Manager, Market Development Representative

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).

The Sales Manager, Market Development will possess the ability to manage and motivate a team of Market Development Representatives (MDR) to achieve individual opportunity generation quotas. They also must be able to measure, monitor and hold MDRs accountable for their activities and results as well as lead by example. The team Manager, Market Development will work directly with MDRs to improve cold calling, qualification and discovery calls, prospecting sequences, appointment setting, follow up, organization, and overall prospecting effectiveness.

They will work with the Director of Market Development to increase efficiencies and processes within the department. This team Manager will mentor each MDR individually while also building a strong, cohesive, collaborative team that is responsible for supplying qualified leads to Docusign Account Executives.

This position is a people manager role reporting to Director, MDR.

Responsibility

• Take ownership of the delivery of pipeline requirements for the supported region
• Demonstrate a set of demand generation activities to meet defined regional pipeline generation targets
• Partner with the recruitment team to hire and onboard new talent for the sales team
• Support and encourage the personal development plans for each team member
• Drive structured and consistent mentorship to the team
• Ensure that the team is enabled on campaigns, promotions and messaging, both industry and competitive, to targeted industries, segments and accounts
• Engage your sales development team in relevant demand generation actions through consistent communication and results analysis
• Anticipate issues through reporting and data analysis, SFDC lead queue management
• Promote the best use of demand generation tools within sales teams and sharing standard processes between countries and teams [i.e. Outreach, Eloqua, SFDC]

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.

Basic

• BA/BS degree or equivalent sales related experience
• 5+ years of management experience leading a software sales team in a quota carrying role

Preferred

• Prior experience in the SaaS industry
• Quota‑attainment record of meeting and/or exceeding targets by managing process for identifying, qualifying, and closing new business as well as and not limited to growing an existing install base
• Prior experience developing and maintaining business, sales, and vertical market plans as well as negotiating and closing complex deals
• Track record of building, coaching and enabling a rapidly growing team
• Strong verbal and written communication skills, including excellent reporting (CRM) and forecasting skills
• Driven, enthusiastic and hard‑working nature
• Ability to form strong business relationships

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…