performance of Docusign's Executive Briefing Centers and executive engagement programs
- Lead and evolve the EBC organization, including briefing center leaders, program managers, customer experience professionals, and operational staff
- Deliver world-class executive briefing experiences that strengthen customer relationships, differentiate Docusign, demonstrate platform innovation, and accelerate strategic business opportunities
- Oversee the end-to-end executive briefing lifecycle, including intake, qualification, prioritization, agenda development, executive alignment, content preparation, experience delivery, follow-up, and measurement
- Develop a consistent global executive briefing model spanning physical, virtual, and regional executive engagement experiences
- Partner with Enterprise Sales and Field Marketing to integrate executive briefings into strategic account plans, 1:1 ABM programs, deal pursuits, and customer expansion strategies
- Collaborate with Docusign executives, Product leadership, Solutions Consulting, Customer Success, and Product Marketing to create personalized, business-outcome-oriented executive experiences
- Establish and scale executive engagement programs, including C-suite roundtables, executive-to-executive meetings, innovation workshops, industry-specific experiences, and strategic customer forums
- Own EBC operational excellence, including staffing, facilities, technology, scheduling, resource planning, hospitality, vendor management, and customer experience standards
- Develop global operating procedures, service-level standards, capacity planning, executive participation models, and consistent briefing quality
- Manage EBC budgets, resources, and external partners to ensure exceptional customer experiences and efficient operations
- Define and measure executive engagement performance, including briefing utilization, customer satisfaction, executive participation, strategic account coverage, pipeline progression, deal acceleration, and revenue influence
- Continuously innovate executive briefing experiences through immersive storytelling, AI-enabled personalization, emerging technologies, and customer feedback
- Own the global ABM technology strategy and roadmap, ensuring Docusign has the platforms, integrations, data, and capabilities required to execute sophisticated account-based programs at scale
- Partner with Marketing Operations, Revenue Operations, IT, and Analytics to integrate ABM technologies into Docusign's broader marketing and sales ecosystem
- Establish account intelligence capabilities incorporating firmographic data, intent signals, customer engagement, buying-group insights, propensity models, and whitespace analysis
- Champion the use of AI, predictive analytics, automation, and personalization to improve account prioritization, engagement orchestration, and marketing effectiveness
- Develop technology-enabled account activation workflows that connect marketing insights to seller actions, field execution, and customer engagement
- Evaluate and optimize ABM platforms, intent data providers, personalization solutions, digital advertising, marketing automation, and analytics capabilities
- Establish strong data governance, account matching, reporting consistency, and responsible AI practices
- Drive adoption of ABM technology and intelligence across Sales and Field Marketing teams
- Continuously assess emerging technologies and innovative approaches that improve customer relevance, operational efficiency, and program scalability
- Own the global ABM and executive engagement measurement framework, performance dashboards, and reporting strategy
- Establish consistent KPIs, baselines, attribution methodologies, and success criteria across 1:1, 1:few, pursuit, and scaled ABM programs
- Measure account coverage, engagement quality, buying-group penetration, qualified pipeline creation, opportunity progression, conversion, win rates, deal velocity, customer expansion, and revenue contribution
- Partner with Revenue Operations and Marketing Analytics to develop credible sourced, influenced, and incremental impact measurement
- Build executive dashboards that provide visibility into performance by account tier, segment, region, industry, program type, and investment level
- Establish executive briefing and executive engagement performance metrics, including program utilization, customer satisfaction, executive participation, opportunity influence, and post-engagement business outcomes
- Implement testing and optimization frameworks to evaluate program effectiveness, improve conversion, and maximize marketing ROI
- Lead regular business and performance reviews with Sales and Marketing leadership, translating insights into actionable investment and execution decisions
- Demonstrate the commercial value of ABM and executive engagement through disciplined measurement, financial accountability, and measurable business impact
- Build, lead, coach, and develop a high-performing global organization spanning ABM strategy, program development, account intelligence, executive briefing centers, and executive engagement
- Establish organizational priorities, team structures, resource allocation, and performance expectations aligned to business objectives
- Develop strong 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
- Build repeatable processes, governance models, and scalable operating frameworks that support global consistency and regional flexibility
- Foster a culture of innovation, customer obsession, accountability, collaboration, inclusion, and continuous improvement
- Attract, develop, and retain exceptional talent while building future marketing leaders
- Communicate strategy, business performance, and investment recommendations effectively to senior executives
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)
What you bringBasic- 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 within 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
Preferred- 15+ years of marketing experience, including senior leadership roles within global enterprise SaaS, cloud technology, or platform organizations
- Proven success building an ABM center of excellence
