Sr. Director, GTM Strategy & Programs

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).

Docusign is growing fast and we are looking for people to join our high performance team who are excited to make an impact. We are seeking a visionary and results‑driven leader to head our Go‑to‑Market (GTM) Strategy & Programs team. This role is chartered with defining, orchestrating, and optimizing our integrated, end‑to‑end Go‑to‑Market (GTM) strategy globally.

This leader is essential for guaranteeing cohesive strategy, seamless execution, and maximum growth and revenue generation across all GTM functions.

This position is a people manager role reporting to Group Vice President, GTM Strategy & Operations.

• Establish the overarching vision and strategic roadmap for the end‑to‑end GTM motion, ensuring alignment with global growth targets and defining how we operate as one cohesive team to the customer
• Act as the trusted strategic orchestrator, building consensus and driving integrated execution across all GTM functions (Sales, Marketing, CS, Partners, etc.) to ensure seamless handoffs and avoid functional silos
• Oversee the GTM resourcing and activity portfolio, implementing robust frameworks to analyze investment effectiveness, and continuously optimizing GTM investments for maximum revenue generation and clear ROI
• Own the lifecycle of high‑impact GTM Programs (initially focusing on Sales Programs), ensuring operational rigor and flawless execution from ideation and strategic planning through launch and scaling
• Lead the cross‑GTM Analytics team to structure complex data analysis, derive actionable insights, and proactively prescribe strategic and operational adjustments to accelerate performance
• Leverage expert knowledge in GTM motions and global market dynamics, to develop and execute forward‑thinking concepts that significantly advance or accelerate GTM performance and functional capabilities
• Build consensus, influence, and drive results across diverse stakeholder groups including Sales, Sales Strategy, Enablement, Marketing, Customer Success, Digital, and Partner teams and drive integrated initiatives
• Recruit, coach, and inspire a high‑performing GTM Strategy and Analytics team, fostering a culture of innovation, accountability, and continuous improvement

• BA/BS or advanced degree, or equivalent work experience
• 15+ years of progressive experience in analytical/strategy roles within a fast‑paced technology company (SaaS preferred) or top‑tier management consulting
• 8+ years managing and developing high‑performing strategy or operations teams

• MBA or other advanced degree
• Proven ability to frame and structure ambiguous, open‑ended topics, driving complex analytical, strategic, and operational project components to successful conclusions
• Deep domain expertise in effective GTM strategies (prospecting, expansion, retention)
• Demonstrated ability to translate vision into revenue‑producing programs
• Track record of success in leading large‑scale, strategic initiatives
• Global market experience
• Seasoned, clear, and concise communicator with the ability to influence diverse stakeholders
• Experience navigating a fast‑paced environment with competing priorities
• Highly results‑driven, self‑motivated, and capable of working independently
• Demonstrated ability to inspire, coach, and motivate teams to achieve stretch goals
• Excellent quantitative skills and strong intellectual curiosity
• Familiarity with Salesforce or similar GTM planning/CRM systems

Hybrid:
Employee divides their time between in‑office…