Director, Sales

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).

As the Director, Sales Compensation, you are a strategic leader responsible for the design and effectiveness of our global sales incentive programs. You will act as a bridge between corporate objectives and sales execution, ensuring our compensation plans are innovative, scalable, and directly aligned with our Go-To-Market (GTM) strategy. You will lead a team of sales compensation professionals, focusing on the evolution of our incentive structures to drive desired sales behaviors and support company growth.

This role requires a strategic mindset and the ability to serve as a trusted advisor to senior GTM and Sales Finance leaders on matters of incentive design and performance modeling. You will work cross-functionally with Sales Ops, Finance, HR, and Legal to create novel incentive solutions that attract and retain top talent.

This position is a people manager role reporting to the Sr. Director, Sales Compensation.

• Lead the end-to-end design, modeling, and implementation of global sales compensation plans, SPIFFs, and other incentive programs (i.e. President’s Club)
• Conceive and develop incentive structures that advance the function s capabilities and drive specific sales behaviors aligned with corporate revenue goals
• Serve as a strategic advisor to GTM and Sales Leadership, providing data-driven guidance and support related to sales compensation strategies
• Own the modeling and impact analysis of new plans to ensure they are competitive, effective, and fiscally responsible
• Participate in yearly Sales Compensation Design and Planning and govern Global Sales Ops Policies (GSOPs) along with the plan terms and conditions
• Partner with the Systems and Planning team to gather requirements for plan configuration and ensure successful rollouts.
• Mentor and coach the Sales Compensation Strategy team, fostering a culture of operational excellence and career growth
• Direct competitive benchmarking and market analysis to ensure compensation programs remain innovative and effective in a fast-paced tech environment
• Build a compensation analytics team that is responsible for providing quarterly review of plan effectiveness against fiscal goals
• Support company wide OKRs and company Compensation terms and conditions design and deployment

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

• 12+ years of experience in sales compensation, sales strategy, or a related analytical field
• 5+ years of people management experience, with a proven track record of developing talent
• BA/BS in Finance, Business, Analytics, or a related field
• Experience with SaaS business models and enterprise GTM principles

Preferred

• Experience in a professional, fast-paced tech environment
• Strong analytical skills and the ability to translate complex data into actionable strategy
• Familiarity with sales performance management software such as Xactly, Salesforce, and Tableau
• Excellent organization, documentation, and communication skills, with the ability…