Director, Horizontal ISV Partnerships

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 Director of Horizontal ISV Partnerships will lead the partner mission across our top ISV and technology partners globally, bringing the strength of the partner base into the Docusign business. This seasoned leader will manage a team of several direct reports to develop and execute the ISV ecosystem strategy for Intelligent Agreement Management, including our strategic partnerships with OpenAI and Anthropic.

This leader will also engage with our product and sales team to drive innovation and GTM, and will work closely with our international team to expand our partner ecosystem in focus countries for our expanding regional coverage model. The ideal leader will bring foundational experience in developing a complex ISV ecosystem encompassing referral, OEM and resale dynamics. This leader will leverage first‑hand experience building partnerships and driving technical integrations, attuned to the rapid growth and innovation inherent in SaaS companies delivering strong, direct value to end‑customers.

Finally, this leader will collaborate closely with executive leadership in sales, marketing, customer success, product, and enablement to drive vision and strategy for the ISV ecosystem and ensure the success of partners globally.

• Develop and lead our Horizontal ISV partnership segment (including AI partners), with a focus on selecting, recruiting, and developing new partnerships for OEM, co‑sell/referral, and reseller motions.
• Lead day‑to‑day management of our AI partnerships and define the strategy that helps us drive the company from $3B in revenue to $5B+ by strategically aligning Docusign with key partner solutions.
• Drive our partnership strategy, management, and recruiting for our horizontal ISV segment (CRM, HR, Procurement, Legal, etc.) with a focus on the large impactful partners.
• Manage cross‑functionally within Docusign to drive our ISV partnerships business.
• Build go‑to‑market (GTM) plans and business cases through collaboration with an extended cross‑functional team.
• Work with Sales to drive the recruiting of new partners and to expand existing partner relationships.
• Work with product to understand and convey new ISV requirements and the development of new functionality, as well as to identify and recruit new partners.
• Work with the Docusign marketing team to develop and execute on‑demand generation campaigns.
• Conduct quarterly business reviews and develop executive relationships with Docusign and partner executives.
• Present partner updates at monthly executive meetings.

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.

• Cross‑functional experience blending sales, marketing, product, and operations, with a well‑honed ability to deal with multiple competing demands and prioritize appropriately, as well as work effectively in matrices with multiple departments and customer types.
• 10+ years relevant experience working with SaaS partnerships.
• Experience developing and executing partner GTM…