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 Growth Global Prospecting – Partner Development Director, you are a highly experienced and strategic-minded leader responsible for leading the development and execution of our Global Partner-Sourced Prospecting strategy within the Sales Development organization. You will be responsible for aligning Partner Sales, Field Sales, and Marketing goals with Sales Development (Sales Dev) objectives specific to partner-sourced pipeline creation through both sell-through and sell-with motions, driving innovation in partner prospecting methodologies including AI-powered and agentic prospecting capabilities, identifying and creating scalable partner engagement motions that drive results, and optimizing conversion rates through insightful data analysis. In this role you will serve as a trusted advisor to the Sr. Growth Global Prospecting Director, Sr. Director Partner Sales Development, and other leaders on Docusign's Global Partner Prospecting strategy, as well as own and drive in-market execution, operational efficiency, and innovation. You will diagnose and implement process improvements including automation, communications, and cross-team collaboration to optimize partner-sourced pipeline creation and velocity success of the organization. Partnering with Partner Operations, FPamp;A, Strategy, and Analytics teams you will work to align initiative goals and processes, establishing a clear link between strategic goals, execution and return on investment (ROI). You will test and learn new ways of scaling and accelerating impact of partner prospecting inclusive of surfacing and scaling regional best practices globally, in order to foster a thriving culture of delivering results and teamwork across the Partner ecosystem. This position is an individual contributor role reporting to the Sr Director, Growth Global Prospecting and Inbound Sales. Responsibility Develop a clear Partner-Sourced Prospecting strategy and execution plan encompassing sell-through and sell-with motions, including AI-powered and agentic prospecting capabilities, to enhance the overall Prospecting strategy and drive efficiency Act as the primary owner of Partner-Sourced Prospecting within Sales Development, work with and across our Executive Leadership team, Partner Sales Leadership, and Field Sales to define goals, align them cross-functionally and build an implementation and execution roadmap working backwards from impact Drive the evolution of partner-sourced pipeline creation and acceleration methodologies and strategies to keep the organization ahead of industry trends Support the development of operational system improvements and reviews to drive progress on the organization's partner-sourced pipeline goals and strategy Support the Annual Priority for this workstream that supports Prospecting Science and spans the Growth, Field Sales, and Partner organizations and adjacent teams Collaborate with Partner Sales, Field Sales, and Marketing teams to align goals with Sales Development capacity Partner with the Partner Sales, Field Sales, and Marketing organizations to develop a connected execution plan for Partner Prospecting strategy and execution across sell-through and sell-with motions Develop Sales Development playbooks, talk tracks, and enablement specific to partner-sourced prospecting motions, ensuring Sales Development teams are enabled on relevant partners for their segments Assess the performance of various partner prospecting motions, engagement channels, and partner types, and adjust strategies accordingly Implement a closed-loop feedback mechanism to optimize partner-sourced conversion rates and enhance collaboration between Sales Development, Partners, Sales, and Marketing Work cross-functionally to surface insights on productivity and effectiveness metrics related to partner prospecting conversion across sell-through and sell-with motions Monitor and report performance against established goals, providing actionable insights for continuous improvement Evaluate and refine processes to ensure alignment with company objectives Partner with Sales and Marketing Strategy and Operations to define and communicate business requirements to the Data and Technology Services (DTS) Ensure seamless communication and collaboration to enhance partner prospecting capabilities and efficiency 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 BA or BS degree in a business/quantitative field or equivalent work experience 12+ years of experience in Sales Development, Global Prospecting, Partner Sales, Channel Management, or GTM Strategy and Operations roles Experience leading functional and cross-functional projects and teams Experience working with product and B2B sales teams at all levels Experience with multi-product sales processes in a SaaS environment Proven track-record in driving cross-functional and global groups Preferred Advanced degree Experience in leading Prospecting go-to-market motions across sales dev, sales, marketing, and Partner organizations Demonstrated success building and scaling partner-sourced pipeline programs within a Sales Development organization Superb communication and problem-solving skills 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: Washington, Maryland, New Jersey and New York (including NYC metro area): $158,300.00 - $232,575.00 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
Growth Global Prospecting Director
DocuSign · Enterprise · Seattle, WA +1 · Global Sales Development
This role focuses on developing and executing a global partner-sourced prospecting strategy within Sales Development. It involves aligning sales and marketing goals, driving innovation in prospecting methodologies (including AI-powered and agentic capabilities), identifying scalable engagement motions, and optimizing conversion rates through data analysis. The role also involves diagnosing and implementing process improvements, automation, and cross-team collaboration to enhance partner-sourced pipeline creation and velocity.
What you'd actually do
- Develop a clear Partner-Sourced Prospecting strategy and execution plan encompassing sell-through and sell-with motions, including AI-powered and agentic prospecting capabilities, to enhance the overall Prospecting strategy and drive efficiency
- Act as the primary owner of Partner-Sourced Prospecting within Sales Development, work with and across our Executive Leadership team, Partner Sales Leadership, and Field Sales to define goals, align them cross-functionally and build an implementation and execution roadmap working backwards from impact
- Drive the evolution of partner-sourced pipeline creation and acceleration methodologies and strategies to keep the organization ahead of industry trends
- Support the development of operational system improvements and reviews to drive progress on the organization's partner-sourced pipeline goals and strategy
- Support the Annual Priority for this workstream that supports Prospecting Science and spans the Growth, Field Sales, and Partner organizations and adjacent teams
Skills
Required
- 12+ years of experience in Sales Development, Global Prospecting, Partner Sales, Channel Management, or GTM Strategy and Operations roles
- Experience leading functional and cross-functional projects and teams
- Experience working with product and B2B sales teams at all levels
- Experience with multi-product sales process
Nice to have
- Basic BA or BS degree in a business/quantitative field or equivalent work experience
What the JD emphasized
- AI-powered and agentic prospecting capabilities