Sr. Director, ABM

Company Overview

Docusign 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 do

Docusign is seeking an accomplished, innovative, and results-driven Senior Director of Global Account-Based Marketing (ABM) and Executive Engagement to lead our global ABM strategy, Executive Briefing Centers (EBCs), and executive engagement programs. This leader will build and scale a world-class, data-driven account-based marketing capability that creates and accelerates pipeline creation with target accounts, strengthens strategic customer relationships, advances high-value opportunities, and drives measurable revenue growth across our enterprise business. The role will own the strategy, program architecture, execution framework, technology, and measurement across four ABM motions: 1:1 strategic accounts, 1:few account clusters, strategic deal pursuits, and 1:many scaled ABM programs. Working in close partnership with Field Sales and Field Marketing, this leader will ensure ABM strategies translate into coordinated, personalized, and measurable account activation across global markets. In addition, this leader will have end-to-end ownership of Docusign’s Executive Briefing Centers and executive engagement programs, including strategy, staffing, operations, customer experiences, executive participation, and business performance. These capabilities will serve as critical components of Docusign’s enterprise go-to-market strategy, supporting customer acquisition, expansion, executive relationship development, and strategic opportunity acceleration. The ideal candidate is a strategic thinker, commercially minded operator, and inspiring people leader who combines deep enterprise SaaS marketing expertise with strong sales partnership, AI and data fluency, exceptional customer experience standards, and disciplined operational execution.

This position is a people manager role reporting to the Vice President, Enterprise & Field Marketing.

