Senior Quota Operations Manager

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

This role supports the Quota Design, Strategy, and Operations for Docusign's GTM organization, with a primary focus on overlay roles such as xDRs, Specialists, Solution Consultants, and Partners globally. The GTM Strategy & Operations P5 individual contributor is a detailed, adaptable problem-solver responsible for developing, maintaining, and operationalizing quotas for overlay GTM teams, ensuring alignment to company financial objectives and GTM design. You will think critically, logically, and creatively to increase automation, resolve issues, and develop proactive processes that clear future roadblocks and deliver accurate quotas to the field in a timely manner.

This position is an individual contributor role reporting to the Sr. Director, Quota & Territory Operations.

Responsibility

• Drive Quota design and operations for many of the GTM roles (Sales, CS, xDRs, Specialists, Solution Consultants, Partners etc.), including timeline orchestration, cross-functional coordination, and field delivery for these populations
• Drive continuous improvement in quota accuracy for overlay teams, including improving correlation between quotas and territory or book potential (for example, attainment distribution health, percentage of reps in target band)
• Improve time-to-quota (cycle time from planning start to field delivery) for overlay roles through process and tooling enhancements
• Ensure overlay quota plans support company revenue, growth, and productivity targets, including defining success metrics and tracking performance against plans for these roles
• Translate high-level GTM and quota methodologies into clear, actionable quota deliverables and documentation for overlay teams
• Develop and maintain capacity and coverage models that translate company and segment-level revenue targets into headcount, productivity, and quota requirements for overlay roles
• Drive automation and simplification across overlay quota planning, modeling, and deployment processes, reducing manual work and error risk
• Improve data quality, reporting infrastructure, and planning tooling for overlay quotas leveraging platforms such as Salesforce and Snowflake
• Build scalable, repeatable processes that reduce operational risk and enable consistent quota cycles for overlay teams
• Contribute to governance and documentation for quota policies (for example, renewals, new hires and promotions, coverage changes, leaves) with a focus on how these policies apply to overlay roles, ensuring consistency, transparency, and auditability
• Partner closely with Compensation, Territory, and GTM Operations teams to ensure policy design and implementation for overlay quotas is well understood and executable
• Build internal tools and Agentic User Interfaces (AGUI) that let operators configure, monitor, and iterate on Al-driven journeys without needing a developer for every change
• Document patterns, reusable components, and learnings so that successes can be replicated across teams and inform investments in data foundations and Al capabilities
• Drive initiatives to improve customer satisfaction, retention, and overall experience through effective system and process management
• Manage cross-functional projects and initiatives related to Strategy & Operations Al tools, processes, and system enhancements
• Drive alignment across GTM leadership, Finance, Strategy, Compensation, and Territory teams on overlay quota methodologies and planning assumptions
• Prepare and deliver clear communication, materials, and enablement to field leadership and operations partners on overlay quota methodology, planning frameworks, and in-year changes
• Support governance and escalation processes for overlay quota decisions, including analyzing and recommending resolutions for higher-impact or complex escalations, while partnering with peer teams that handle day-to-day operational inquiries
• Lead cross-functional initiatives that impact GTM planning and operational strategy for overlay roles, including pilots, new motions, or coverage changes

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 experience in Sales Operations, Revenue Operations, Strategy, Finance, or Consulting, with meaningful exposure to GTM planning
• Experience managing quota planning, sales capacity models, or revenue planning frameworks, ideally including overlay or specialist roles
• Experience building and operationalizing analytical models that support quota setting, performance analysis, or headcount and productivity planning
• Bachelor's degree in Business, Economics, Finance, Mathematics, Data Science, or a related field

Preferred

• Deep knowledge of GTM planning, including quota allocation and capacity modeling, specifically for overlay motions like xDRs and Partners
• Proven track record in building decision-support models for workforce planning and productivity forecasting
• Skilled in Salesforce, Snowflake, SQL, and Excel/Sheets, with exposure to Bl and data visualization tools
• Adept at driving automation and process standardization across operational workflows
• Highly analytical problem-solver with strong attention to detail and intellectual curiosity. Effective in fast-paced, ambiguous settings, providing structured recommendations
• Excellent communicator capable of translating complex data into clear narratives for all stakeholders
• Customer and seller-focused collaborator embodying Docusign's core values

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: $164,700.00 - $266,000.00 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

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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