GTM Sales Operations Manager

Company OverviewDocusign brings agreements to life. Over 1.5 million customers and more than a billion people in over 180 countries use Docusign solutions to accelerate the process of doing business and simplify people’s lives. With intelligent agreement management, Docusign unleashes business-critical data that is trapped inside of documents. Until now, these were disconnected from business systems of record, costing businesses time, money, and opportunity. Using Docusign’s Intelligent Agreement Management platform, companies can create, commit, and manage agreements with solutions created by the #1 company in e-signature and contract lifecycle management (CLM).What you'll doAs a GTM Sales Operations Manager for Contact Data Management, you are a highly motivated self-starter responsible for driving critical contact data quality and acquisition initiatives in Salesforce across our global GTM organization. This role combines strategic execution with hands-on technical leadership, leveraging agentic, autonomous, and analytical Al solutions to systematically standardize, enrich, deduplicate, and acquire high-propensity contact records at scale. You will ensure high-value accounts always have relevant, actionable contact data that drives Sales prospecting effectiveness, accelerates pipeline velocity, and directly impacts revenue growth across global GTM operations.This position is an individual contributor role reporting to the Senior GTM Data Governance Director.ResponsibilityExecute global contact standardization, enrichment, and deduplication initiatives with accountability for contact accuracy, completeness, and coverage across all regionsDevelop and enforce contact data standards, governance policies, and contact-to-account hierarchy rules aligned with global compliance requirements and regional privacy regulationsBuild and maintain contact data quality dashboards with monthly KPI tracking and executive visibility to Sales and GTM leadership; establish SLAs and performance benchmarks for contact accuracy, completeness, and coverageEnsure contact data readiness for sales enablement drive clean, standardized contact creation and enrichment at the point of entry to prevent downstream quality issuesDesign and deploy Al agents and automation workflows to standardize, enrich, validate, and deduplicate contact records-targeting 99%+ data accuracy and completenessArchitect intelligent contact data pipelines and validation frameworks; build scalable, production-grade contact data standards with automated quality assurance processesIdentify, evaluate, and implement emerging data technologies and AI/ML solutions to improve contact quality, operational efficiency, and scalabilityDeploy multiple Al/automation workflows that reduce manual cleansing and enrichment effort and accelerate time-to-productivity for regional teamsDrive contact acquisition strategy leveraging Clay, ZoomInfo, Lusha, Cognism and similar platforms to maximize new contact coverage and ensure high-propensity accounts have relevant contacts for prospectingLead hands-on vendor selection, integration, relationship management, and continuous optimization for contact coverage; manage vendor SLAs and performance monitoringExecute contact deduplication and contact hierarchy initiatives across global regions; eliminate duplicate and orphaned contacts to improve data trust scoresIncrease complete contact coverage (first name, last name, email, phone, title) by through targeted enrichment, validation, and process improvementsWrite business requirements documents (BRDs) and technical specifications for contact data quality initiatives, automation workflows, and GTM system enhancementsCoordinate closely with internal team to ensure technical feasibility, security compliance, and alignment with data infrastructure standardsLead User Acceptance Testing (UAT) for new contact systems, automation tools, and process changes; validate solutions meet global business requirementsParticipate in prioritization sessions to assess business impact of contact data initiatives and ensure resources are allocated to highest-value opportunitiesPartner closely with Sales, Sales Operations, RevOps, Marketing Operations, and GTM teams to understand contact requirements and drive adoption of contact data standardsCommunicate contact data quality insights and strategic recommendations to Sales and C-level GTM leadership through compelling presentations, dashboards, and executive reportsCoordinate execution with central data governance team, regional stakeholders, and offshore contractors to deliver consistent, high-quality contact data improvementsLead offshore team performance management, training, quality assurance, and process optimizationProvide regular updates on contact data quality goals, progress against KPIs, improvements made, and impact to Sales effectiveness and revenue outcomesPrioritize contact data initiatives based on maximum business impact-focusing resources and effort on high-propensity accounts, priority segments, and activities with highest ROI to Sales prospecting, pipeline acceleration, and revenue growthExecute cross-functional contact data programs with defined KPIs, milestones, and stakeholder visibility (contact segmentation, territory enablement, forecasting readiness)Support global GTM planning with clean, standardized, enriched contact data and account-to-contact mappingEstablish contact data SLAs and achieve 98%+ compliance across all regions; improve contact data accuracy to 95%+ and achieve 90%+ contact coverage within 12 monthsJob 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 bringBasic8+ years of experience in contact