Responsibility

• Define and execute Docusign’s global ABM strategy, aligned to enterprise sales priorities, go-to-market segmentation, strategic account objectives, and revenue growth
• Build and operationalize a comprehensive ABM framework across four distinct motions
• 1:1 Strategic ABM: Highly personalized, account-specific strategies for Docusign’s largest and most strategically important enterprise customers and prospects
• 1:Few Cluster ABM: Targeted programs for groups of accounts with shared industry priorities, business challenges, buying signals, or growth opportunities
• Strategic Pursuit ABM: Opportunity-specific programs supporting high-value deals, competitive displacement, buying committee engagement, and deal acceleration
• 1:Many Scaled ABM: Technology-enabled, data-driven programs delivering personalized engagement across broader priority account segments
• Establish account selection criteria, investment tiers, engagement strategies, and service-level expectations for each ABM motion
• Develop repeatable account activation playbooks, campaign frameworks, and best practices that can be deployed across regions and segments
• Partner with Sales leadership, Field Marketing, Product Marketing, and Revenue Operations to align ABM investments with account planning, territory priorities, and growth opportunities
• Balance high-touch strategic account investment with scalable programs to maximize business impact, operational efficiency, and marketing ROI
• Establish a deeply integrated operating model with Field Sales and Field Marketing to translate global ABM strategy into coordinated account-level execution
• Partner with Sales and regional Field Marketing leaders to identify and prioritize target accounts, buying groups, whitespace opportunities, and strategic pursuits
• Develop joint account activation plans that integrate digital engagement, field programs, executive experiences, partner activities, customer marketing, and sales outreach
• Equip Field Marketing and Sales teams with actionable account intelligence, personalized content, activation playbooks, technology, and program resources
• Establish consistent account planning, activation reviews, pipeline inspections, and performance optimization processes
• Partner with Sales Development to coordinate prospecting, buying-group engagement, and opportunity creation
• Ensure global ABM strategies are adaptable to regional market requirements while maintaining consistent standards, governance, and measurement
• Create shared accountability for account engagement, pipeline generation, opportunity progression, and customer expansion
• Build and lead an ABM pursuit capability focused on Docusign’s highest-value enterprise opportunities and competitive deals
• Partner with Enterprise Sales leadership to identify strategic pursuits that warrant differentiated marketing investment and executive engagement
• Develop customized pursuit strategies informed by customer priorities, competitive intelligence, account relationships, buying committee dynamics, and opportunity stage
• Orchestrate targeted pursuit programs incorporating executive briefings, executive-to-executive engagement, personalized content, digital campaigns, customer references, events, and partner participation
• Collaborate with Product Marketing, Solutions Consulting, and Sales to deliver compelling differentiation and customer-specific value propositions
• Develop scalable pursuit playbooks that enable rapid activation across sales teams and geographies
• Measure pursuit performance through account engagement, opportunity progression, win rates, deal velocity, and revenue impact
• Own the global strategy, operations, staffing, investment, and performance of Docusign’s Executive Briefing Centers and executive engagement programs
• Lead and evolve the EBC organization, including briefing center leaders, program managers, customer experience professionals, and operational staff
• Deliver world-class executive briefing experiences that strengthen customer relationships, differentiate Docusign, demonstrate platform innovation, and accelerate strategic business opportunities
• Oversee the end-to-end executive briefing lifecycle, including intake, qualification, prioritization, agenda development, executive alignment, content preparation, experience delivery, follow-up, and measurement
• Develop a consistent global executive briefing model spanning physical, virtual, and regional executive engagement experiences
• Partner with Enterprise Sales and Field Marketing to integrate executive briefings into strategic account plans, 1:1 ABM programs, deal pursuits, and customer expansion strategies
• Collaborate with Docusign executives, Product leadership, Solutions Consulting, Customer Success, and Product Marketing to create personalized, business-outcome-oriented executive experiences
• Establish and scale executive engagement programs, including C-suite roundtables, executive-to-executive meetings, innovation workshops, industry-specific experiences, and strategic customer forums
• Own EBC operational excellence, including staffing, facilities, technology, scheduling, resource planning, hospitality, vendor management, and customer experience standards
• Develop global operating procedures, service-level standards, capacity planning, executive participation models, and consistent briefing quality
• Manage EBC budgets, resources, and external partners to ensure exceptional customer experiences and efficient operations
• Define and measure executive engagement performance, including briefing utilization, customer satisfaction, executive participation, strategic account coverage, pipeline progression, deal acceleration, and revenue influence
• Continuously innovate executive briefing experiences through immersive storytelling, AI-enabled personalization, emerging technologies, and customer feedback
• Own the global ABM technology strategy and roadmap, ensuring Docusign has the platforms, integrations, data, and capabilities required to execute sophisticated account-based programs at scale
• Partner with Marketing Operations, Revenue Operations, IT, and Analytics to integrate ABM technologies into Docusign’s broader marketing and sales ecosystem
• Establish account intelligence capabilities incorporating firmographic data, intent signals, customer engagement, buying-group insights, propensity models, and whitespace analysis
• Champion the use of AI, predictive analytics, automation, and personalization to improve account prioritization, engagement orchestration, and marketing effectiveness
• Develop technology-enabled account activation workflows that connect marketing insights to seller actions, field execution, and customer engagement
• Evaluate and optimize ABM platforms, intent data providers, personalization solutions, digital advertising, marketing automation, and analytics capabilities
• Establish strong data governance, account matching, reporting consistency, and responsible AI practices
• Drive adoption of ABM technology and intelligence across Sales and Field Marketing teams
• Continuously assess emerging technologies and innovative approaches that improve customer relevance, operational efficiency, and program scalability
• Own the global ABM and executive engagement measurement framework, performance dashboards, and reporting strategy
• Establish consistent KPIs, baselines, attribution methodologies, and success criteria across 1:1, 1:few, pursuit, and scaled ABM programs
• Measure account coverage, engagement quality, buying-group penetration, qualified pipeline creation, opportunity progression, conversion, win rates, deal velocity, customer expansion, and revenue contribution
• Partner with Revenue Operations and Marketing Analytics to develop credible sourced, influenced, and incremental impact measurement
• Build executive dashboards that provide visibility into performance by account tier, segment, region, industry, program type, and investment level
• Establish executive briefing and executive engagement performance metrics, including program utilization, customer satisfaction, executive participation, opportunity influence, and post-engagement business outcomes
• Implement testing and optimization frameworks to evaluate program effectiveness, improve conversion, and maximize marketing ROI
• Lead regular business and performance reviews with Sales and Marketing leadership, translating insights into actionable investment and execution decisions
• Demonstrate the commercial value of ABM and executive engagement through disciplined measurement, financial accountability, and measurable business impact
• Build, lead, coach, and develop a high-performing global organization spanning ABM strategy, program development, account intelligence, executive briefing centers, and executive engagement
• Establish organizational priorities, team structures, resource allocation, and performance expectations aligned to business objectives
• Develop strong partnerships with Enterprise Sales, Field Marketing, Product Marketing, Customer Success, Sales Development, and Revenue Operations
• Manage budgets, technology investments, agency relationships, and operational resources to maximize effectiveness and return
• Build repeatable processes, governance models, and scalable operating frameworks that support global consistency and regional flexibility
• Foster a culture of innovation, customer obsession, accountability, collaboration, inclusion, and continuous improvement
• Attract, develop, and retain exceptional talent while building future marketing leaders
• Communicate strategy, business performance, and investment recommendations effectively to senior executives

