Senior Manager, Quota Operations

GTM Strategy & Operations Senior Manager

This role owns the Quota Design, Strategy and Operations for Docusign's GTM organization, ensuring alignment to company financial objectives and GTM design. The GTM Strategy & Operations Senior Manager is a detailed, adaptable problem-solver responsible for developing, maintaining and actioning Quotas for GTM teams including Sales and Customer Success, Specialists, Solution Consultants, Partners, xDRs globally. A successful individual in this role thinks critically, logically, and creatively to increase automation, resolve issues and to develop proactive processes to clear future roadblocks and deliver quotas to the field in a timely manner.

This position is a people manager role reporting to the Sr. Director, GTM Operations.

Responsibilities

• Drive continuous improvement in quota accuracy, including improving correlation between quotas and territory potential (e.g., attainment distribution health, % of reps in target band)
• Improve time-to-quota (cycle time from planning start to field delivery) materially through process and tooling enhancements
• Partner with Finance and Sales Strategy to ensure quota plans support company revenue, growth, and productivity targets, including defining success metrics and tracking performance against plans
• Own the end-to-end quota planning lifecycle, including timeline orchestration, cross-functional coordination, and field delivery
• Develop and maintain capacity models that translate company revenue targets into headcount, productivity, and quota requirements
• Build planning analytics frameworks to support GTM workforce planning, coverage modeling, and territory design
• Partner with Finance and Sales Strategy to model rep productivity, ramp assumptions, attrition, and pipeline coverage
• Deliver insights on quota attainment distributions, coverage ratios, and organizational capacity to inform leadership planning decisions
• Identify opportunities to improve quota accuracy, productivity forecasting, and sales capacity planning
• Drive automation and simplification across the quota planning, modeling, and deployment processes
• Improve data quality, reporting infrastructure, and planning tooling leveraging platforms such as Salesforce and Snowflake
• Build scalable processes that reduce operational risk and enable repeatable quota cycles
• Establish governance and documentation for quota policies (e.g., renewals, new hires & promotions, coverage changes, leaves), ensuring consistency, transparency, and auditability
• Drive alignment across GTM leadership, Finance, Strategy, and Compensation on quota methodologies and planning assumptions
• Present quota strategies, trade-offs, and scenario analyses to VP+ GTM and Finance leadership, influencing annual and in-year decisions
• Deliver clear communication and enablement to field leadership on quota methodology and planning frameworks
• Own the governance and escalation framework for quota decisions, managing only Tier-1 strategic escalations while empowering your team to handle operational inquiries
• Lead increasingly complex cross-functional initiatives that impact GTM planning and operational strategy
• Lead, mentor, and develop a high-performing GTM operations team
• Establish a strong team culture aligned with Docusign's values of Trust, Customer Focus, Simplicity, and Innovation
• Set clear goals, prioritize work streams, and ensure consistent delivery of high-impact outcomes

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 Operations, Revenue Operations, Strategy, Finance, or Consulting
• Experience managing quota planning, sales capacity models, or revenue planning frameworks
• 5+ years of people management experience
• Bachelor's degree in Business, Economics, Finance, or a related field

Preferred

• Strong understanding of GTM planning processes including quota allocation, capacity modeling, and territory design
• Experience building analytical models for workforce planning, productivity forecasting, and coverage modeling
• Proficiency with Salesforce, Snowflake, and advanced analytics tools
• Demonstrated ability to drive automation, standardization, and process improvements
• Strong analytical and problem-solving skills with high intellectual curiosity
• Ability to operate effectively in fast-paced environments with ambiguity
• Strong communication and stakeholder management skills across all organizational levels
• Customer-centric mindset with a collaborative approach to cross-functional partnerships
• Knowledge of SaaS GTM models and revenue…