GTM Business Process Manager

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 GTM Business Process Manager, your charter is to help drive overall business growth with special focus on GTM Process and System excellence. In this role, you are responsible for the development, management, and improvement of both new and existing business processes to support the broader GTM strategy and innovation. You will drive process discovery and design, and act as a resident expert in developing processes, policies and user expectations as we instrument changes within systems.

This role will own and drive strategic improvement initiatives with cross-functional teams such as Sales, Partner, IT, Enablement, Revenue Operations, Product, and Growth.

This position is an individual contributor role reporting to the Director, GTM Process Strategy & Operations.

• Develop and design Process Architecture, focusing on end-to-end business design and structural integrity to re-engineer or reimagine business process to transform utilizing AI

• Establish standards, and frameworks for process design and maintenance

• Collaborate across departments and provide leadership with project status updates, feedback, and appropriate reporting on key projects

• Manage stakeholders and user groups to determine downstream impacts of process, or system changes

• Create and maintain key documentation such as process flows, playbooks, and RACIs, while keeping operational efficiency, ease of use, and effectiveness top of mind

• Facilitate decision-making and alignment on proposed process initiatives, AI augmentation strategies, and agentic solutions

• Map, analyze, and redesign end-to-end GTM and sales process flows to identify high-value opportunities where AI agents and automation can reduce friction, accelerate cycle times, and improve rep productivity

• Design workflows for GTM motions - including qualification, outreach sequencing, pipeline management, forecasting support, and post-sale handoffs

• Recommend clear business requirements and user stories for developers as they design technical solutions to address operational inefficiencies and manage communications to all impacted stakeholders

• Define strategy on human-in-the-loop checkpoints versus full automation design decisions

• Monitor, evaluate, and iterate on deployed processes, applying user feedback and business outcome metrics

• Understand the GTM process architecture of key systems in tool stack and formulate POVs on integration streamlining

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)

Basic

• BS/BA degree or equivalent in work experience
• 8+ years of experience in GTM Strategy and Operations, Consulting, or equivalent roles
• Experience with GTM processes, systems, and tools (Salesforce, GTM ecosystems, sales engagement platforms)
• Experience in process mapping and redesign using structured methodologies (e.g., swimlane diagrams, value stream mapping)
• Experience designing new processes and driving projects to successful completion
• Experience in business requirements gathering and driving feedback loops

Preferred

• Sales Strategy Operations experience working closely with Sales Leadership
• Prior exposure to high-growth work environments with a strong understanding of SaaS business models and go-to-market principles
• Excellent at articulating vision and executing projects end-to-end, from process discovery through AI deployment and adoption
• Comfortable and flexible working in a fast-paced, ambiguous environment where AI capabilities and business needs are rapidly evolving
• Well-developed ability to bring structured thinking into highly ambiguous and open-ended problem situations, then drive to consensus
• Experience deploying AI agents or automation specifically within sales or GTM contexts (e.g., AI Sales Dev workflows, AI-assisted forecasting, deal intelligence agents, enablement bots)
• Ability to interact with and influence all levels from ICs to executives including translating AI concepts into accessible business value narratives
• High degree of intellectual curiosity, self-confidence, and a builder's mindset energized by experimenting with emerging AI tools and operationalizing them at scale
• Familiarity with prompt engineering, agent…