Senior Manager, GTM Operations

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 trapped inside documents, making it available to business systems of record. What you’ll do This role owns the quota design, strategy and operations for Docusign’s GTM organization, ensuring alignment to company financial objectives and GTM design. You will develop, maintain and action quotas for GTM teams—Sales, Customer Success, Specialists, Solution Consultants, Partners, and xDRs—across the globe. As a people manager reporting to the Sr. Director, GTM Operations, you will lead high‑performing teams and drive automation, improvement and governance of quota processes. Responsibilities Drive continuous improvement in quota accuracy, including correlation between quotas and territory potential. Improve time‑to‑quota by enhancing processes and tooling. Partner with Finance and Sales Strategy to align quota plans with revenue, growth and productivity targets. Own end‑to‑end quota planning lifecycle: timeline orchestration, cross‑functional coordination and field delivery. Develop and maintain capacity models translating company revenue targets into headcount, productivity and quota requirements. Build planning analytics frameworks for workforce planning, coverage modeling and territory design. Model rep productivity, ramp, attrition and pipeline coverage. Deliver insights on quota attainment distributions, coverage ratios and organizational capacity to inform leadership. Identify opportunities to improve quota accuracy, forecasting and sales capacity planning. Automate and simplify quota planning, modeling and deployment processes. Improve data quality, reporting infrastructure and planning tooling using Salesforce and Snowflake. Build scalable processes that reduce operational risk and enable repeatable quota cycles. Establish governance and documentation for quota policies (renewals, promotions, coverage changes, leaves). Align across GTM leadership, Finance, Strategy and Compensation on quota methodologies and assumptions. Present quota strategies and scenario analyses to VP+ leaders, influencing annual and in‑year decisions. Enable clear communication and enablement about quota methodology and frameworks. Own governance and escalation framework for quota decisions, handling Tier‑1 escalations and empowering the team for operational inquiries. Lead complex cross‑functional initiatives impacting GTM planning and operational strategy. Mentor and develop a high‑performing GTM operations team. Establish a strong team culture aligned with Trust, Customer Focus, Simplicity and Innovation. Set clear goals, prioritize workstreams and ensure consistent delivery of high‑impact outcomes. Qualifications Basic 8+ years of experience in Sales Operations, Revenue Operations, Strategy, Finance or Consulting. Experience managing quota planning, sales capacity models or revenue planning frameworks. 5+ years of people‑management experience. Bachelor’s degree in Business, Economics, Finance or related field. Preferred Strong understanding of GTM planning processes including quota allocation, capacity modeling and territory design. Experience building analytical models for workforce planning, productivity forecasting and coverage modeling. Proficiency with Salesforce, Snowflake and advanced analytics tools. Demonstrated ability to drive automation, standardization and process improvements. Strong analytical and problem‑solving skills with high intellectual curiosity. Ability to operate effectively in fast‑paced, ambiguous environments. Excellent communication and stakeholder‑management skills across organizational levels. Customer‑centric mindset and collaborative cross‑functional partnership approach. Knowledge of SaaS GTM models and revenue‑operations best practices. Job Designation Hybrid: Employees divide time between office and remote work. Minimum two days per week in the office is required. Benefits Paid Time Off and company holidays (region dependent). Paid parental leave (up to six months). Full health benefits plans (100% employer‑paid or minimal employee contribution). Retirement plans with potential employer contributions. Learning and development (coaching, courses, education reimbursements). Compassionate care leave (paid time for loss of a loved one or life‑changing events). Work Authorization Notice We do not provide visa sponsorship. Applicants must be authorized to work in the United States on a permanent, full‑time basis without future sponsorship. Equal Opportunity Employer Docusign is an Equal Opportunity Employer. Hiring decisions are based on experience, skill, aptitude and a can‑do approach. We do not discriminate on the basis of race, ethnicity, color, age, sex, religion, national origin, ancestry, pregnancy, sexual orientation, gender identity, gender expression, genetic information, disability, veteran or military status or any other legally protected category. States Not Eligible for Employment This position is not eligible for employment in Alaska, Hawaii, Maine, Mississippi, North Dakota, South Dakota, Vermont, West Virginia and Wyoming. #J-18808-Ljbffr SupportFinity™