Vice President, Sales Development

Company Overview

DocuSign helps organizations connect and automate how they agree. Our flagship product, eSignature, is the world’s #1 way to sign electronically on practically any device, from virtually anywhere, at any time. Today, more than a million customers and a billion users in over 180 countries use DocuSign to accelerate the process of doing business and simplify people’s lives.

What you'll do

We are seeking an analytically-driven Vice President of Sales Development to lead our sales, market, and partner development organization at DocuSign. The objective for this role is to accelerate global revenue and new customers for the company. As a driving force behind our growth and pipeline targets, you will lead a diverse, experienced, and energetic team of professionals across multiple time zones and collaborate with sales leaders across multiple regions. Drawing on your leadership acumen and experience in sales, you will reinforce DocuSign’s position as a category leader amongst our customers. You have a strong record of closing high-profile deals, defining operating rhythms for a global team, and partnering with cross-functional teams to accelerate pipeline growth. You are also passionate about revenue growth through experimentation and operating at the intersection of data, inbound and outbound sales development, and new GTM technologies – including the use of automation and AI. Most importantly, you set a high standard for performance, are intellectually curious, and lead with empathy.

This position is a people manager role reporting to the President and General Manager of Growth.

Responsibility

• Foster professional development and engagement programs that promote learning and development, rotations, and mentorship to accelerate career growth for all team members
• Collaborate and partner with global sales leaders and executives to align on GTM strategy, shared goals and operational best practices
• Manage sales budgets in partnership with compensation and FP&A teams, balancing growth goals with team motivation and engagement programs
• Lead DocuSign’s sales development (SDR), market development (MDR), and partner development (PDR) teams, establishing a bold inbound and outbound customer and partner acquisition strategy to generate sustainable revenue growth
• Maintain accountability against global targets through disciplined operations, pipeline tracking, and the use of incentive programs that drive positive team outcomes
• Hire, coach, and develop geographically distributed sales, market, and partner development teams that operates in a hybrid work environment
• Foster a team culture rooted in shared commitment to success, celebrating wins, and embracing diversity and inclusion in alignment with our company values
• Partner with adjacent teams, setting pipeline and quota metrics for sales funnel management, as well as defining global operating principles and standards for team processes

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

• Experience in hiring, coaching, and developing a geographically distributed sales and market development team and managing in a hybrid work environment
• 15+ years of experience in a global enterprise software company, with strong knowledge of SaaS business models
• A pipeline growth mindset with an innate bias towards great execution and action, with a track record of meeting and exceeding quota-attainment targets
• Powerful executive presence with an ability to collaborate with senior leaders, customers, and partners
• Bachelor’s degree in a business or engineering related field
• In-depth knowledge of selling strategies and methods as well as employee and sales team incentive and motivation programs
• Exceptional analytical skills, with an ability to apply data to decision making, combined with great strategic and organizational planning skills

Preferred

• Entrepreneurial energy, demonstrated by a passion to take on new challenges, ability to adapt to a changing competitive environment, and comfort with agile ways of working
• Knowledge of advanced sales and pipeline development technologies and business processes
• Master’s degree in a business or engineering-related field

Wage Transparency

Based on applicable legislation, the below details pay ranges in the following locations:

California: $251,100 - $393,500 base salary

Illinois and Colorado: $233,900 - $330,425 base salary

Washington and New York (including NYC metro area): $233,900 - $354,675 base salary

This role is also eligible for bonus, equity and benefits.

Life at DocuSign

Working here

DocuSign is committed to building trust and making the world more agreeable for our employees, customers and the communities in which we live and work. You can count on us to listen, be honest, and try our best to do what’s right, every day. At DocuSign, everything is equal.

We each have a responsibility to ensure every team member has an equal opportunity to succeed, to be heard, to exchange ideas openly, to build lasting relationships, and to do the work of their life. Best of all, you will be able to feel deep pride in the work you do, because your contribution helps us make the world better than we found it. And for that, you’ll be loved by us, our customers, and the world in which we live.

Accommodation

DocuSign provides reasonable accommodations for qualified individuals with disabilities in job application procedures. If you need such an accommodation, including if you need accommodation to properly utilize our online system, you may contact us at [email protected].

If you experience any technical difficulties or issues during the application process, or with our interview tools, please reach out to us at [email protected] for assistance.

Applicant and Candidate Privacy Notice

States Not Eligible for Employment

This position is not eligible for employment in the following states: Alaska, Hawaii, Maine, Mississippi, North Dakota, South Dakota, Vermont, West Virginia and Wyoming.