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 – LATAM, you are a strategic and operationally-focused leader serving as the regional force multiplier for Docusign's Global Prospecting strategy across the Latin America region. You will be responsible for aligning regional sales and marketing goals with Sales Development (Sales Dev) objectives, driving innovation in prospecting methodologies including AI-powered and agentic prospecting capabilities, optimizing conversion rates through data-driven insights, and identifying scalable customer engagement motions that accelerate pipeline creation and velocity specific to LATAM market dynamics. In this role you will serve as a trusted advisor and execution partner to the Growth Global Prospecting Directors & LATAM Sales Dev Leadership, ensuring seamless coordination between global strategy and regional implementation. You will translate global prospecting strategies into regionally-relevant execution while surfacing regional insights and best practices to scale globally. Partnering with regional Sales, Marketing, FP&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 approaches to scaling prospecting impact inclusive of surfacing and scaling regional best practices for global adoption, in order to foster a thriving culture of delivering results and teamwork across the extended one-team model. This position is an individual contributor role reporting to the Sr Director, Growth Global Prospecting and Inbound Sales. Responsibility Develop and execute a comprehensive LATAM 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 LATAM's cultural nuances, language requirements, and varied buying behaviors Support the development and implementation of operational system improvements and reviews to drive progress on LATAM 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 LATAM 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 LATAM, 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 LATAM 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) 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 Experience with LATAM 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-LB3
Sr. Prospecting Science Manager
DocuSign · Enterprise · Sao Paulo, Brazil · Global Sales Development
This role focuses on leading and innovating prospecting strategies within the LATAM region for DocuSign, with a specific emphasis on incorporating AI-powered and agentic capabilities to enhance pipeline creation and sales velocity. The role involves aligning regional sales and marketing goals with Sales Development objectives, optimizing conversion rates using data, and identifying scalable customer engagement motions.
What you'd actually do
- Develop and execute a comprehensive LATAM 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 LATAM's cultural nuances, language requirements, and varied buying behaviors
- Support the development and implementation of operational system improvements and reviews to drive progress on LATAM pipeline goals aligned with global strategy
- Collaborate with regional Sales and Marketing teams to align goals with Sales Development capacity and ensure connected execution across all prospecting motions
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
- Experience with multi-product sales processes in a SaaS environment
- Experience with LATAM 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
What the JD emphasized
- AI-powered and agentic prospecting capabilities