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 Senior Prospecting Science Manager – APJ, you act as a strategic leader and regional force multiplier for Docusign's Global Prospecting strategy. You are responsible for aligning regional sales and marketing goals with Sales Development objectives while driving innovation through AI-powered and agentic prospecting capabilities. In this role, you serve as a trusted advisor to leadership, ensuring seamless coordination between global strategy and regional execution across the APJ market. By partnering with various regional teams, you establish a clear link between strategic goals, operational processes, and return on investment. Finally, you test new approaches to scale prospecting impact and surface regional best practices for global adoption to foster a culture of results and teamwork. This position is an individual contributor role reporting to the Sr Director, Growth Global Prospecting and Inbound Sales. Responsibility Develop and execute a comprehensive APJ Prospecting strategy that aligns with and enhances the global Prospecting framework across all business segments and lead sources, including AI-powered and agentic prospecting capabilities Act as the primary regional owner of Prospecting execution, working with and across regional Executive Leadership and global counterparts to define goals, align them cross-functionally, and build implementation roadmaps working backwards from impact Translate global prospecting methodologies and strategies into regionally-relevant execution plans that account for APJ's geographic diversity, cultural nuances, and varied market maturity level Support the development and implementation of operational system improvements and reviews to drive progress on APJ pipeline goals aligned with global strategy Support the Annual Priority workstreams that support Prospecting Science and span the Growth and Field Sales organizations and adjacent teams, with specific focus on APJ implementation Collaborate with regional Sales and Marketing teams to align goals with Sales Development capacity and ensure connected execution across all prospecting motions Serve as the regional liaison to global Growth Global Prospecting Directors (Enterprise, Commercial, MQL Conversion, Partner Development), ensuring bidirectional communication and alignment Assess the performance of various Prospecting motions, engagement channels, and lead sources across APJ, adjusting strategies accordingly Implement closed-loop feedback mechanisms to optimize Prospecting conversion rates and enhance collaboration between regional Sales and Marketing teams Work cross-functionally to surface insights on productivity and effectiveness metrics related to Prospecting conversion specific to APJ Monitor and report performance against established goals, providing actionable insights for continuous improvement to both regional stakeholders and global leadership Partner with regional and global Sales and Marketing Strategy and Operations teams to define and communicate business requirements to Data and Technology Services (DTS) Adhoc duties as directed by Management 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 8+ years of experience in Sales Development, Global Prospecting, or GTM Strategy and Operations roles Experience leading functional and cross-functional projects and teams in a regional or multi-country capacity Experience working with product and B2B sales teams at all levels Experience with multi-product sales processes in a SaaS environment Deep understanding of APJ business culture, buying behaviors, and market dynamics Preferred Advanced degree Experience in leading Prospecting go-to-market motions across sales dev, sales, marketing, and Partner organizations in a multi-country regional capacity Proven track-record in driving global or multi-country groups Superb communication and problem-solving skills 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 #LI-Hybrid #LI-LR1
Sr. Prospecting Science Manager
DocuSign · Enterprise · Sydney, Australia · Global Sales Development
This role is a Sr. Prospecting Science Manager for the APJ region at DocuSign. The primary responsibility is to develop and execute a regional prospecting strategy that aligns with global goals, incorporating AI-powered and agentic prospecting capabilities. The role involves translating global strategies into regional execution plans, supporting operational improvements, collaborating with sales and marketing teams, assessing performance, and reporting on metrics. While the role leverages AI and agentic capabilities, it focuses on the strategic application and scaling of these tools within a sales development context, rather than building the core AI models or agents themselves.
What you'd actually do
- Develop and execute a comprehensive APJ Prospecting strategy that aligns with and enhances the global Prospecting framework across all business segments and lead sources, including AI-powered and agentic prospecting capabilities
- Act as the primary regional owner of Prospecting execution, working with and across regional Executive Leadership and global counterparts to define goals, align them cross-functionally, and build implementation roadmaps working backwards from impact
- Translate global prospecting methodologies and strategies into regionally-relevant execution plans that account for APJ's geographic diversity, cultural nuances, and varied market maturity level
- Support the development and implementation of operational system improvements and reviews to drive progress on APJ pipeline goals aligned with global strategy
- Support the Annual Priority workstreams that support Prospecting Science and span the Growth and Field Sales organizations and adjacent teams, with specific focus on APJ implementation
Skills
Required
- 8+ years of experience in Sales Development, Global Prospecting, or GTM Strategy and Operations roles
- Experience leading functional and cross-functional projects and teams in a regional or multi-country capacity
- Experience working with product and B2B sales teams at all levels
- Deep understanding of APJ business culture, buying behaviors, and market dynamics
Nice to have
- Advanced degree
- Experience in leading Prospecting go-to-market motions across sales dev, sales, marketing, and Partner organizations in a multi-country regional capacity
- Proven track-record in driving global or multi-country groups
- Superb communication and problem-solving skills
- Experience with multi-product sales processes in a SaaS environment
What the JD emphasized
- AI-powered and agentic prospecting capabilities