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 As the Director, Sales Compensation, you are a strategic leader responsible for the design and effectiveness of our global sales incentive programs. You will act as a bridge between corporate objectives and sales execution, ensuring our compensation plans are innovative, scalable, and directly aligned with our Go-To-Market (GTM) strategy. You will lead a team of sales compensation professionals, focusing on the evolution of our incentive structures to drive desired sales behaviors and support company growth. This role requires a strategic mindset and the ability to serve as a trusted advisor to senior GTM and Sales Finance leaders on matters of incentive design and performance modeling. You will work cross-functionally with Sales Ops, Finance, HR, and Legal to create novel incentive solutions that attract and retain top talent. This position is a people manager role reporting to the Sr. Director, Sales Compensation. Responsibility Lead the end-to-end design, modeling, and implementation of global sales compensation plans, SPIFFs, and other incentive programs (i.e. President’s Club) Conceive and develop incentive structures that advance the function's capabilities and drive specific sales behaviors aligned with corporate revenue goals Serve as a strategic advisor to GTM and Sales Leadership, providing data-driven guidance and support related to sales compensation strategies Own the modeling and impact analysis of new plans to ensure they are competitive, effective, and fiscally responsible Participate in yearly Sales Compensation Design and Planning and govern Global Sales Ops Policies (GSOPs) along with the plan terms and conditions Partner with the Systems and Planning team to gather requirements for plan configuration and ensure successful rollouts. Mentor and coach the Sales Compensation Strategy team, fostering a culture of operational excellence and career growth Direct competitive benchmarking and market analysis to ensure compensation programs remain innovative and effective in a fast-paced tech environment Build a compensation analytics team that is responsible for providing quarterly review of plan effectiveness against fiscal goals Support company wide OKRs and company Compensation terms and conditions design and deployment 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 compensation, sales strategy, or a related analytical field 5+ years of people management experience, with a proven track record of developing talent BA/BS in Finance, Business, Analytics, or a related field Experience with SaaS business models and enterprise GTM principles Preferred Experience in a professional, fast-paced tech environment Strong analytical skills and the ability to translate complex data into actionable strategy Familiarity with sales performance management software such as Xactly, Salesforce, and Tableau Excellent organization, documentation, and communication skills, with the ability to influence senior stakeholders An MBA or other advanced degree 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: $186,100.00 - $300,550.00 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 accommodations@docusign.com. If you experience any issues, concerns, or technical difficulties during the application process please get in touch with our Talent organization at taops@docusign.com 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. EEO Know Your Rights poster #LI-Hybrid
Director, Sales Compensation Strategy and Design
DocuSign · Enterprise · San Francisco, CA · Business/Sales Operations & Strategy
Director, Sales Compensation Strategy and Design at DocuSign, responsible for designing and implementing global sales incentive programs to align with Go-To-Market strategy and drive sales behaviors. This role involves strategic advisory, modeling, and leading a team of sales compensation professionals.
What you'd actually do
- Lead the end-to-end design, modeling, and implementation of global sales compensation plans, SPIFFs, and other incentive programs (i.e. President’s Club)
- Conceive and develop incentive structures that advance the function's capabilities and drive specific sales behaviors aligned with corporate revenue goals
- Serve as a strategic advisor to GTM and Sales Leadership, providing data-driven guidance and support related to sales compensation strategies
- Own the modeling and impact analysis of new plans to ensure they are competitive, effective, and fiscally responsible
- Participate in yearly Sales Compensation Design and Planning and govern Global Sales Ops Policies (GSOPs) along with the plan terms and conditions
Skills
Required
- Sales compensation design
- Sales strategy
- Incentive program management
- Financial modeling
- Data analysis
- People management
- SaaS business models
- Enterprise GTM principles
Nice to have
- Experience in a professional, fast-paced tech environment
- Sales performance management software (Xactly, Salesforce, Tableau)
- MBA or other advanced degree
What the JD emphasized
- 12+ years of experience in sales compensation
- 5+ years of people management experience