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 Vice President of Sales Strategy & Operations, you will serve as the strategic co-pilot to our Chief Revenue Officer and GTM executive leadership team. You will architect, optimize, and scale a world-class, data-driven sales engine that accelerates our global revenue growth. This is a highly visible, global, transformational leadership role. You will be responsible for defining our GTM architecture, driving operational rigor, and delivering the predictive intelligence that shapes our trajectory. You will lead a high-performing team to systematically remove operational friction, optimize our lead-to-cash cycles, and ensure our direct sales and broader GTM ecosystem are executing flawlessly. This position is a people manager role reporting to the GVP, GTM Strategy & Operations. Responsibility Partner directly with the CRO and regional GTM leaders to define and execute long-term, scalable sales strategies Architect optimal roles designs, customer-alignment, and segmentation models that maximize market penetration Establish a rigorous, high accountability and data-driven operating rhythm Drive adoption of AI, automation, and advanced analytics to deliver highly accurate, predictable sales intelligence, including regional forecasts, pipeline assessment, and advanced predictive analytics that identify risks and uncover revenue opportunities Identify and eliminate operational friction with the sales organization and across GTM functions Drive adoption of standardized methodologies and technologies that accelerate deal velocity and drive field productivity Define and track the critical KPIs that govern business health Provide the C-suite and GTM leadership with deep, actionable insights regarding key drivers of business performance, recommendations and investment priorities Ensure seamless operational and strategic alignment between our direct sales motions and our broader partner and alliance ecosystem, seamlessly integrating the partner motion into our holistic growth strategy Recruit, mentor, and develop a world-class team of strategy and operations professionals Establish an AI-first operating standard where the team leads with AI to work faster, make better informed decisions, and think bigger 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 15+ years of progressive Strategy & Operations leadership experience, with a deep specialization in Enterprise Sales Operations within high-growth tech environments 10+ years of experience in SaaS, enterprise sales, or top-tier management consulting focusing on Go-To-Market and execution models 5+ years of executive-level people leadership, with a track record of building and managing large, geographically dispersed, high-performing teams Demonstrated use of AI and agentic technology in go-to-market environments Bachelor's degree or equivalent experience Preferred 10+ years of Partners Strategy & Operations leadership experience Deep understanding of the SaaS business model and market trends Strong track-record of analytical and problem-solving excellence Team building experience 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: $284,400.00 - $423,475.00 base salary Illinois, Colorado, Massachusetts and Minnesota: $266,300.00 - $356,150.00 base salary Washington, Maryland, New Jersey and New York (including NYC metro area): $266,300.00 - $380,400.00 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 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
Vice President, Sales Strategy & Operations
DocuSign · Enterprise · San Francisco, CA +3 · Business/Sales Operations & Strategy
DocuSign is seeking a Vice President of Sales Strategy & Operations to lead a data-driven sales engine, optimize GTM architecture, and drive operational rigor. This role will leverage AI, automation, and advanced analytics to provide predictive sales intelligence, forecasts, and pipeline assessments. The VP will also focus on eliminating operational friction, accelerating deal velocity, and ensuring alignment across sales and partner ecosystems. A key aspect of this role is establishing an AI-first operating standard for the team.
What you'd actually do
- Partner directly with the CRO and regional GTM leaders to define and execute long-term, scalable sales strategies
- Architect optimal roles designs, customer-alignment, and segmentation models that maximize market penetration
- Establish a rigorous, high accountability and data-driven operating rhythm
- Drive adoption of AI, automation, and advanced analytics to deliver highly accurate, predictable sales intelligence, including regional forecasts, pipeline assessment, and advanced predictive analytics that identify risks and uncover revenue opportunities
- Identify and eliminate operational friction with the sales organization and across GTM functions
Skills
Required
- 15+ years of progressive Strategy & Operations leadership experience
- Deep specialization in Enterprise Sales Operations within high-growth tech environments
- 10+ years of experience in SaaS, enterprise sales, or top-tier management consulting focusing on Go-To-Market and execution models
- 5+ years of executive-level people leadership
- Demonstrated use of AI and agentic technology in go-to-market environments
- Bachelor's degree or equivalent experience
Nice to have
- 10+ years of Partners Strategy & Operations leadership experience
- Deep understanding of the SaaS business model and market trends
- Strong track-record of analytical and problem-solving excellence
- Team building experience
What the JD emphasized
- AI, automation, and advanced analytics
- AI-first operating standard
- Demonstrated use of AI and agentic technology