data quality, data governance, or data operations in a SaaS or high-growth tech environment2+ years of hands-on experience managing contact data initiatives with impact across multiple global regions2+ years of hands-on experience with Al -driven contact solutions-such as contact deduplication engines, contact validation models, or intelligent contact enrichment workflowsExperience managing offshore or distributed data operations teams in diverse marketsExperience leading large-scale contact data cleanup, enrichment, or deduplication initiatives in SaaS environments; experience quantifying impact and ROI through increased coverage and accuracyExperience with advanced Salesforce: contact models, contact hierarchies, CRM data governance, contact data validationExperience with generative Agentic and Al solutions for contact data deduplications, enrichment, validation, and intelligent processingExperience with SQL - Advanced proficiency with complex queries, window functions, CTES, data modeling, and query optimization; experience writing production-grade SQL for contact data validation, deduplication, and pipeline logicExperience with Python for data manipulation, validation logic, ML pipeline development, and process automationExperience with at least 2 contact enrichment platforms such as Clay, ZoomInfo, or similarExperience with data privacy/compliance regulations (GDPR, CCPA, LGPD, local market requirements) and designing compliant contact data processesExperience writing business requirements and technical specifications for data/IT initiativesExperience with UAT (User Acceptance Testing): defining test cases, identifying defects, coordinating remediation5+ years of people management experience leading data, analytics, or operations teams including direct reports and offshore team coordination across time zones and regionsExperience leading cross-functional initiatives across Sales, RevOps, Marketing Operations, and Data teamsExperience defining scope, managing cross-functional dependencies, tracking KPIs, and delivering with executive visibilityExperience driving adoption of contact data standards and governance policiesPreferredStrong executive-level communication: ability to translate technical contact data concepts into compelling narratives for Sales and C-level GTM leadershipRemote-first collaboration: comfort working asynchronously with global teams across multiple time zones and regionsExperience orchestrating multiple vendorsDegree in Computer Science, Data Science, Engineering, Mathematics, or related analytical field (or equivalent professional experience demonstrating strong technical and analytical capabilities)Experience in a GTM, RevOps, or Sales Operations leadership roleBackground in Sales Operations, Sales Enablement, or Revenue Operations in B2B SaaS enterprise environmentsCertification in data governance (CDMP, DGSP) or comparable frameworkExperience building or implementing Master Data Management (MDM) frameworks or global data governance modelsExperience with data transformation platforms (Alteryx, Talend) or low-code/no-code data solutionsAdvanced analytics and visualization: Tableau, Claude Code, Claude Co workPrior experience managing global operations across 3+ regions with different languages, markets, and regulatory environmentsWage 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 base salaryThis 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 regionPaid Parental Leave: take up to six months off with your child after birth, adoption or foster care placementFull Health Benefits Plans: options for 100% employer paid and minimum employee contribution health plans from day one of employmentRetirement Plans: select retirement and pension programs with potential for employer contributionsLearning and Development: options for coaching, online courses and education reimbursementsCompassionate Care Leave: paid time off following the loss of a loved one and other life-changing eventsLife at DocuSignWorking hereDocusign 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.AccommodationDocusign is committed to providing reasonable accommodations for qualified individuals with disabilities in our job application procedures. If you need such an accommodation, or a religious accommodation, during the application process, please contact us at View email address on click.appcast.io you experience any issues, concerns, or technical difficulties during the application process please get in touch with our Talent organization at View email address on click.appcast.io for assistance.Applicant and Candidate Privacy NoticeStates Not Eligible for EmploymentThis position is not eligible for employment in the following states: Alaska, Hawaii, Maine, Mississippi, North Dakota, South Dakota, Vermont, West Virginia and Wyoming.EEO StatementIt's important to us that we build a talented team that is as diverse as our customers and where all employees feel a deep sense of belonging and thrive. We encourage great talent who bring a range of perspectives to apply for our open positions. Docusign is an Equal Opportunity Employer and makes hiring decisions based on experience, skill, aptitude and a can-do approach. We will not discriminate based on race, ethnicity, color, age, sex, religion, national origin, ancestry, pregnancy, sexual orientation, gender identity, gender expression, genetic information, physical or mental disability, registered domestic partner status, caregiver status, marital status, veteran or military status, or any other legally protected category.EEO Know Your Rights posterJob SummaryLocation: US-CA-San FranciscoCategory: Business/Sales Operations & StrategyPosition Type: Regular