What you'll do

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.

Responsibility

• 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

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

• 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

Preferred

• 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

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: $284,400.00 - $423,475.00 base salary

Illinois, Colorado, Massachusetts and Minnesota: $266,300.00 - $356,150.00 base salary

Washington, Maryland, New Jersey and New York (including NYC metro area): $266,300.00 - $380,400.00 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