What you'll do

As a Sr. Enablement Business Partner for CBU in North America, you will partner closely with Commercial sales leaders, frontline managers, and cross-functional stakeholders to diagnose performance gaps, design targeted enablement programs, and reinforce critical selling behaviors. You will serve as the primary enablement partner for your assigned region/segment, helping shape the GTM enablement strategy in alignment with business priorities, OKRs, and the local needs of your stakeholders. In this role, you will own the strategic, end-to-end enablement plan and calendar for your supported teams. You will design, deliver, and measure enablement programs that accelerate talent development across products, segment/industry knowledge, and role-based competencies, ultimately driving stronger customer conversations and revenue growth.

This position is an individual contributor role reporting to the Senior Manager, GTM Enablement Business Partners.

Responsibility

• Partner with Commercial sales and other GTM leaders to understand strategic objectives, business priorities, and performance targets
• Translate strategic objectives into quarterly enablement plans that address skill, process, and execution gaps
• Collaborate with regional COMM leaders and frontline managers to identify specific team- and individual-level performance gaps
• Analyze data from the sales tech stack (e.g., Gong, Salesforce) to identify trends and inform targeted, strategic enablement interventions
• Demonstrate thought leadership by synthesizing business signals (e.g., pipeline health, conversion trends, segment performance, customer feedback) to surface performance gaps and learning opportunities
• Build and execute customized enablement plans (where needed) tied to measurable performance outcomes, not just training completion
• Coach frontline managers on how to drive, inspect, and reinforce performance within their teams
• Serve as the primary enablement point of contact for the COMM teams you support
• Design and deliver targeted training programs for COMM sales teams based on business needs and performance data
• Facilitate live and virtual sessions, including workshops, deal clinics, role plays, and practice forums focused on core sales skills (e.g., discovery, negotiation, objection handling, value selling, adoption, and renewal)
• Reinforce adoption of sales methodologies (e.g., MEDDICC), internal processes, and tools (e.g., Gong, Hub/ACE, Salesforce) that your stakeholders rely on to execute
• Act as a strategic feedback loop to Enablement, Product, and GTM Operations by sharing actionable insights from the field
• Recommend, iterate, and refine enablement programs (including onboarding) based on performance metrics, rep and manager feedback, and market or GTM changes
• Partner with Enablement Operations and analytics teams to track the impact of enablement initiatives on key KPIs (e.g., win rate, pipeline coverage, deal velocity, product adoption)
• Partner with the Global Enablement Program Manager for COMM, Product Marketing, Product, and GTM Operations to ensure GTM initiatives are supported with enablement programs that drive execution and adoption
• Collaborate with the global enablement program manager to design enablement plans, prioritize content needs, and provide clear recommendations that inform content development
• Work closely with fellow Enablement Business Partners to share best practices and ensure consistency in training and messaging across GTM functions
• Ensure training and enablement assets are aligned to current product messaging, ICP and segment motions, and GTM strategies for the teams you support
• Align with global enablement content, Product Marketing, and Ops teams to ensure enablement plans support launches, sales plays, and broader GTM campaigns

Job Designation

Hybrid: 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 bring

Basic

• Bachelor's degree in Business, Marketing, Sales, or a related field
• 8+ years of experience in Mid-Market Sales, Sales Enablement, Sales Strategy, or Sales Leadership
• Experience delivering training - virtually or in person to a large group of stakeholders
• Experience with COMM sales motions, including high-velocity and volume-based strategies to drive product adoption and consumption in a SaaS environment
• Experience with COMM sales stages and methodologies (e.g., MEDDICC) and how to operationalize them through targeted enablement programs
• Experience influencing Sales leaders and driving behavior change through enablement programs
• Experience in enablement platform technologies including LMS such as Seismic as an example

Preferred

• Experience designing and executing enablement programs tied to sales KPIs (pipeline generation, lead-to-opportunity conversion, win rates, quota attainment)
• Familiarity with performance coaching and behavior change strategies
• Prior experience in B2B SaaS or tech environments, especially with complex, enterprise-level sales
• Sales enablement, coaching, or training certifications (e.g., ATD, Challenger, MEDDIC)
• Ability to analyze performance data to identify enablement gaps and recommend interventions
• Experience leading cross-functional projects or mentoring junior team members
• Excellent communication skills - both verbal and written

Wage Transparency

Pay 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:

California: $132,700.00 - $206,800.00 base salary

Washington, Maryland, New Jersey and New York (including NYC metro area): $126,500.00 - $182,500.00 base salary

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.
• Stock: This role is eligible to receive Restricted Stock Units (RSUs).

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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