Job Description
Senior Director, Quota and Territory Operations
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Senior Director, Quota and Territory Operations
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Join to apply for the Senior Director, Quota and Territory Operations role at Docusign
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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 peoples 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 Docusigns 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).
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 peoples 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 Docusigns 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).
What you'll do
As a strong problem solver, you will work on topics that range from high level sales strategies that are transformational to our business to the nuts and bolts of sales operations that make our global business operations efficient. You will do this through a combination of analytical insight, strong business acumen, ability to partner and influence Sales, Customer Success and Partner leaders as well as leaders in the cross functional roles that support sales such as Marketing, Finance, and HR.
Why consider this role? You enjoy being a driver of change in a business and seeing fast results. You work hard yet efficiently, and you find time to have fun with colleagues. You have aspirations to go places and you are motivated to help grow the company to 5B in annual revenue.
This position is a people manager role reporting to the Vice President, Sales Strategy & Operations.
Responsibility - Develop a clear vision for the Territory and Quota organization to drive best practices, quality and speed of execution across Sales, Customer Success and Partners Alliances
- Design an improved process strategy framework based on internal and external research and best practices
- Engage cross-functionally, in a matrixed organization including Sales, Marketing, Partner Success, Customer Success, Operations and Product
- Collaborate with Sales, Customer Success and Partner Alliances leadership to help drive the business from strategy to execution
- Identify key opportunities for business improvement through combination of analytics, qualitative insights, and good business sense
- Conceptualize and run with projects that help improve our GTM
- Lead global a team of talented, Strategy & Operations professionals
- Build team and culture across the globe
- Drive standardization, scale and business rigor
- Align closely with these teams to understand GTM needs and ensure timely and accurate territories and quotas, underpinned by accurate data
- Measure KPIs and establish a strong financial and operational foundation and cadence for measuring the business
- Use data to drive decisions and insights that inform and direct the business
- Drive alignment across regions and shared functions to drive and execute GTM in a globally consistent way, while taking into account regionally specific needs
- Gain alignment within a large cross-functional organization to deploy new strategies and motions that positively impact Docusigns business
- Work well with senior management and other functional leaders to set the short- and long-range strategy and resource plans for Quota and Territory Operations
- Reinforce a collaborative culture by setting or reinforcing collaborative principles, processes, and practices across Quota and Territory Operations
- Identify and action new and novel analytics to expedite and advance Quota and Territory Operations
Job Designation
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.
What you bring
Basic - BS/BA degree in Business Management, Operations, Accounting, or Finance
- 15+ years of experience working at a SaaS company
- 15+ years of experience in Customer Success and/or Management Consulting
- 10+ years leading operational teams within a Professional Service Organization
- Experience in Quota and Territory Operations
Preferred - Experience driving projects from start to finish and
- Has advanced leadership and management skills to set the direction and work of a team of experienced professionals working on highly complex deliverables.
- Has successfully led teams across multiple business cycles to consistently achieve team and individual team member goals and objectives
- Has effectively contributed to annual and longer-range strategies and resource planning in Quota and Territory Operations
- Strong analytics, business acumen, and intellectual curiosity
- Customer service oriented and ability to partner with individuals at all levels
- Effective, clear, and concise communication skills, verbal and written
- Comfortable and flexible working in a fast-paced environment
- Results-driven and self-motivated with the ability to multitask
- Familiarity with BI tools or interest in learning how to leverage BI tools
- Proficiency in Salesforce is a strong plus
- MBA
- Expert level in Excel and PowerPoint
Wage Transparency
Pay for this position is based on a number of factors including geographic location and may vary depending on job-related knowledge, skills, and experience.
Based on applicable legislation, the below details pay ranges in the following locations:
California: $195,500.00 - $315,775.00 base salary
Illinois: $186,200.00 - $263,000.00 base salary
This Role Is Also Eligible For The Following - Bonus: Sales personnel are eligible for variable incentive pay dependent on their achievement of pre-established sales goals. Non-Sales roles are eligible for a company bonus plan, which is calculated as a percentage of eligible wages and dependent on company performance.
- Stock: This role is eligible to receive Restricted Stock Units (RSUs).
Benefits Global benefits provide options for the following:
- Paid Time Off: earned time off, as well as paid company holidays based on region
- Paid Parental Leave: take up to six months off with your child after birth, adoption or foster care placement
- Full Health Benefits Plans: options for 100% employer paid and minimum employee contribution health plans from day one of employment
- Retirement Plans: select retirement and pension programs with potential for employer contributions
- Learning and Development: options for coaching, online courses and education reimbursements
- Compassionate Care Leave: paid time off following the loss of a loved one and other life-changing events
Life at Docusign
Working here Docusign is committed to building trust and making the world more agreeable for our employees, customers and the communities in which we live and work. You can count on us to listen, be honest, and try our best to do whats right, every day. At Docusign, everything is equal.
We each have a responsibility to ensure every team member has an equal opportunity to succeed, to be heard, to exchange ideas openly, to build lasting relationships, and to do the work of their life. Best of all, you will be able to feel deep pride in the work you do, because your contribution helps us make the world better than we found it. And for that, youll be loved by us, our customers, and the world in which we live.
Accommodation Docusign is committed to providing reasonable accommodations for qualified individuals with disabilities in our job application procedures. If you need such an accommodation, or a religious accommodation, during the application process, please contact us at accommodations@docusign.com.
If you experience any issues, concerns, or technical difficulties during the application process please get in touch with our Talent organization at taops@docusign.com for assistance.
Job Tags
Full time, Contract work, Work at office, Local area, Remote work, Flexible hours, 2 days per week,