What you'll doAs part of the Go-To-Market FP&A team, this role will serve as the primary finance partner to Docusign's Commercial Sales organization and work closely with the GVP of Commercial Sales. The Sr. FP&A Manager will own the end-to-end financial planning and analysis for the Commercial Business Unit, including both topline performance and operating expenses.
This role requires a strong understanding of sales-driven revenue models, bookings and productivity drivers, as well as disciplined expense and headcount management. The successful candidate will combine strong financial modeling capabilities with strategic business partnership to help Commercial Sales leadership make informed investment, growth, and resource allocation decisions.
This position is an individual contributor role reporting to the Director, North America Sales and Global Partners.
Responsibility- Own the financial planning, forecasting, and analysis for the North America Commercial Sales organization across both topline and operating expenses
- Develop and maintain driver-based topline models, incorporating key sales metrics such as bookings, pipeline, quota capacity, sales productivity, attainment, headcount, ramp assumptions, conversion, and other relevant business drivers
- Own expense forecasting and planning, including headcount, compensation, commissions where applicable, travel, programs, and other operating expenses
- Partner with Commercial Sales leadership to understand business performance, identify risks and opportunities, and provide recommendations related to growth, productivity, efficiency, and investment decisions
- Lead the annual budgeting and long-range planning processes for the Commercial Sales organization, ensuring alignment between topline expectations, resource requirements, and financial targets
- Analyze actual and forecasted performance against plan, identifying key drivers of variance across revenue, bookings, headcount, and operating expenses
- Build robust financial models and scenario analyses to support decisions related to sales capacity, hiring, productivity, territory investments, and other strategic initiatives
- Prepare and present financial results, forecasts, risks, opportunities, and recommendations to senior leadership
- Support monthly and quarterly business reviews, developing the financial narrative and insights behind Commercial Sales performance
- Partner closely with Revenue Operations, Sales Operations, Analytics, Accounting, and other Finance teams to ensure consistency across sales KPIs, financial assumptions, and reporting
- Improve forecasting processes, financial models, dashboards, and reporting to increase accuracy, scalability, and predictability
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- BA/BS degree in Business, Finance, or Related Field
- 12+ years of FP&A or Sales Finance experience supporting a revenue-generating organization
- Experience managing both topline forecasting/modeling and operating expense planning
- Experience with sales economics and key GTM drivers, including bookings, pipeline, quota capacity, productivity, attainment, and headcount
- Experience with financial modeling and Excel/Google Sheets, including developing driver-based forecasts and scenario models
- Experience managing headcount and operating expense forecasts for a large or complex organization
- Experience synthesizing complex financial and operational data into clear insights and actionable recommendations
- Experience challenging assumptions and influencing senior stakeholders
Preferred- Prior Sales Finance or GTM FP&A experience at a SaaS company
- Experience supporting a Commercial, Mid-Market, or Enterprise Sales organization
- FP&A experience within a publicly traded company
- Strong understanding of SaaS financial and operating metrics
- Excellent executive communication and presentation skills
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:
California: $146,400.00 - $235,375.00 annual 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.