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

• 12+ years of progressive experience in B2B enterprise marketing, including account-based marketing, demand generation, field marketing, or strategic customer engagement
• 5+ years of people management experience, including leading and developing high-performing marketing teams
• Experience building, leading, or scaling ABM programs within a complex enterprise technology or B2B SaaS environment
• Experience developing and executing strategic account programs, account clusters, and scalable account-based campaigns
• Experience leading executive engagement programs, Executive Briefing Centers, or comparable high-touch enterprise customer experience programs
• Experience partnering with Enterprise Sales and Field Marketing to drive coordinated account activation and measurable pipeline outcomes
• Experience supporting complex enterprise sales cycles, multi-stakeholder buying committees, and strategic opportunities
• Experience in marketing analytics, ABM measurement, account intelligence, and marketing technology
• Experience managing teams, budgets, cross-functional initiatives, and senior executive stakeholder relationships
• Bachelor’s degree or equivalent practical experience

Preferred

• 15+ years of marketing experience, including senior leadership roles within global enterprise SaaS, cloud technology, or platform organizations
• Proven success building an ABM center of excellence and establishing global operating models across multiple regions and account segments
• Direct experience managing Executive Briefing Center operations, staffing, customer experience design, executive programming, and business performance
• Demonstrated success supporting strategic enterprise pursuits, competitive displacement, and large-account expansion
• Deep understanding of 1:1, 1:few, pursuit, and 1:many ABM strategies and their application across the customer lifecycle
• Expertise in AI-powered marketing, predictive analytics, intent data, personalization, and account-based orchestration
• Experience with platforms such as Salesforce, Marketo, Adobe, 6sense, Demandbase, LinkedIn, and business intelligence solutions, or comparable technologies
• Experience developing account-level measurement frameworks, attribution methodologies, and executive performance dashboards
• Proven ability to influence senior Sales and Marketing executives and align global and regional stakeholders
• Strong financial acumen, operational discipline, and experience managing significant marketing and customer experience investments
• Exceptional executive presence, communication, storytelling, strategic thinking, and organizational leadership skills
• Experience marketing enterprise platforms, digital transformation solutions, or complex business applications
• Customer First Mindset: Demonstrates deep understanding of customer business priorities, buying behavior, and transformation challenges, consistently designing relevant and differentiated experiences
• Strategic and Commercial Acumen: Connects marketing strategy, executive engagement, and technology investments directly to pipeline, revenue growth, and enterprise business objectives
• Bias for Action and Ownership: Moves decisively from strategy to execution, takes accountability for outcomes, and delivers results in dynamic environments
• Sales and Field Partnership: Builds trusted relationships and shared accountability with Sales and Field Marketing organizations to accelerate account engagement and business growth
• Innovation and AI-First Mindset: Challenges conventional approaches and embraces emerging technologies to improve personalization, scalability, productivity, and customer experience
• Data-Driven Decision-Making: Uses insights, experimentation, and rigorous measurement to guide strategy, optimize investments, and demonstrate measurable impact
• Operational Excellence: Balances long-term strategic vision with disciplined execution, exceptional customer experience standards, and scalable global processes
• Executive Influence and Collaboration: Builds credibility with senior stakeholders, communicates compelling business strategies, and drives alignment across complex organizations
• Talent Development: Inspires high-performing teams, develops future leaders, and fosters a culture of accountability, curiosity, collaboration, and continuous improvemen

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: $212,100.00 - $342,650.00base 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.

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 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.

If 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 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.

Equal Opportunity Employer

It'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.

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