Sr. FP&A Manager –Commercial 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 part of the Go-To-Market FP&A team, this role will serve as the primary finance partner to Docusign's Commercial Sales organization and work closely with the GVP of Commercial Sales. The Sr. FP&A Manager will own the end-to-end financial planning and analysis for the Commercial Business Unit, including both topline performance and operating expenses.

This role requires a strong understanding of sales-driven revenue models, bookings and productivity drivers, as well as disciplined expense and headcount management. The successful candidate will combine strong financial modeling capabilities with strategic business partnership to help Commercial Sales leadership make informed investment, growth, and resource allocation decisions.

This position is an individual contributor role reporting to the Director, North America Sales and Global Partners.

Responsibility

• Own the financial planning, forecasting, and analysis for the North America Commercial Sales organization across both topline and operating expenses

• Develop and maintain driver-based topline models, incorporating key sales metrics such as bookings, pipeline, quota capacity, sales productivity, attainment, headcount, ramp assumptions, conversion, and other relevant business drivers

• Own expense forecasting and planning, including headcount, compensation, commissions where applicable, travel, programs, and other operating expenses

• Partner with Commercial Sales leadership to understand business performance, identify risks and opportunities, and provide recommendations related to growth, productivity, efficiency, and investment decisions

• Lead the annual budgeting and long-range planning processes for the Commercial Sales organization, ensuring alignment between topline expectations, resource requirements, and financial targets

• Analyze actual and forecasted performance against plan, identifying key drivers of variance across revenue, bookings, headcount, and operating expenses

• Build robust financial models and scenario analyses to support decisions related to sales capacity, hiring, productivity, territory investments, and other strategic initiatives

• Prepare and present financial results, forecasts, risks, opportunities, and recommendations to senior leadership

• Support monthly and quarterly business reviews, developing the financial narrative and insights behind Commercial Sales performance

• Partner closely with Revenue Operations, Sales Operations, Analytics, Accounting, and other Finance teams to ensure consistency across sales KPIs, financial assumptions, and reporting

• Improve forecasting processes, financial models, dashboards, and reporting to increase accuracy, scalability, and predictability

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…